Has anyone worked on a skills transformation project focused on transforming the sales organization from Transactional Selling to “Solution Selling”? How did you develop a solution-selling mindset in your sales team?

I did this as a rep, a Sales leader (which led to 2 exits) and recently with a client through a combination of Solution selling + an AI Led Go To Market.  The AI Led Go To Market approach had the fastest ramp time in terms of transformation.  

Some key focus areas to look at are:

1. Team mindset and shift in expectations based on deal size, time to close that aligns with their career path.
2. Milestone goals (pipeline volume, quantity, bonuses, etc, to go along with revenue)
3. Acumen evolution (how big company executives think, are compensated, emotional drivers.)
4. AI leveraged Messaging, questions and positioning.
5. AI Process design+ methodology
6. AI deal coaching
7. AI Management operating system (cadence, coaching, and forecasting)

The complexity is going to be based on the deal size and cycle length.  Let me know if you have additional questions or details and I would be happy to help.

Yes, I’ve worked on transforming a sales team from transactional to solution selling. I rolled out training focused on discovery, value-based conversations, and aligning with customer outcomes. We updated sales messaging, coached managers to reinforce the new approach, and adjusted KPIs to reward long-term value over quick wins. It was all about shifting mindset from selling products to solving problems.

I did this in a prior role and am in the process of doing it again, both times selling to HR personas.  Happy to chat :)