It’s a familiar situation to many companies. Your market is changing, your proposition needs to too. You’ve set your course, defined your sales strategy, kicked off with your sales team.
Perhaps you’re deploying new technologies and use cases, new revenue models like subscription or annuity, moving into new geographies or facing rapidly changing competitive landscapes.
You’ve set the targets and KPIs. You’ve delivered the product / service / proposition training. You’ve given the sales team plenty of collateral. They know what’s expected of them.
You’re just not seeing the pipeline moving in the right direction. The right sales growth is not happening or not happening fast enough.
The sales team are telling you that the product isn’t ready for market, that it doesn’t fit their account base, that it’s too early or too late, it’s too expensive, they don’t have enough internal resources or the right collateral, the quote systems aren’t configured right, or any one of a number of other reasons they’re not getting traction. But what’s true? Some of this, all of this or none?