Download - Igniting Sales: Surprising New Insights About How Top-Performing Companies Build Strong Sales Teams
© Copyright 2017 Integrity Solutions.
IGNITING SALES: SURPRISING NEW INSIGHTS ABOUT HOW TOP-PERFORMING COMPANIES BUILD STRONG SALES
TEAMS
© Copyright 2017 Integrity Solutions.
Today’s Presenters
2
Mike Esterday
Partner and CEO
Integrity Solutions
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions
Agenda
Review latest SMA research
data
So What? Implications
to your organization
Action Guides for
L & D
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Research Objectives
4
Examine how organizations answer two essential questions:
• What separates the excellent from the average at our organization?
• What are we doing to develop these traits?
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Research Background
© Sales Management Association
© Copyright 2017 Integrity Solutions.
POLL
What percent of your top performers' sales success is due to "achievement drive"
(i.e., attitudes, self-belief, and motivation)?___ 0%
___ 15%___ 25%___ 50%___ 75%___ 85%
___ 100%
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Organizations consider Achievement Drive important…
84% of organizations consider achievement drive of equal or greater importance than product knowledge and selling skills
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
…but it’s not reflected in sales training emphasis.
© Copyright 2017 Integrity Solutions.
Why the Discrepancy? Common Reasons…
Skills and product training are simpler to deliver and measure.
The subject matter is too personal for corporate training or coaching.
We expect people to be strong in those areas when we hire them.
We’ve never done this type of development before in our organization
© Copyright 2017 Integrity Solutions.
POLL Why don’t most organizations give adequate
emphasis to achievement drive in sales training?
a) We expect people to have this already when they’re hired.b) The subject matter is too personal for corporate training or coaching.c) Skills and product training is just simpler to deliver and measure.d) We’ve never done this type of development before in our organization.e) We already provide adequate development on achievement drive.
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Organizations That Get This Right Sell More
11
© Copyright 2017 Integrity Solutions.
Data Summary
1. 84% believe that Achievement Drive is
of equal or greater importance to sales
success than Selling Skills or Product
Knowledge.
2. Only 26% of organizations rate
themselves as “high performing” in
training this capability.
3. The organizations that score themselves as effective achieve
20% higher sales results.
© Copyright 2017 Integrity Solutions.
What are the implications of this data to achieving
sales goals?
© Copyright 2017 Integrity Solutions.
1. Sales People still need to have conversations with customers.
2. The Quantity and Quality of those conversations will determine whether your opportunities advance.
3. The Quantity and Quality of those conversations will determine whether you will make your numbers this year.
Three Realities
© Copyright 2017 Integrity Solutions.
There are Three Critical Conversations
Are these two conversations
congruent?
1With your
customersWith yourself1
© Copyright 2017 Integrity Solutions.
Your customers are changing…
5.4 Decision makers in B2B purchase
20% DMs change roles each year
57%
How much buyers are through buying
process before talking to a sales
person
61%
Buyers overwhelmed by
amount of information online.
63%of B2B buyers
research options online before speaking to a
supplier
© Copyright 2017 Integrity Solutions.
What do your customers value most from your sales people?
A relationship? Product information? A discount?
© Copyright 2017 Integrity Solutions.
Release Drive Through Congruence
With yourself2
Congruence releases energyand achievement drive.
Gaps create conflict and disengagement.
View of Selling
Commitment to
Activities
Values
View of Abilities
Belief in Product
Congruence
™
© Copyright 2017 Integrity Solutions.
Belief Boundaries
With yourself2
Belief in
ProductActions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
Belief Boundaries
With yourself2
Belief in
Product
Actions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
There are Three Critical Conversations
With your
customers
1 With yourself2
With
your Coach
3
© Copyright 2017 Integrity Solutions.
Most Coaching/Development/Training
With your Coach
3
Sales/service methodology
Conversation skills
Asking questions
Delivering insights
Account strategy
Articulating the produce clearly
Setting clear and motivating goals
Understanding self-imposed barriers
Building belief
Increasing drive to achieve more
Committing to activities
With
yourself
2
With
your customers
1
© Copyright 2017 Integrity Solutions.
POLL Which of the three critical conversations is the
most important to develop in your sales organization?
a) Skillset: With customers.b) Mindset: With themselves.c) With their coach.
© Copyright 2017 Integrity Solutions.
Expanding Skillset
Examine current sales training programs.
Identify 2 – 3 questions that establish greater clarity in customer’s mind
Current Situation – Desired Situation
© Copyright 2017 Integrity Solutions.
Expanding Mindset
Belief in
Product
At your next sales or manager program, introduce the concept of limiting belief boundaries.
Initiate discussion around the conversations we all have with ourselves.
Actions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
Expanding Coaching Abilities
Belief in
ProductIn your next manager training session teach the managers to…
1. Ask sales rep about a professional or personal goal they want to achieve.
2. Ask what skills/capabilities the rep needs to enhance to achieve this goal.
3. Ask what the rep can do to build belief that this goal can be achieved.
© Copyright 2017 Integrity Solutions.
Next Steps
Belief in
Product1. Copy of Infographic summarizing the key [email protected]
2. Phone consultation to brainstorm application of these concepts to your specific situation.
© Copyright 2017 Integrity Solutions.
Questions
Mike Esterday
Partner and CEO
Integrity Solutions
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions