Several years ago on a trip to the beach, we rented kayaks.
If you’re familiar with the Carolina coast, you know that our beach towns often have seaside and soundside options for recreation. Seaside is straightforward: on the sea. Soundside means you’re a bit inland -- on a body of water larger than a bay, an ocean inlet but without the rough surf of the sea.
We put our kayaks in the sound to be safe.
Now, going out was beautiful: calm water, no wind, a warm and beautiful day. It was a delight to paddle out.
Coming back was the opposite: the tide rolled in, the wind gusted, rain started to fall, and small whitecaps formed on the water. It was an absolute nightmare to paddle back.
For the record, I do not recommend going against the current in a kayak!
I do, however, recommend going against the current in sales.
Why? Because salespeople who go against the current are doing everything their colleagues who prefer to play it safe are not: asking tough questions, challenging the prospect, (nicely) pushing back on prospects’ objections -- all the behaviors that qualify sales opportunity and create credibility and equal business stature.
They are moving the ball down the field where the average salespeople are confused, insecure and paralyzed.
Going against the current in sales, or disrupting the prospect’s idea of the sales process, makes all the difference. Here’s how the great reps make it work:
Top salespeople are twenty-eight times more likely to disrupt the flow and get a good outcome.
Note that these elements of Sales DNA are just three out of a total of twenty-one Sales Competencies that can and should be measured as part of your hiring process. If you’re tired of wasting money and time on failed sales reps, scientific assessments like these will be hugely beneficial to you.
Paddling against the current is everything in sales. When you’re ready to get your reps moving boldly in that direction, give us a call.
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.