This is the second in a two-part series. Read Part I here.
The philosophy of “We’ve always done it this way before” is way too popular for its own good, especially when it comes to account planning. The same stale plans, the same stagnant process, probably yield the same results.
What would happen if you injected some real creativity into your sales accounts?
Using innovation wins deals and helps the customer. Over several decades of working in both the sales effectiveness disciplines and creative disciplines with major corporations, we’ve learned that the Creative Quotient drives growth. The idea is to challenge a sales team’s thinking and then leverage their creative and quantitative sides to develop solutions that differentiate the company from competitors.
1. Define customer or sales challenge. Start by defining your specific sales challenge and your objectives for the outcome. A major staffing company we recently worked with (let’s call them Acme Resources) had a large prospective customer, a manufacturer that used a competitor to staff hundreds of light industrial personnel on its assembly lines. The customer’s challenges were that their temporary personnel had high turnover, the company had numerous safety violations, and the business had incurred high costs to continuously replace headcount. Stealing this account from the competitor would be a big win for Acme Resources but the competition was fierce.
2. Determine parameters. Each challenge has parameters for its solution. The most creative solutions come from within some limitations, rather than from complete freedom. For Acme, their parameters were the customer’s cost and resource limitations. For many sales teams, their immediate response would be to find a way to cut costs and price to win the sale – a sure path to a bad solution.
3. Create first generation approaches. With a clear challenge and parameters, we put the initial ideas on the table – the first generation approaches. These are the typical solutions. Acknowledge them, and put them aside. Although one of those ideas could be part of the answer, most will block our thinking. Acme’s team brainstormed its first generation list and cataloged it for future reference.
4. Destroy false assumptions. The next step is to destroy false assumptions. For the Acme team, their environment was full of assumptions, many based on “the way we’ve always done it.” Identify every assumption about how we address the challenge, rate their validity, and remove the ones that don’t hold absolutely true. Then question these true assumptions again as you move ahead.
5. Combine horizontal possibilities. This is where things get exciting. It’s been said that there are no new ideas. While this could be true (or a false assumption), an abundance of innovation today comes from combinations of ideas and applications of existing ideas to new challenges. One of Henry Ford’s innovations, the moving assembly line, was actually the improvement of an existing approach for a new business challenge. In sales, the application of existing technologies for telecommunications and the web has opened a new world of methods for working with customers, from telesales to social media for sales. Draw upon sources such as parallel examples from other businesses and industries, examples from history – even unrelated situations might spark new thinking.
6. Walk away (temporarily). After intense sales process innovation, briefly moving to other business will allow the team’s subconscious to digest this work and generate additional solutions. Ever wonder why your best ideas spontaneously come to mind in the shower? It’s your subconscious at work, and it will produce the same results with sales process innovation.
7. Develop solutions vertically. With a range of horizontal possibilities developed, the Acme team scored each one and then developed the top three vertically. Vertical development entails going deep and building out the solution. Acme then took its top choices, tested them, and proposed them to the prospective customer. The solutions included new methods for forecasting attendance, gaining feedback from temporary workers, improving the work environment, and enhancing safety processes that would reduce turnover
It might seem like a lot of work, but while Acme employed its Creative Quotient process its competitors proposed lower rates in an attempt to “buy the business.” For its hard fought sales process innovation, Acme won the business, and earned a place as a partner who crafted a new solution for the customer rather than a supplier who facilitated a historic problem. Acme applied the Creative Quotient to unleash its sales team’s power.
To learn more, visit SalesGlobe or email firstname.lastname@example.org.