what do successful sales teams have in common
TRANSCRIPT
CHARACTERISTICSof High Performing Sales Teams
Have Quality Sales Conversations1
2 Sell Value as Opposed to Price
Exceed Sales Coaching Expectations3
HIGH PERFORMANCE SALES TEAMS
IMPROVING THE QUALITY OF SALES CONVERSATIONS1
Web enabled buyers are no longer reliant on sellers for information
High performing sales professionals
add value throughout the sales process
Because they understand the
importanceoff aligning to their
customers needs
Successful Sellers
Do better research before making calls
Develop focused call objectives
Ask the right questions
Present solutions that best align to customer needs
SELLING VALUEAS OPPOSED TO PRICE2
Selling valueis a highly effective way to off-set pricing pressure
Selling on value requires
effort & persistenceand viewing the
customer’s business as a whole
that will influence a buyer’s purchase
There are a number of other drivers besides cost
valuefor the customer
total costincurred purchasing, implementing & operating
by the customer
benefitsyou offer to the customer
Selling value requires skillsspecific
UNDERSTANDING
stakeholder’s priorities
PRESENTING
value to your customer
ANALYZING
the customer’s
business
EXCEED SALES COACHING EXPECTATIONS3
Sales managers are a high leverage opportunity for improved performance
--Source: CSO Insights, 2015 Sales Performance Optimization
84%
Coaching: Needs Improvement
% Reps Making Quota
Sales Coaching Skills
89%
Coaching: Meets Expectations
95%
Coaching: Exceeds Expectations
High Impactsales coaching involves:
• Creating a coaching culture
High Impactsales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
High Impactsales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
High Impactsales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
High Impactsales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
• Following a consistent coaching process
High Impactsales coaching involves:
To learn more about creating a
High Performance Sales Team
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