Transformational not transactional

Transformational Sales, Customer Relationships, Sales Strategy, Customer Engagement, Sales Transformation, Sales Success, Customer Centric Sales, Sales Team Collaboration, Customer Satisfaction, Long-Term Value Sales Metrics Sales Growth, Strategic Selling

The same took over in business. Leaders have been seeking quick solutions, cosmetic fixes, and fast actions. Many sales leaders got to rely far too heavily on changing salespeople compensation systems, provide motivational sales training, and push them for more activities, while adding more products on the portfolio hoping it will get them different results.

But SCIENCE has revealed that none of these traditional methods work effectively:

1. Sales Training: No matter how much companies spend on this approach (stats show a total of $70B annually and an average of $1,459 per salesperson), the ROI of these programs remain disappointing. Science has indicated that participants in traditional training programs forget more than 80% of the information within 90 days.

2. Pushing Harder: Studies have shown that no matter how hard you push for more sales activities, targets, deadlines and compensations; you won’t be able to manage a higher constant level of activity. It will in fact end up just a little bit more productive, which is a shy development compared to the efforts in time and all resources put at work.

3. Commission Scheme: Different salespeople have a completely different motivation cycle and development behavior. Star performers can be motivated with a better commission system, whereas average performers (which usually contribute to 60% of the team) need proper guidance, a well-designed client centric sales process, along many other tools. Therefore, a standard change in commission scheme will not affect the performance effectively.

NEW PARADIGM SHIFT 

This is why successful sales leaders had recently shifted their approach and strongly agree that with today’s change in the market operations and dynamics, it became a must to broaden one’s perspective to the solutions.

Although a lot of people still have the perception that sales management consulting hovers around sales advisory, power sessions, and sales training. But fortunately, Business Leaders who have worked with us had touched the belief in integrating Science into Sales. By helping their sales organization do the right transformation, together we made significant increase within their entire sales performance.

Solutions depend on your sales model:

Distribution

If you follow certain channels to sell your products to your end consumer, like Distribution, Wholesalers, POS or any other channel, then a deeper assessment is needed with an objective to focus on the 80/20 rule. Thus, you need to strive to optimize the allocation of your sales efforts. Salespeople can work smarter, not only harder, by dividing their time more appropriately among customers, products, and sales activities. This could be applied in different forms: entire shift in strategy, or structuring and restructuring your sales organization, some operational excellence (such as KPI’s Customer Segmentation, etc.). I will address this subject in another article that elaborates on the challenges and various solutions. Feel free to reach us meanwhile or stay tuned for the next article.

Direct Sales

If you have a direct approach, where you sell your products/services directly to your end clients/customers, SALES ENABLEMENT would be the best fit solution that will attribute to a significant increase on your sales revenues as well as the salespeople’s performance.

SALES ENABLEMENT – And Not Sales Training

The problem with sales training is that it is transactional, and it does not lead to the transformational change that precedes better sales results. In the long run, very little will change, and because people are creatures of habit, they go back to what they are comfortable with, even when it does not produce the result they need.

What Is Sales Enablement?
It is the process, and not some event-based training, that provides the sales organization the right culture, skills, content, and tools that help salespeople sell more effectively throughout the buying process.

The foundation of sales enablement is to provide salespeople with new understanding of sales and selling. What they need to successfully engage the buyer throughout the process, the new beliefs, new skills required, as well as all the tools, MAPS and frameworks needed to bridge the gap between rain makers and average performers.

How We Could Help

As a Sales management consulting firm, we aid companies in driving their sales force effectiveness along the required transformation in order to be well equipped for the market dynamics and clients change in behavior. We do so by integrating Science into Selling, whether by addressing your sales organization challenges, governance, or utilizing your sales data and equipping your salespeople with the right sales enablement.

So, for all CEO’s, GM, Sales Leaders, and HR Business partners who are interested in investing in a new cutting-edge methodology, make sure to take the first step and reach out to aid you in this transformation.

Take the 1st Step in Sales Enablement Today

Take the first step and contact us for a fruitful discussion on how this can aid your sales revenue growth.

Managing Partner
mazen@heed-mm.com
Founder of HEED, a sales management consulting firm focused on aiding companies to structure, transform or optimize their sales by integrating science into selling.

Latest Insights

Latest Milestones: From a Gold Award to Innovative New Programs
March 3, 2025

Latest Milestones: From a Gold Award to Innovative New Programs

We reflect on a year of resilience and adaptation in a challenging global business environment. Early signs of recovery have already emerged, particularly in the GCC, and we anticipate a market correction soon. At HEED, we’ve embraced these changes, refining our offerings and approach while laying the groundwork for ambitious growth. By aligning with evolving […]

Read Insight

Cracking the Code: How We Transformed Sales Forecasting into a Growth Engine
February 28, 2025

Cracking the Code: How We Transformed Sales Forecasting into a Growth Engine

I was recently reading “The Goal” by Eliyahu Goldratt, a book that challenges conventional thinking in business operations and decision-making. One particular idea stuck with me: organizations often focus on local efficiencies while missing the bigger picture—sustainable growth. It took me back a few years to a conversation with the CEO of a leading commercial […]

Read Insight

From Strategy to Execution: Launching Value-Based Products with Impact
January 29, 2025

From Strategy to Execution: Launching Value-Based Products with Impact

For many companies operating in mature industries, the relentless battle of price competition feels like a never-ending game. Margins tighten, competitors undercut, and products—once innovative—start blending into the sea of sameness. This was the reality faced by one of the most contemporary and competitive mills in the region, a business known for its scale and […]

Read Insight

Mastering the Shift: Channel Strategies for the CPG Leaders of Tomorrow
January 6, 2025

Mastering the Shift: Channel Strategies for the CPG Leaders of Tomorrow

Last month, at the Gulf Food Manufacturing exhibition in Dubai, I joined a packed panel discussion on the future of consumer-packaged goods (CPG). Amid the buzz, one statement resonated deeply with the room: “We’ve perfected our distribution for yesterday’s market. But Gen Z isn’t buying like their parents did, and our channels haven’t caught up.” This wasn’t […]

Read Insight