METHODOLOGY


The Power of a Single Sales Methodology for Global Execution


BY PJ NISBET


The global sales training market is poised to grow to US $4.21 billion by 2024 (Technavio). Compare this figure with the brutal fact that nearly 70% of change initiatives fail (HBR).


This staggering lack of success when implementing a sales transformation program can have many causes – but the primary culprits are an organization’s lack of executive sponsorship, poor bottom-up support, and an excess of different sales methodologies, which only confuse their sales teams. I am constantly amazed at how quickly companies that invest in one methodology are led astray. Often, as the roll-out draws to a close, someone proposes a new


“shiny toy.” Incredibly, they go for it. It does not take long before the sales team – now faced with conflicting approaches – becomes demotivated and cynical and reverts to their previous selling behaviors. In my experience, a sales methodology that is implemented correctly will result in dramatic improvements in sales performance. Then, why do so many organizations fail to realize this benefit?


PJ NISBET MANAGING PARTNER VALUESELLING ASSOCIATES


Simply put, it is a failure to stick with one global framework and then coach and integrate this single methodology into their sales DNA.


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