In CSO Insights’ study on sales effectiveness, researchers determined when sales organizations follow a formal or dynamic sales process they outsell their less structured competitors, and gain these advantages:
- 17 % improvement in overall revenue plan attainment
- 21 % increase in percentage of sales reps making quota
- 31 % increase in win rates of forecast deals
- 43 % decrease in sales force turnover
Process produces performance.
Originally designed to simplify complex sales, MERGE undergoes constant improvements, drawing on best practices.
Today, it is a transformative structure to optimize sales effectiveness.
Nearly every B2B sales call─from simplest to the most sophisticated─goes through the five distinct stages of MERGE.
We prefer to keep it simple.
M for Magnify
Conduct deep research into your prospect─buying styles, preferences, pain points, barriers, competitor/market status.
Find top-of-mind concerns. Prospects buy when they need to fix or avoid a problem or achieve a goal. When you expand your vision of how the prospect buys, you win sales. As you magnify, your prospect is in the AWARENESS stage on the buyer’s journey. Your research leads to thoughtful questions, discovery of needs, and diagnosis of the situation.
E for Explore
Cover more prospect terrain. Go deeper. Ask questions. Find the need behind the need. Exploring is particularly crucial in larger, more complex sales. Here, many sales opportunities end up in status quo with no decision made. Your prospect is still in the AWARENESS stage. Careful. Questions can damage a sale. Prospects are quickly frustrated having to answer questions that the salesperson should have known if he did his homework or understood the prospect’s business or industry. We will educate your team on the art and timing of exploratory questions.
R for Recommend
Recommend your process for pinpointing possible alternatives to the prospect’s problem, assuming he wants to fix it, which you learned in Explore. Your first sale is to get hired for the consulting assignment. Your process is the magnet; it helps the prospect figure out which direction is best for his situation. Your goal? To secure a commitment to your collaborative consulting process. Your prospect is now in the CONSIDERATION stage.
G for Generate
In this IoT world, prospects know there’s more than one solution. In Generate, your job is to offer the process for evaluating all alternatives and to lead your prospect to self-discover your solution. Your prospect continues in the CONSIDERATION stage. So what problems do you solve for your prospects?
E for Engage
This stage is your prospect’s DECISION point. You reinforce your value proposition. You reassure the prospect’s made a wise decision, demonstrate the depth and breadth of service and support she can expect. You’re actively building trust by building value. In building world-class sales teams, we contend that no one methodology serves all situations.PleinAire consultants are certified in several other sales effectiveness programs such as LAMP® and Channel Partnership Management.
Large Account Management Process (LAMP®)
The LAMP® process delivers a road map for sales leaders to identify strategic client/customer relationships with growth potential.
A one to three-year plan, LAMP® builds strong account relationships through team selling and customer collaboration.
Aimed at helping you keep your position as trusted advisors, LAMP® teaches you a cadre of critical methods to manage the customer’s perception of the relationship. You’ll find this training valuable if you are looking to:
- Open up the potential of strategic accounts
- Minimize price sensitivity and competitive threats
- Protect continuity of relationship if face of manager attrition
- Fulfill account growth objectives set by senior management
- Enhance account profitability
Channel Partner Management
More than 65 percent of the world’s GNP transacts through indirect channels. Channel structure and partnerships command a large portion of most companies go-to-market strategies. We’ve developed an information-packed workshop around channels that will help you:
- Clarify objectives and programs
- Align direct, indirect and mixed channels
- Set priorities and allocate resources
- Devise realistic performance expectations
- Expose hidden issues thwarting success
Sales Planning and Metrics
Adjunct to sales management process, we offer these subject-specific trainings:
- How to Build a Sales Playbook
- Developing a SMART Sales Plan
- Building Key Performance Indicators
- Buying into the right CRM system
- Improving user adoption
You can’t improve what you can’t measure.
And metrics matter. World-class sales managers and teams outperform average respondents by 22 percent*on such metrics as:
- Number of qualified opportunities
- New account acquisition
- Average account billing
- YOY existing customer growth
- Quota achievement
- Forecast accuracy