Take an honest look at your current state. When you examine your sales content assets, sales process, available technology, their complexity, and the Key Performance Indicators (KPIs), are you engaging with your client throughout the buying journey or are you limiting yourself to old beliefs and systems?
The buying experience needs to be at the center of all of your selling efforts. Make sure that you understand who your buyer is and the journey they are on. Next, be sure to create your sales assets and training for the buying experience.
Many businesses struggle to stay ahead of the competition, the day-to-day operations of the company are more than enough to keep a management team busy. The only focus is to continually attempt to maintain the status quo. That is not enough. Sometimes employees and managers are just too close to a problem inside an organization to see it or identify the root causes.