Jen Burns is the Director of Sales for Hobsons, an education technology company, spanning the life cycle of the student from elementary to graduation of college.
Why did you need a sales methodology in your organization?
We searched out a methodology provider because our sales organization is growing rapidly, and we needed to have a formalized structure and foundation to enable them to follow a sales process. We also wanted to ensure that we can have a greater engagement in consultancy with our customer and prospect base, as we look to change the way we’re perceived in the market place.
What did you look for in a sales methodology provider?
It was very important for us that when sourcing a methodology provider, to find someone, a solution, and a platform that really are a best fit for our organization in the market that we were selling into. It was very important for us to have a methodology that focused very much on building strong relationships and forming a consultancy-based, sales organization that we can then bring to the education market, and have greater and stronger conversations with our prospects and customers.
Why did you choose SPI and Solution Selling®?
The reason we selected Sales Performance International’s Solution Selling® is because it really provides our sales organization with a strong process and foundation for selling skills, ensuring that we can skill-up our sales professionals to be true, trusted advisors in the market place. It also gives us a very strong foundation for process. There are a lot of methodologies out there that do one or the other. Solution Selling® really, I think, best fits us from both perspectives.
How would you describe SPI as a partner?
SPI has been a tremendous partner for Hobsons from the very beginning. We had never instituted a sales methodology within our organization, so we were really going through this process from the ground up. Their consultancy, teamwork. and partnership throughout the process has really ensured success for us, not only as we implemented the solution, but also as we continue to evolve it, and make it stronger, more applicable, and relevant for our sales organization.
What advice would you have for others similar to you?
The first piece of advice I would give any organization looking to invest in the methodology is to absolutely do it. It is essential to the success of a sales organization, it enhances performance, and it gives any seller a very structured way of approaching their business. Whether it’s a new business person or an account management individual, it’s a necessity without question.
Secondly, in terms of looking for a provider, it’s very important that the solution and platform fits into the culture. There are a lot of methodologies out there that give different approaches to the market. I think it’s important that it fits your market, your sellers, your culture, and those things that will ultimately drive success and adoption of the methodology within your organization and most importantly, the impact that it has on the customer.