I recently had conversations with two vice presidents of sales whose organizations are in the process of making the long transformation from product centric organizations to solution centric organizations.  One of the interesting themes in these conversations is the difficulty these leaders face as they drive to transition the sales force to a new mindset.  Despite the fact that they provide sales training, a solution selling process, new compensation structures, the tools and the techniques, the sales force continues to puke out the powerpoint presentations – which misses the point.  What these leaders want is for the sales force to spend time learning about the customer’s needs, and take the time to listen first, and sell later.  Many times the sales team is uncomfortable developing executive relationships, and will walk in to a meeting with the crutches of the powerpoint presentation of 43 slides that take 90 minutes to “breeze” through, with questions at the end of course... 

Here’s a thought.  Get rid of the powerpoint presentation.  Instead, force the sales team to think through an approach that is industry, market and strategic customer driven.  Do a little homework up front with strategic customers or through other sources to understand the industry related issues – and then Get Radical – have your team go to your next meeting with a single page of your thoughts and ideas, and three key questions.  And start with the questions!!  You might be amazed to hear that decision makers will actually enjoy hearing the meeting start off with a simple question like “How’s business?”, and “What are the key objectives you’re looking to achieve this year?”, and “What 3 things must go right in order for you to achieve those objectives?”   The power of the voice of the customer with the sales team listening will bring amazing results to accelerate sales and retain customers.  You’ll find out their key needs and pain points so you can come back and sell.  And in the mean time, you’ll make a great impression with your customers' executives and begin the transformation to a new sales approach.