Does sales management need to buy into the Solution Sales Process to be successful?
Absolutely! Sales management support is a critical success factor. Positive reinforcement of behavior change is critical for a quick and successful adoption cycle. Learning best practices is one thing, applying them over the long-term requires behavioral change within the teams. We have found that when sales management is not bought into the program, the likelihood of a slow adoption cycle or even no adoption at all is increased. Cultural inertia is very difficult to defeat when there is no sales management support.
