Situational Fluency

Train your SDRs to know what it’s like to be in the shoes of the person they are calling—talk like them, understand their pain and frustration, so they earn the right to ask questions.

What is Situational Fluency

Similar to the Industry Segment Brief, Situation Fluency adds to the mastery of the insider information the SDR needs to conduct a business conversation with a senior decision maker.

Situational Fluency occurs at the intersection of the industry segment, the business process that your company’s product addresses, and the role of the individual your SDR is calling into.

It is the ability of your SDRs to talk to their prospects as if they have done their job, understand their challenges, and can propose a legitimately viable solution—which opens up the opportunity to book a meeting for your sales reps.

Why is Situational Fluency Critical

Many companies hire industry insiders as sales reps because these people know exactly what their prospective customers are going through and can talk to them as one of them.

In other words, they have situational fluency, speak the same language, understand the jargon, norms, headaches, goals, and so on pertinent to that particular role in that particular industry space.

For instance, a Head of Nursing’s situation is very different from a Head of Oncology or Orthopedics, which is very different from that of the Chief Medical Officer. Each is responsible for a specific situation, and faces different circumstances and challenges, have different goals and priorities, and are accountable in different ways to different people.

How a SDR would speak to a Head of Nursing must therefore, be different from how she would speak to a Chief Medical Officer or the Business Manager for a Hospital Department. Without Situational Fluency, your SDRs would talk to all three the same way—failing to connect with any of them, and thereby failing to get the appointment.

Situation Fluency builds on Industry knowledge to come across as a credible, insightful insider—someone that the prospect wants to speak with.

Why SOMAmetrics?

Outside agencies tend to have certain advantages over internal resources when it comes to sales diagnosis.  For one thing, they have conducted dozens of these sales diagnoses and have developed a more robust process for uncovering underlying issues and analyzing them. They tend to have clients that come from a wide range of industries and sizes. Furthermore, outside agencies are more likely to be objective and impartial, assume they know nothing until they ask questions and get some answers.

For instance, with over 25 years of experience building and managing inside and field sales organizations, SOMAmetrics has diagnosed and corrected sales challenges at over 60 companies, ranging from startups to publicly traded Fortune 500 companies.

The SOMAmetrics Sales Diagnosis can typically be completed within one calendar week. It consists of a series of interviews with your leadership team in sales, marketing, and customer support organizations; a review of your sales pipeline; interviews with sales team members; review of your sales processes, systems, KPI’s; your comp plan; and more.

Case Studies

How a client was able to achieve its goal of becoming a leading provider to the Medical Devices sector through targeted ABM campaigns.

How a global publicly traded company used our services to increase the effectiveness of its BDR team by 67%

How a tech company went after three different markets in nine months using a planned, targeted approach

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