Field Development
Alignment of Sales and Pre-Sales Objectives
Commercial sales methodologies focus on acquisition of Business Closure. Pre-sales has a different objective – to achieve Solution Closure. Historically this mismatch has been problematic for Field Development. The only choice has been to force pre-sales through traditional sales training. Invariably this fails – SEs resent being “flea dipped” through sales training designed for sales reps.
As Subject Matter Experts, our SE Skills Improvement Program is specifically designed for SEs to empower them to "project manage" acquisition of Solution Closures in alignment with any traditional sales methodology. As a result, SEs directly impact cost of sales and revenue by:
- Increasing the number of qualified deals to improve the funnel quality
- Decreasing the time to solution closure so revenue can be accelerated
- Increasing deal sizes through larger configurations and holding price through compelling value so revenue grows
- Increasing the solution win rate
- Decreasing the sales reps' time spent with technically oriented stakeholders and tasks
| Our patent-pending Solution Sales Process uses engineering techniques that resonate with the technical nature of SEs. It achieves efficient, repeatable, scalable, forecastable, and teachable Solution Closures. This process "plugs into" any sales methodology to facilitate the alignment of sales rep and SE objectives. See FAQs for more detail. |  |
The SE Skills Improvement Program
Measureable Business Impact:
As Field Development knows through years of research, training alone is not enough to promote long term skills improvement. Our program uses well known instructional design techniques to ensure best practices are retained and made operational by the pre-sales organization.
Evaluate: A free on-line SE Improvement Assessment Service measures the team's current Solution Sales Process acumen.
Endorse: Gain the support of Sales and SE Management. A one-day Management Workshop identifies your specific SE improvement program with measureable objectives consisting of Training, Productivity Tools, and Improvement Services.
Educate: Teach the Solution Sales Process and its engineering principles. Facilitators are seasoned ex-SE Managers, not sales trainers.
Embed: Culturalize field behaviors, procedures, policies, and tools. Enumerate: Behaviors are internalized, the process is routine, and improvement is measured. |
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The SE Improvement Model
Our programs are based on a model of pre-sales process evolution regarding the process procedures, policies, roles, metrics, and tools:
Level:
1) No Process: The SE informs and educates. Demo Daemon
2) Adopting: Defining policies. Much resistance to change
3) Operational Process: The process becomes routine, but measurements lack
4) Repeatable Process: Behaviors are internalized, the process is routine, and improvement is measured