During those times when your customers’ investment plans are more conservative, when your competition is more aggressive and you have fewer sales opportunities to pursue, your sales teams must to be able to ‘up their game plan’ to be competitive and win effectively and consistently. SOAR is a fully integrated process which ensures sales teams can continue to compete and win by applying ‘high sales success’ best practices to individual sales opportunities. The key output of this process is the SOAR Plan which sales teams use to continually track, communicate, review and update individual sales campaigns. The SOAR Plan captures and formats critical sales data…customer’s business agenda, customer’s political environment, competitive strategies, business solutions, customised value propositions . . . into a highly effective, consistent and winning sales execution process designed specifically for sales success.

Why would you use SOAR?
If you need to upgrade the overall effectiveness of your sales teams to compete more effectively and profitably in your marketplace . . . you need the SOAR process. Typical issues which would identify an immediate need for the SOAR workshop include:

	falling market share
	unacceptable bid-to-win ratio
	degrading of competitive advantage
	weakening client relationships
	quota/sales target failure
	reduced margins
	migration to selling business solutions

Why does SOAR work?
During an intensive facilitated workshop and using real, current sales opportunities, intact sales and sales support teams work with and adopt the SOAR process by building fully developed and tested SOAR Plans.
Development and testing of the SOAR Plan in a workshop setting is the first step in adopting SOAR as the ‘way of working’ for the entire sales operation.
The key results you should expect from adopting the SOAR approach are:

	improved bid-to-win ratios
	increased revenue and profit
	positive changes in sales force behaviour and performance
	an overall improvement in your competitive position