How do we achieve not just a 10% improvement but a 10X improvement in sales force effectiveness? The answer might surprise you.
Traditionally sales force effectiveness initiatives have focused on optimizing:
The approach works and continues to pay dividends.
But if we want to jump to an entirely new level, we have to execute at an entirely new level. How? By introducing a new paradigm of sales force effectiveness that builds our current foundation but takes it to an entirely new level. It comes out of the latest research in the fields of behavioral economics, neuroscience, and experience management.
And it is inspired by the achievements of companies like Apple who have built an entire ecosystem of superior customer experience that has made Apple the most valuable company in human history expected to cross $1 trillion in market value by the end of 2018.
One of the most important drivers of competitive differentiation is the way your customer facing teams interact with each stakeholder along the continuum of care.
Too often these interactions are one sided primarily serving the goals of the sales force and the brand, and treating customer concerns as objections to be handled. The consequence is a one sided experience that opens the door to competitive attack.
In the new sales force effectiveness paradigm, your customer facing teams have to strike the right balance between achieving their own goals and creating a better total treatment experience than the competition.
