Sales Performance Motivation
Upcoming SlideShare
Loading in...5
×
 

Sales Performance Motivation

on

  • 2,564 views

The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance ...

The key to growth is winning more new business and the key to winning new customers is sales (with support from marketing of course). 3 key ideas to grow your business through Sales Performance Motivation

Statistics

Views

Total Views
2,564
Views on SlideShare
970
Embed Views
1,594

Actions

Likes
1
Downloads
68
Comments
0

5 Embeds 1,594

http://www.saleschannel-europe.com 1060
http://saleschannel-europe.flywheelsites.com 341
http://www.scoop.it 191
http://www.linkedin.com 1
http://translate.googleusercontent.com 1

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Sales Performance Motivation Sales Performance Motivation Presentation Transcript

  • the Problem
  • Have your
  • Dried up?
  • Come to a sudden stop? www.flickr.com/photos/mwichary/3690887427
  • Do you feel like this?
  • or this?
  • the Solution
  • think dif erent f
  • “All failure is failure to adapt, all success is successful adaptation.” - Max McKeown, Adaptability: The Art of Winning In An Age of Uncertainty
  • See the world through new eyes
  • What is your Sales Improvement Plan? www.flickr.com/photos/12023825@N04/2898021822
  • OLD THINKING X NEW WORLD = FAIL
  • Prisoners of the past
  • The old Golden Rule in Sales was: Find out what your customers want, and give it to them.
  • The new Golden Rule in Sales is: Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible.
  • Sales success rates go way up when you identify an “unconsidered need” that your product or services uniquely addresses.
  • Sell to their right-brains www.flickr.com/photos/camdiluv/5788194542
  • Decision Drivers 19
  • 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversion Rate
  • Question 1: What are the personal characteristics of Top Sales Performers?
  • Rank in order of importance: • Creativity • Tenacity • Integrity • Curiosity • Passion • Empathy
  • Research found: 1. Empathy …to build rapport 2. Integrity …to build trust 3. Passion …to build interest 4. Creativity…to build the right solution 5. Tenacity …to close the deal 6. Curiosity …to build understanding
  • You can’t teach an old dog new tricks
  • Sales Attitude “Attitude is a choice, and its available to all.” “What actually separates winners from losers isn’t talent, its attitude.” - Seth Godin
  • Sharpen your sales attitude
  • Get (Make A Difference)
  • 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversation Rate
  • Question 2: What single attribute determines long term sustainable overachievement in sales?
  • Your personal commitment to….
  • Always be Prospecting
  • Building your opportunity pipeline
  • Knocking on every door
  • The Sales Cycle Prospection Qualification Proposal Negotiation Close Time Prospects Conversion Rate
  • P = Number of prospects P x CR = SALES CR = Conversion Rate
  • 10 33% (Typically 25%-50%) P x CR = SALES S=3 Example 1
  • 10 40% * P x CR = SALES S=4 *Requires considerable effort. Not easily sustainable Example 2
  • 20 * 33% P x CR = SALES S=6 *Requires less effort. Is sustainable Example 3
  • “Eighty percent of success is showing up.” - Woody Allen
  • 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversation Rate
  • Question 3: What 3 things do top sales achievers that deliver maximum impact to their sales results?
  • 1. They are Future Focused
  • They deal with change
  • Make strategic choices
  • Are highly adaptable
  • Manage ambiguity
  • 2. They have a Sales Game Plan
  • What is your Calling Plan? 1. Who are you going to meet? 2. When are you going to meet them? 3. What are your sales objectives for the meeting?
  • They lead their customers through the Buyer’s Journey 1 2 3 source: www.corporatevisions.com
  • They Educate
  • They Inspire
  • They systematically practice the new Golden Rule in Sales: Give your customers the ability to do what they can’t currently do but would want to if they only knew it was possible.
  • 3. They demystify: Value vs Price Products Services Customer Experience
  • They get their message heard
  • 4. Sell to different Behavioural Styles
  • Options Preference
  • Procedure Preference
  • Then, they create a sense of urgency
  • They execute consistently
  • Recommended reading
  • What did sales winners do?* 1. Educated me with new ideas or perspectives 2. Collaborated with me 3. Persuaded me we would achieve results 4. Listened to me 5. Understood my needs 6. Helped me avoid potential pitfalls 7. Crafted a compelling solution 8. Depicted purchasing process accurately 9. Connected with me personally 10.Overall value from the company is superior to others *What Sales Winners Do Differently, RAIN Group, 2013
  • 1. Success in sales is simple, but not easy 2. Negotiation skills -> Prospecting skills 3. Closing mindset -> Collaborative selling
  • David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FR) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com