Although there are many similarities between sales organizations across the country, each is still very different and nuanced. Sure, there are common activities carried out by people with similar titles. But what does or does not get done and to what level when it comes to sales culture and structure, often differs greatly. If we are looking at what is minimally required for salespeople to succeed, it is the following:
1. A Strong and Strategic PROCESS
No salesperson can be consistently great without a strong process. They can have all of the talent in the world, but if they don’t have a roadmap of how to utilize it, to drive through EVERY sale, it won’t matter. Without a step-by-step process, based on intelligent strategies, there will be inconsistent results at best. A strong process has us repeating our most efficient and successful actions day after day like clockwork. That will always equal our highest numbers and closing rates and I have never met or worked with a consistently great salesperson who doesn’t have this.
2. Sales Training
Anyone who has worked with me has likely heard me say that one of the biggest challenges in sales is that you have to be good at so many things. One has to be good at up to all of the following: Prospecting, Cold & Sales Calling, Networking, Referrals, Overcoming Objections, The Appointment, Image, Follow-Up, Closing, Sales Psychology and more. Salespeople are like puzzles, each missing or needing improvement on different pieces. The best way to improve and become great at sales is via a strong sales training program. Without it, skills will likely improve slowly, if at all. Those not already great at sales, will likely never even become good. And those that are, can hit a wall and not continue to grow and improve.
All salespeople need some form of coaching and or managerial support. Someone(s) who provides a foundation of support, goals, guidance and coaching through improving at their craft. One who can talk with each individual salesperson and identify what they need to reach their potential, is by far the most powerful. This enables a strong coach to help fill in the missing pieces for each salesperson, which results in raising the organization’s entire ship to the highest level.
If you would like to discuss a sales training, coaching and or process improvement program, please click our contact us button at the top of the page for a free consultation.