What are the best ways to implement new and innovative ideas in sales?

simple,perfect,functional

The following whitepaper which I've linked will help you a lot. It will explain 'The New Revenue Engine' which is the relationship between marketing and sales. If you have any more questions feel free to contact me.

http://www.siliconcloud.com/the-new-revenue-engine/

http://www.siliconcloud.com/contact/

Since sales is "coin operated" the idea that is being pitched to sales must speak clearly to how it will help them earn more money, and that the efforts to follow are not difficult to do, nor is outside of their comfort zone.

Magnet Systems is a software provider that provides Sales WIN. It's a solution which improves sales productivity by best addressing the sales reps needs. I'm not going to plug the software (although it's pretty awesome) but I will tell you about Magnet's experiences about getting reps to adopt "another innovative tool," which has been some initial responses.

First, the idea behind any innovative solution has to be justified on what the outcome would be. The outcome needs to be "unachievable" in their current environment, and in their current reach. If the outcome can be quantifiable, and outcome examples are shared, then the reps have enough to let their imagination connect the dots.

The cost of the outcome needs to be perceived as a low cost compared to the return. Reps have a very interesting way to evaluate what the cost and implications of changing their current environment means. Plan for it and make sure that being realistic about their investment is directly addressed. The sales rep must buy into the innovation concept for any success to happen. Consider this as the "Innovation Upside" pitch to the sales reps, and is probably the most important conversation to have.

If time permits before the innovation decision must take place, see if getting buy-in on the "innovation upside" with the alpha sales reps can be accomplished. This can help with the grass-roots support and also provide some great feedback for change management decisions.

Additionally, ensuring that the executive sponsor for the innovation program is on-board and has similar expectations is a safe bet. Also plan for the innovation on-boarding is appropriate in timing to the sales rep's cyclical schedule.

Set expectations, and come back to the return and the cost of innovation in a short period of time. Checking in with the sales rep to ensure that both the cost and the returns is acceptable to them. If any analysis can be done without their help (because their time is money) prepare as much beforehand as possible. This is important for the reps to understand the promise and delivery, and closes the loop with follow through. It's also a good time to get a conversation going on what else can be done.

Expect roadblocks. Not everyone will be bought into the idea, and may have difficulties with the innovation. If this happens, the best thing to do is listen. Today, sales reps are under the highest amount of performance pressure and are faced in some of the hardest buying patterns. Identifying why there are roadblocks and if the source of the roadblock is policy, practicality, or disconnect from innovation return is extremely important to identify. Keeping an open channel to sales is the only way to get that response.

Remember, everyone within the company works for sales!