As we continue to discuss the characteristics of Top 5% players, today we look at ……….

Strategic Orchestrator :

To fulfil this role, the salesperson needs to be seen as the key person responsible for engineering the appropriate solution. This involves co-ordinating all of the information, resources and activities needed to support customers before, during and after the sale. It means enlisting support from specialist colleagues and hence the move away from the “lone ranger” approach.

According to our research, effective Strategic Orchestrators have mastered the following competencies:

• Knowledge of their own company’s structure
• Expertise in developing and managing a team
• Ability to manage priorities and performance
• Ability to co-ordinate delivery and service to customers
• Efficiency
• Flexibility

Customers of Strategic Orchestrators express a high level of confidence in the salesperson and his or her organisation:

This increased confidence can lead to faster buying decisions, increased repeat business and strengthened links between customer and supplier organisations. Working as Strategic Orchestrators, salespeople are also able to develop their organisation’s capacity for team selling.

Tomorrow,"Long-Term Allies"

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