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.
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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:
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.