At Cloud Analytics, a $10 billion B2B global technology company, the growing sales team in Asia Pacific was selling successfully into existing accounts, but only a small number of the sales reps were making progress with new customers. Emily, the general manager for the region, knew that if she could scale some of what these successful salespeople were doing to other new customers, she would help the company exceed its targets and gain well-deserved recognition for the team. At the same time, she had seen numerous attempts at “scaled” initiatives, almost all of which wasted time and resources and failed to deliver value. Would it be possible to effectively scale what these few winning salespeople were doing to empower the field?
Is Your Sales Strategy Worth Scaling?
Trying to replicate a successful initiative can often be a waste of time and money — but sometimes it really can pay off.
April 22, 2022
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Summary.
Trying to scale a successful sales strategy can often be a huge waste of time and resources. Not every success can or should be replicated, and what worked with one client won’t necessarily work with others. Leaders should ask four questions to help establish when it’s worth the effort, and when you’re setting yourself and your team up for failure. 1) Does the program you’re thinking of scaling align with corporate sales strategy? 2) Do aspects of this program allow salespeople to spend more time with customers? 3) What is the return on investment likely going to be for scaling? 4) Can leaders create the right incentives to drive adoption, and get people to actually use it?