You know your sales team is capable of so much more, but your struggling to figure out just how much more and what actions to take to get them up to the next level.
Giving thought to and identifying the unique makeup of each of your salespeople will go a long way in maximizing your sales team’s performance. When you have the wrong person in the wrong role, they will not reach their full potential; will fear for their job, will become distracted and ultimately descend into a downward spiral.
I live in North Carolina and I heard last Sunday’s game between the Carolina Panthers and the Buffalo Bills was a bit sloppy. At least from the perspective of some of the Panther’s fans.
It caused me to think of the similarities between coaching a professional football team and running a sales team.
We are all familiar with the traditional interview process. An ad is put online and the manager receives a bunch of resumes. Some people look good on paper. The manager gets them in for an interview. The applicant does well. But frankly, those interviews may represent the best sales job that person has ever done. After they are hired, the manager discovers he or she can’t sell a Hershey’s bar to a three year old. This situation is all too common.
Selling has officially become a game of “strategy”.
When I first started selling business telephone systems years ago there was no internet. Buyers relied on me to bring them product information, information on market trends and any information I could provide on their competitors.
Basically I was a “walking and talking brochure”, and they needed me.
In this tip, I’d like to share with you some ideas on how to achieve your personal best performance through mastering your “inner game”.
I’m referring specifically to your mindset and your beliefs when it comes to being a success in business and sales.
I continue to find it fascinating that, with some exception of course, it’s rare to see a sales team with over 50% of its Salespeople at or over quota.
Prospecting is like being at the beach and relaxing in the warm sun as you work on psyching yourself up to go into the icy cold water.
You finally get up off your cozy blanket and begin walking toward the water having second thoughts with each step you take.
You put your toe in the water and jump back as you shout: “Man that water is freezing!”
The first dynamic we must understand when it comes to effectively qualifying deals is that the act of qualification and maintaining a full pipeline are inseparable entities. They are joined at the hip and both must be healthy.
It is virtually impossible for a Salesperson to effectively qualify deals when they are suffering from a dry pipeline.
When your pipeline is dry you will get desperate.
Read time: 4 minutes
It’s rare today that a company has a sustainable product, price or service advantage.
As a result of technology being readily available, and affordable, new competitors enter your market on an annual basis and the quality, availability and pricing of their products and services look very much the same as your offering.
So how will you go about differentiating your organization and creating a sustainable and profitable competitive advantage?
Elevating your sales team’s ability to sell your products and services is the place to start.
Without exception the companies that consistently hit their sales targets, while maintaining margins, have mastered the ability to effectively market and sell their products.
Coaching Salespeople up to the next level is more complicated than many Sales Managers realize.
The most common approach is to focus exclusively on selling skills such as:
Although the above skills are critical to success they represent roughly half of what is needed for a Salesperson to consistently perform at a higher level.
The Objective Management Group has researched and verified a number of additional key areas that support, or detract from, sales success. Here are 3 of them that are referred to as Sales DNA:
This is an interesting topic because it is often misunderstood.
When giving thought to establishing a “relationship” with prospects many Sales Representatives think of the process in terms of establishing a “friendship”.
Here is how Wikipedia defines friendship:
“Friendship is a relationship of mutual affection between people. Friendship is a stronger form of interpersonal bond than an association.”
Many Salespeople set out to establish a friendship with their prospects falsely thinking that if they are liked by the prospect they will be successful in differentiating themselves from their competition.
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.