I joined Jason Stone from Frontline Selling for this video webinar, the second in a series –
I joined Jason Stone from Frontline Selling for this video webinar, the first in a series –
Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study.
And, it’s the rare prospect that actually wants to hear from a sales rep.
What’s a senior executive to do?
In many cases, the answer to the above double head shaker has been spending good money on tools and consultants to fill your funnels with “Good Leads.” Yet, when I ask leaders if they are closing more business or doing so in a repeatable and intentional way, they answer “NO “ to one or both questions.
What’s going on? What I have found is that sales reps are not prepared for the rest of the sales cycle.
BEING REPEATABLE AND INTENTIONAL IN SALES means you are prepared to succeed.
In working with clients, I’ve identified three areas of sales preparedness:
- Process – the steps to take in an opportunity from first initiation to close;
- Messaging – the conversation models or scripts and recap templates utilized within each step of the process; and
- Behaviors – the sales actions and mannerisms sellers exhibit in an opportunity that map to the company culture.
And unfortunately, unlike Meatloaf, two out of three is bad. You may recognize these “two out of three” archetypes on your sales team.
The Auditor follows an excellent process and messaging but doesn’t care to exhibit excellent behaviors. This seller risks being viewed as robotic, insincere or worse.
Example – The Auditor exhibits poor listening skills increasing the probability that the buyer feels she doesn’t care to “get” them.
Then, there’s the Surfer Dude.
This seller talks a great game with excellent messaging and behaviors – everybody loves this guy, but he lacks a real process. Surfer Dude risks losing his bearings in an opportunity and being out of alignment with buyers. He often fails to qualify or close or even closes prematurely.
Example – By not documenting the buyer’s evaluation process, the seller has a limited view of the buyer’s decision-making steps and timing.
Finally, you may have some Gamblers on your team. The Gambler has excellent process and behaviors but rather than prepare, she likes to just roll the dice. The Gambler seems to always be winging-it. They risk missing out on building trust or figuring out the current situation. By just rolling the dice, the Gambler sometimes gets lucky, but too often loses to “no decision” or a named competitor.
Example – the unprepared seller who forgets to ask questions about the value of their solution to the buyer may discount too much or fail to have the buyer make the purchase a priority.
So, what are you doing to prepare your sales force? Are you arming them with a best practices sales processes and messaging? What are you doing to ensure their behaviors are in line with your company culture and values? By not checking on all three components of a professional sales force, you risk enabling your Auditors, Surfer Dudes and Gamblers.
SalesReformSchool Food for Thought
That’s all for today.
Good Selling (and eating)!
Through SalesReformSchool, I am available to you for Sales Process Design, Sales Messaging Creation, On-boarding/In-boarding Sales Team Workshops, Keynote Addresses, Facilitation, Group or One-on-One Coaching, Pipeline Reviews and other Sales Management Consulting.
Do you give good phone?
Today, I called a stranger to buy football tickets.
I had found the nice lady on the other end of the phone through her craigslist “for sale” posting. She had suggested in her listing that interested buyers text her to check availability. I did, and after she responded I called her. After introducing myself, I told her, yes, I wanted her tickets and asked her the price. I then told her the price was fine and that I intended to take my daughter for her 20th birthday. To my surprise, she said, “You sound like a nice person” and proceeded to knock $15 off the price. SOLD!
This conversation got me thinking about two pieces of advice on telephone conversation behavior I often give participants in my workshops and coaching sessions:
Be nice and even though you have prepared for the conversation with some sales messaging tools or script, be yourself.
Salespeople often need something from the people we talk to on the phone such as access to others, time on a busy schedule, or any of the many little agreements it might take to make a sale. The people on the other end of the phone are people too and deserve your respect as human beings. So, be nice.
And be yourself by letting people see the real you, that you have quirks and vulnerabilities (I need these tickets to bring my daughter birthday happiness).
They may do something for you in return for you giving good phone.
Go Falcons! RISE UP!!
SalesReformSchool™ is a consulting company that educates its clients in three areas: Sales Process, Sales Messaging and Sales Behaviors. Clients improve through workshops, one-on-one or group coaching, keynote addresses and consulting engagements. Interested? Contact Adam Shapiro at adam@SalesReformSchool.com or 404-798-8397.
At the collision of Literature and Neuroscience, researchers are learning exactly why stories work better than facts at getting listeners in alignment. Allison Kopnik describes this effort in last weekend’s Wall Street Journal.
This echoes a theme I laid out in three workshops last month: Instead of giving facts and boring descriptions of your offerings features and benefits and hoping buyers “get it”, tell a story that shows how others have gained success or how the offering can help out in a tough situation.
Check it out.