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- A D V E R T I S E M E N T -


By David Pearson, CEO Level Five Selling, LLC | August 30, 2021 | Scottsdale, AZ


It’s True


If you are a seasoned sales leader or just promoted, you have been or will be embarrassed by the quality of a sales call you have observed.


Can You Be Invisible?


The thought occurs to you to jump in and try to rescue this disaster. But your experience tells you that the conversation is going south, and no amount of damage control on your part is going to save it.


After the “Roadkill”


As your rep awkwardly ends the call, you wonder if that’s how they sell when you are with them, what does it look like when you are not? We can tell you. Unfortunately, it isn’t pretty.


60%+ of Sales Calls are Scrap and Waste1


In other words, they do not advance a buying decision. The sales process may continue but this deal is going nowhere in your pipeline.


The Cost of Quality


If six sigma lean thinking principles were applied to the sales process, the sales force


would not pass the quality test. If your company spends $10MM to mount a sales effort, $6MM produces nothing.


50% of Sales Calls are Technical Tells


The talking brochure, spray & pray, show up and throw up. Our surveys of prospects and customers are unanimous on this issue. These conversations create no value and, in fact, create objections.


How Did This Happen?


First, most sales organizations do not have a commonly understood, clear definition of what a quality sales conversation looks like. Ask 20 sales leaders to define a quality call, and you get 20 different answers.


Do You Have a Coaching Plan?


Let’s be honest. Sales Leaders get pulled in many directions. We get into “winging it” and that can wreak havoc on our best intentions. Spending too much time with the squeaky wheels and not enough on the reps who could yield the most significant ROI. We call it “whack a mole” coaching.


It’s About the Fundamentals Did you? + Review a pre-call plan


+ Set primary and secondary call objectives


+ Structure a call opener + Plan questions you would ask + Anticipate objections + Rehearse the call + Conduct a pre-call briefing + Rehearse again + Agree on your roles + Have a post-call coaching focus + Conduct a post-call debriefing + Practice what happened


Score Yourself as A Sales Coach For FREE!


Want to know how you stack up against 1000 + sales coaches we’ve assessed? You will receive a confidential report. Benchmark your coaching behaviors and activities against 30 sales coaching competencies. No obligation to buy anything.


Email me: david@levelfiveselling.com


1 Our research includes field research of more than 2500 sales call, surveys of over 1200 buyers and hundreds of interviews with frontline sales leaders. © 2021 Level Five Selling LLC. All Rights Reserved.


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