You have built a team with considerable expertise, but at times it feels a little like a Ferrari sitting on blocks – lots of horsepower, but no forward motion. You don’t OWN the accounts, but you need more access because the account managers who do aren’t finding enough opportunities to keep your people busy. When you do get engaged, it is frightening how poorly qualified some opportunities can be, which results in lost productivity and efficiency for your team. Meanwhile, everyone in your organization is wearing a target—bound to attract the wrong kind of attention when account managers fail in their bid to sell the solutions you support.
The undeniable challenge in team selling: No common process.
Teamwork- that’s what you really want. It would be great if your people could work in harmonious efficiency with their account manager colleagues, all for the benefit of your customers. It’s the right objective, but is it really attainable? It is, but you’ll need some help. That’s where we come in. We are AXIOM Sales Force Development and for more than twenty years, we have helped organizations sell more effectively by implementing the most comprehensive, collaborative selling model available.
AXIOM programs are always customized for your unique environment so your people will be able to immediately apply what they learn.
Our AXIOM Selling Sciences Program gives teams a common language and framework for key elements of the sales process, including:
- Identifying new opportunities where our Ideal Customer Profile ensures everyone is mining for gold in the right place
- Qualifying opportunities where our nine Information Objectives help focus every team member on the information needed to fully understand the customer, and ultimately win the business
- Utilizing our Problem, Cause, Solution, Benefit framework to present the most compelling solution possible
The truth of the matter is that your overlay sales team is only as good as the account teams they support. You may be a great pianist, but if you and the rest of the orchestra aren’t playing from the same sheet of music, the result won’t be pleasant. AXIOM can help you get everyone on the same page and our tools and coaching programs will help sales leaders drive the continuous incremental improvement that transforms solid individuals into world-class teams. We invite you to check us out, and when you want to talk in more detail about your specific situation, just let us know.