The Sales Warrior Within | Season 2 Episode 41 - Experiment with Sales Pilot Programs
Andy Olen is a Sales & Leadership Trainer and High-Performance Coach. Andy works with talented salespeople, business teams, and leaders who seek empowerment, improvement, and insight. Andy's clients strive to be the best in class.
"Good Selling, Good Leading, Good Living." - Andy Olen
Experiment with Sales Pilot Programs
- Pilot Programs are great ways to take thoughtful risk
- Pilot Programs are short-term efforts that test a sale's innovation before the idea is scaled up to a full-blown effort
- Work on pilots with new customers. Offer a small or lower-cost product or service to start. If it does well... continue to grow. If it doesn't do well, no problem, move on.
- In a difficult sales environment, pilots are great ways to continue to move your sales agenda forward without asking your customers to take big risks.
- Within the walls of the organization, use pilots to experiment. Sales managers should encourage innovation and idea sharing. Instead of taking an idea nationally to start, try it in a territory or region. Again, if it works, GREAT; if not, WE LEARNED.
- Pilot programs are great ways to experiment, fail fast, and evaluate which ideas will sizzle the most.
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