SPEED Up Business Development Success

The challenge

Business developers are flooded with information. From the day they begin at your organization until the day they retire, it’s a never-ending barrage of PowerPoint presentations, emails, brochures, intranet pages, spec sheets, and meeting notes.

And when they need information, they often have to look in 20 different places only to find information that’s out of date, that’s presented to them in a way that makes it difficult to follow, and that they just don’t trust. This takes time…valuable time away from selling.

So what happens?

• Business developers never learn the full breadth and depth of knowledge they need to cross-sell, up-sell and penetrate accounts as deeply as they could.
  
  
• New service launches fail.
  
  
• Opportunities are mishandled and needs are completely missed.
  
  
• It takes new business developers inordinate amounts of time – months, years even – to ramp up to full productivity (that is if they even stick around long enough for you to know if they’re any good).
  
  

All of these put you at a competitive disadvantage. When your business developers aren't selling because they’re wasting time searching for information, or they simply don’t know enough to sell all they could, you’re leaving money on the table, and your competitors are winning deals that should be yours.

The solution

In concept, the solution is simple, and two-fold:

1. Sales Knowledge Base. Build a knowledge base of the critical information (and only the critical information) that you need to know to be able to sell. Make it easy to access, easy to learn from, easy to update, and easy to follow.
   
   
2. Train to fluency, and do it fast. Fluency is typically defined as accuracy plus speed. When it comes to sales, you need accuracy plus speed, and you need the appropriate breadth and depth if you want to succeed at peak potential. Anything less and you’re missing opportunities and dampening business development results.
   
   

Using our proprietary methodologies such as Customer Needs Profiling, Needs and Solutions Mapping, and the Universal Sales Knowledge Framework, Wellesley Hills Group consultants can get your business development knowledge base built to support maximum selling performance.

Once your sales knowledge base is in place, you’re ready for SPEED. SPEED stands for:

Sales

Performance

Expertise

Expedited

Development

In other words, get your business development team the knowledge they need to sell, and get it to them fast.

With a customized SPEED to Fluency Learning Program, we can help you and your team quickly internalize the knowledge they need to sell your services, holding fluent and sophisticated conversations with prospects and customers covering the range of their needs and selling the value of your solutions.

The results

• Shortened ramp up time to service and client knowledge fluency for new hires from 9 months to 12 weeks
  
  
• Reduced the amount of information sent to business developers for training by 86%
  
  
• Reduced the amount of time wasted by business developers searching for information by 68%
  
  

Can Wellesley Hills Group help you SPEED up the sales learning curve?

Take the first step in improving business development success today. Give us a call 508-626-9991, send us an email, or fill out our contact form to learn how you can improve sales performance and develop an army of rainmakers at your organization.