5 min read
Rapid revenue growth requires a focused, disciplined, highly effective sales organization. But, many times, salespeople sabotage their success that is own with habits, costing organizations millions. The disciplined, thoughtful approach that helped them win deals early in their career erodes over time. They choose to pay less attention to research, meeting preparation, and building deep connections with prospective customers. The as they become more comfortable selling results can be devastating to your main point here as sales cycles begin to drag out, deals routinely push in to the quarter that is next160;and the organization prioritizes activities over outcomes.
I have seen a lot of sales approaches over the last 15 years as a sales leader, some good and some bad. Our sales teams have consistently achieved growth by focusing on delivering value-based outcomes for customers through effective preparation and an agile approach to selling. To change your sales trajectory, better equip your teams to win and sell more, there are a few key stats you should keep in mind:
These statistics underscore the importance of sales teams delivering immediate and continuous value to prospective buyers. Below are some basi ideas to help your sales teams refocus and win more business faster:
1. Always be authentic.
Customers want to work with people they value authentic people and relationships. As this Entrepreneur article notes, a lack of trust [by the buyer] often results from a lack of authenticity on the part of the salesperson that they trust, and. Buyers can see through scripted pitches, boilerplate objection handling and premature hard closes.
Successful salespeople curate their sales approach to incorporate who they are, what they believe in and the tangible value that they can bring to the relationship. Honest discussions about a solution’s value, the challenges that exist and the collaboration that will be required to succeed, help lay the foundation for a relationship that is meaningful on authenticity and trust.
2. Outcomes over activities.
Sales is just a career that is performance-based results matter. Sales leaders often make the mistake of focusing sales teams on activity rather than outcomes. For example, focus on meetings booked and deals closed rather than the number of calls made and emails sent.
One salesperson could make 300 calls, send 600 emails and not book a deal that is single while another salesperson might make three calls, send six emails and book two new meetings and a million dollars in start up business.
When activity overshadows outcomes, it distances the group’s performance from results and creates silos and incentivizes finger-pointing. Having said that, focusing on outcomes, drives better alignment, team collaboration (sales, marketing, product, customer success), and can deliver results that are real160;
3. Plan, prepare and map.
Too many salespeople walk into calls ill-prepared and wing it. This wastes time, demonstrates a lack of respect for prospective customers, and dramatically diminishes the likelihood of a outcome that is positive. An account map and organize research on the company, prospects, buying process and more to ensure they are prepared.
This before meetings, salespeople should complete an account plan will enable salespeople to consider scenarios that are multiple write out important questions and uncover opportunities for better alignment. Account maps will include company structure, key personnel information, illustrate preexisting relationships and identify knowledge gaps. This can enable salespeople to connect more effectively utilizing the customer that is prospective keep the conversation on track and understand how to rapidly expand influence across the organization. These Documents should be updated through the sales cycle to include the information that is latest about prospects, evaluation criteria, key initiatives along with other relevant information.
4. Continuous education.
Salespeople should regularly consume world and business news, funding and partnership announcements, trade magazines and some other way to obtain information that relates to their market and buyers that are prospective160;Understanding factors that affect prospects, enables salespeople to better shape conversations, build rapport and uncover opportunities to deliver more value.
As an example, our sales and customer success teams at Anvyl (an intelligent supply that is digital visibility and automation company) regularly share articles internally that relate to customers and market. This allows our teams to take part in discussions on current issues affecting the supply chains of prospective and customers that are current. Some recent areas of focus have been: raw material shortages, commodity price increases, tariffs and natural disasters.
5. Connecting.
Any good conversation involves people connecting, building a mutual understanding, forming some level of trust. Think back to a conversation in your personal life where you and another person felt comfortable and understood: Connecting in the context of sales works the way that is same160;The salesperson plus the prospective client are comfortable, freely share information and reach a understanding that is mutual. This type of exchange helps uncover real opportunities, develop alignment that is meaningful access deeper insights and opens the entranceway to collaborative problem-solving.
With these ideas in your mind, spend time every week together with your salespeople to help them refocus, take a approach that is disciplined***************************************) selling and win more deals faster.