Saturday, July 31, 2010

(San Francisco) The Corporate Executive Board (CEB) has released a research study highlighting BayGroup International's proven approach to improving sales results. The report, Replicating the New High Performer: Equip Your Reps to Challenge Customers, features a profile of a deployment of BayGroup International's approach at E. I. DuPont de Nemours and Company that achieved a 68:1 return on investment.

The report was a product of a study conducted by the CEB Integrated Sales Executive Council with the assistance of  DuPont and a number of other CEB member companies.

Some of the key findings from the study were:

• The highest performing sales representatives are "Challengers" who create constructive tension in the sales process (as opposed to "Relationship Builders" or "Problem Solvers," who focus on customer advocacy and resolving tension).
• "Challengers," who are more successful in high-complexity sales situations, demonstrate skills at differentiating their solutions, tailoring the sales message to a variety of stakeholders, and asserting control of the sales process.

DuPont, a client of BayGroup International, was profiled in the report as a successful example of "controlling the negotiation roadmap" during the sales process.  DuPont's deployment of BayGroup International methodology focused asserting control of the sales process in four areas:

1. Developing "Negotiation Action Plans" that help reps visualize the path to closure and ensure success, and help them avoid the risk of "reverting back to instincts when the tension spikes."
   
2. Using "Deferral Language," a structured approach to postponing customer requests that create tension during the sales process (such as premature demands for price reductions).
   
3. More effective "Solution Scoping" through more in-depth questioning.
4. Employing "Concession Management Strategies" to maintain negotiation control while maintaining long-term customer relationships.

The report highlighted a 68:1 return on investment in embedding these approaches in the DuPont sales force (measured as incremental revenue per dollar invested in the initiative).

According to Ron D'Andrea, Executive Vice President, Global Sales at BayGroup International, "We're very proud of the excellent work our partners at DuPont have done deploying our methodology.  The measurable ROI they have achieved is a tribute to the effectiveness of their implementation plan, and strong sales leadership that has kept the sales team focused on improving sales results in the midst of a very challenging economic environment."

Replicating the New High Performer: Equip Your Reps to Challenge Customers is available to members of the Corporate Executive Board.  For more information on CEB, visit: http://www.executiveboard.com/.

A more in-depth profile of this initiative is available here.

To learn more about BayGroup International, visit http://www.baygroup.com/.

To request more information, visit: http://www.baygroup.com/index.php/contact-us.

December 1, 2009

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