• Gary White

At last, sales methodology frameworks for small businesses!

Updated: Jun 10, 2021

For many small and medium sized businesses where the Founders or Senior Management do not hail from a sales background, the idea of implementing process and methodology in order to maximise sales success seems a foreign concept. Like any business function, a team who follow a proven formula significantly improve their ability to succeed. Sales is no exception.

Many still consider sales more of an art form where the ‘gift of the gab’ wins over clients and, to a certain extent, this is correct. Excellent communication skills are a key attribute for professional sellers, however, it’s not purely down to verbal skills. What is actually needed involves working to a repeatable and flexible sales methodology framework. A framework which not only improves win rates but also demonstrates a professional and competent approach to working with the sellers’ business.

Over the last four decades, the majority of large organisations have implemented such sales methodology frameworks with great success. However, for the vast numbers of small businesses, even if they have recognised the need for a sales structure, such frameworks have been outside their financial reach.

Many large businesses have switched and swapped sales methodology frameworks. This usually happens when there are changes in senior Sales Management and new leaders who, wishing to make an impact, have ripped out existing processes in favour of methods they have successfully implemented with previous employers. Individuals have built successful sales careers off the back of such frameworks which demonstrates these frameworks work and, also, why they command such high price tags.

Great for large business but where does the status quo leave smaller and medium sized business?

There’s good news.

In regard to the accessibility of impactful sales methodology frameworks, the world is changing.

Through the clever use of technology, several new providers have emerged, making these frameworks available on a cost effective, cancel-anytime, monthly subscription service. Founded by experienced sales professionals, these frameworks embed the learning and the subsequent application of newly found knowledge directly into the core of the customer’s CRM systems.

For many businesses wishing to implement a sales methodology framework, it is no longer acceptable from both an economic and environmental perspective, to take the entire sales force out the field and ship them off site for face-to-face training. Although virtual training plays a role in the transfer of sales methodology knowledge, it is still driven by an arguably out of date, event-based mindset. The more modern concept of on demand, learn by doing is now at the heart of these new offerings supplemented, if necessary, by virtual or face-to-face gatherings.

Are these new subscription-based, sales methodology frameworks offerings disrupting the established players?

Given these new offerings are aimed squarely at small and medium sized businesses who typically are not the target audience of the established players for the reasons above, I doubt they are seen as a threat. However, I’m sure it will raise a few eyebrows within a traditional sales training industry where business models are built predominately on daily consulting fees and IP licences.

Gary White has worked at the intersection of sales technology and sales methodology for over 20 years and exposed to some of the most influential and inspiring sales methodology industry leaders. Gary is the founder of White Springs and Climb9.

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