COACHING
Steal These Ideas and Increase Your Revenue per Rep by 91%!
DAVID PEARSON
It’s a proven fact: The best salespeople are continuously improving. Top salespeople have a growth mindset and are meticulous in how they both plan for their sales calls and reflect on the calls once completed. This honest reflection is critically important as it guides them to be better next time.
Sales organizations that excel and outperform their competition have a similar dynamic. They are growth minded and invest in their sales teams’ skills as a high priority. When I began my career in sales performance consulting, I thought our ideal customers would be those who needed help and perhaps weren’t per- forming at optimal levels. To my sur-
prise, it was quite the opposite: Each customer was at the top of their game. It was clear that the best had a keen focus on quality and a deep belief that the salesperson-to-customer interac- tion separates them from others. Buyer research has supported this point – how the salesperson interacts with the customer is the most sig- nificant differentiating factor, and we
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must get the sales interaction right.
ISSUE 1: FAILURE TO DEFINE THE ELEMENTS OF A QUALITY SALES CALL You must have a clear definition of what a quality sales call looks like in your organization. This may sound quite simple; however, when we ask frontline sales leaders from the same company to define a quality sales interaction they, surprisingly, can’t agree. How can you ever expect to achieve quality if your frontline sales leaders can’t agree? Next, you must ask yourself what type of sales coaching is occurring, and are you achieving consistency? Too often, this is an issue. Imagine if the leaders at Boeing couldn’t agree on what a quality output looked like when constructing a plane. Would you be excited about flying on one of their planes? Over the years, the understand- ing of what constitutes excellence in selling in the B2B market has evolved. A structure that helps to visualize that evolution is what we have labeled the Level Five Selling Hierarchy. Here is a
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