Webvent

The Game Plan for Solving Sales Methodology Adoption

Thursday, September 14, 2017 2:00pm - 3:00pm EDT  
Host: Association for Talent Development
By: Ralph Grimse, Partner, The Brevet Group and Brian Williams, Partner, The Brevet Group

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all focus that comes from most sales processes or messaging rollouts. Even worse, typical methodology implementations can cause real harm to the broader sales enablement strategy. The financial and reputational risks for your sales enablement team and company are real.

New research provides powerful insight to finally solve the field adoption problem. Elevate your sales enablement efforts and drive greater rep performance with a new approach for sales process, training, and messaging. Cross industry data and emerging academic research point to the importance of building greater rep situational adaptiveness. Your best reps intuitively understand this, but the trick is building an organizational capability around adaptiveness.

This webcast will explore:

  • the pitfalls of a one-size-fits-all approach to sales methodology
  • ways to address the increasing complexity of today’s buyers and selling situations
  • how leading sales enablement teams are helping their reps apply the right sales tactics in the right situations
  • what it takes to build an organization-wide capability for adapting to dynamic selling situations
  • simple steps to create a more strategic sales enablement system that goes beyond “yet another program.”

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Presenters

Ralph Grimse
Ralph Grimse

Partner, The Brevet Group

Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.


Brian Williams
Brian Williams

Partner, The Brevet Group

Researcher, consultant, and sales leader, Brian uses a data-driven approach to drive sales effectiveness. His clients include leading sales organizations in financial services, technology, healthcare, and professional services. Using insight from academics and change management, Brian helps senior leaders and sales enablement teams understand and succeed in today’s more demanding market. His sales research has been published in Harvard Business Review and other outlets.


Sponsors

  • The Brevet Group

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