FAQ

+ Why Paradym Shift?

Paradym Shift’s assessments, tools and consulting are based on the holistic “DNA of a Peak Performing Sales Function” methodology which has been developed over many years by experienced senior sales executives. This methodology has helped improve the revenue results for hundreds of B2B businesses, from small to large enterprises, across multiple countries and has made real heroes of the sales leaders within these businesses.

+ What is the “DNA of a Peak Performing Sales Function” methodology?

The methodology comprises 4 key pillars; Strategy & Adoption, Customer Connection, People Potential and Sales Enablement, and combined they represent 20 key components.

The methodology is holistic in that it also takes into account – and assesses – non-sales functions within a B2B organisation that play an important role to customers or the actual sales function within your business, e.g. Marketing, Service Delivery and so on.

The “DNA of a Peak Performing Sales Function” methodology has proven to be invaluable to businesses regardless of the industry or country that they are in, their size, or the manner in which they serve their customers, be that direct or indirect through channel partners or distributors.

+ Are the four pillars interrelated at all?

They are indeed, given that when you improve one or more of the components in one pillar, they may well automatically improve components from other pillars. An example could be “Sales Process”; when you design and put in place a “customer buying process”-based sales process and incorporate this sales process within your CRM system, you will address two of the 20 components in one go.

+ Why a differentiated sales experience?

Based on Sales Executive Council research, the percentage of contribution to customer loyalty is 53% which is greater than company and brand impact, product and service delivery, and value-to-price ratio combined.

+ How do you BOOST customer loyalty with a differentiated sales experience?

With the right competencies and insights, sales representatives offer unique, invaluable perspectives on the market, help navigate alternatives and educate the customer on issues and outcomes.

+ How are the four pillars interrelated?

The interlinked pillars form the foundation of the Paradym Shift’s Methodology “DNA of a Peak Performing Sales Function”.

+ What is the sales effectiveness Diagnostic?

The Sales Effectiveness Diagnostic is a quick and cost effective online, survey-based assessment of your organisation against the 20 components that form the “DNA of a Peak Performing Sales Function”.

+ How does the Sales Effectiveness Diagnostic process work?

An initial, complete survey is completed by yourself, to give you a feel for what it entails. On completion, an abbreviated Sales Effectiveness Diagnostic Report is sent automatically to your registered email.

Within this email a survey URL is provided for you to forward to all people within your organisation that interact with – or are part of – your sales function. So this should include people in Finance, Marketing, Support, HR and so on.

Given that you want to obtain an objective, holistic and complete view, you want to invite as many relevant people as possible to complete the survey, including senior executives.

The survey will be open for completion for a period of 2 weeks, following which all responses are collated to provide you with a full internal “360-degree view” of your sales function. A complete report based on this full 360-degree view is then available to you for purchase and download.

+ Why is it important to get as many people as possible (directly connected to salespeople with salespeople) to complete the sales effectiveness Diagnostic?

Having multiple sources of input from across your organisation will enable you to obtain a more objective, holistic and complete view. This approach is beneficial in that it can also reveal missed “blind spots”, as well as enable a far more accurate “heatmap” of the 20 components and associated recommendations.

+ How much does a Sales Effectiveness Diagnostic cost?

The initial survey completed by yourself, and the subsequent abbreviated report are free of charge. Should you wish to receive the complete report however, you will be charged $US99.00 (Basic Plan), regardless of how many people have participated in the Baseline Diagnostic survey. Once the payment transaction has been processed, you will automatically receive the complete report.

+ Does Paradym Shift offer additional feedback on the Sales Effectiveness Diagnostic?

Yes, in the Pro Plan included a 30 minute one-on-one or one-to-many virtual consulting service to discuss the findings and recommendations. The fee for the Pro Plan is $US220.00.

+ Why do I need to register?

In order to provide customers such as yourself with comparative data as it relates to the industry that your business is on, we require all users of our Baseline Diagnostic and tools to register, prior to accessing the tools we provide. All user and company information is kept completely confidential, and comparative data is only used at an industry level, not at a company level.

+ Is my information and data shared with other companies?

No. The aggregated data of all companies is used to provide valuable information as to how your company compares to those similar in size, industry or geography.

+ By supplying our information will I be subject to e-marketing campaigns?

e-Marketing campaigns will only be sent to you based on your opt-in/opt-out status. Paradym Shift fully complies with the EU General Data Protection Regulation (GDPR)

+ Does Paradym Shift offer consulting services?

Yes. Depending on where you are in the world will determine if it is face to face or via a remote meeting platform. The cost for ad hoc consulting is $US125.00 per 30 minutes.

+ Why calibrate Sales Competency?

Peak performance comes from ensuring team and individual development planning and curricula are in place. To enable this, the benchmarking diagnostic is at minimum, a 2-way assessment by each salesperson and their sales leader. This diagnostic covers 4 Pillars of 6 clusters that cover 22 core competencies. For sales leaders an additional 5 competencies are evaluated.

+ What is a Relationship Calibration Diagnostic?

The Relationship Calibration Diagnostic enables an understanding the customer’s view of your relationship and the quality of service now and in the future. This invaluable information forms the foundation of key customer planning.

+ What is Inter-Relationship and Networks Mapping?

Considering for example, strategic accounts and opportunity management, the Inter-Relationship and Networks Mapping enables understanding of the hierarchy, relationship dependencies, support, and influence/impact on your customer and opportunity planning.