Consultancy Leaders: Sales process is not a silver bullet.

The Consultancy Leaders:
Sales process is not a silver bullet 🤦‍♂️

There, I needed to get that off my chest.😮‍💨

Gurus:
They’ll tell you to buy their approach (usually a rip-off of SPIN).
They'll tell you that you’ll get bigger deals, faster.

Really?

That's misleading.
Selling doesn’t work like that.

Look.

You know top sellers earn mega bucks, right?
Some even surpass C-suite compensation.

Now, do you think these top performers follow a
sales process?

Of course they don't.

They’re elite operatives, not infantrymen.

You see, an infantryman is trained for uniformity and discipline.
Just like learning a rote sales process.

But SAS, Navy SEALs, and Delta Force are valued for different traits:
↳ Strengths applied to mission.
↳ Initiative and adaptability.
↳ Execution over routine.

And, when you think about it, winning big deals needs the same.
Not mindlessly running through the scripted sales process.

To sell at the top table your consultants need to:
↳ Understand the full mission.
↳ Adapt to the environment.
↳ Perform under pressure.

Which means executing with precision AND initiative.
Sales process is important - but it’s not everything.

And certainly not that silver bullet you've been looking for.

So, do you train your team to become vanilla order takers?
Or do you have someone coach them to win with initiative?


#relentless