Whether high turnover at your company has resulted from failure to use a sales candidate assessment tool to help you hire wisely, troubles with the company culture, or a lack of coaching, it is a problem that requires your immediate attention.
Sales turnover hovers at around 35%, and the cost is significant. Just consider:
The answer is simple, and it may be hard to hear, but here it is: Most companies simply don’t know what makes one person able to sell and another not.
A very high proportion of “salespeople” across the nation cannot sell. Can you identify the ones on your team that are elite salespeople?
Do you remember when you became an elite salesperson? Not a presenter or quoter of services, or even an order taker (anyone can do those things), but a true, consultative salesperson who asked the kind of difficult, deep questions that changed the conversation and won you business. When you consciously began asking these types of questions on every sales call, you became an elite salesperson.
Consultative sellers change the conversation, change the prospect’s perspective, and win more business. They are the “elite” salespeople.
Becoming truly consultative is a skill that only the best salespeople master: The top 7% have it down and the next 15% work at it pretty effectively. The rest? Not yet. And, that’s a huge part of turnover.
Of course, there’s a science to sales force selection, but here is a quick summary of the top 10 requirements -- skills and sales DNA -- that salespeople must possess to become masters at consultative selling:
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.