0
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 I...
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 ...
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...
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
talen...
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 objec...
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 currentl...
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...
1. Success in sales is simple, but not easy

2. Negotiation skills -> Prospecting skills
3. Closing mindset -> Collaborati...
David R Ednie
President & CEO
SalesChannel Europe
Ph: +33 676 60 09 25 (FR)
Email: david@saleschannel-europe.com
Website: ...
Sales Performance Motivation
Sales Performance Motivation
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Sales Performance Motivation

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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

Published in: Business, Technology

Transcript of "Sales Performance Motivation"

  1. 1. the Problem
  2. 2. Have your
  3. 3. Dried up?
  4. 4. Come to a sudden stop? www.flickr.com/photos/mwichary/3690887427
  5. 5. Do you feel like this?
  6. 6. or this?
  7. 7. the Solution
  8. 8. think dif erent f
  9. 9. “All failure is failure to adapt, all success is successful adaptation.” - Max McKeown, Adaptability: The Art of Winning In An Age of Uncertainty
  10. 10. See the world through new eyes
  11. 11. What is your Sales Improvement Plan? www.flickr.com/photos/12023825@N04/2898021822
  12. 12. OLD THINKING X NEW WORLD = FAIL
  13. 13. Prisoners of the past
  14. 14. The old Golden Rule in Sales was: Find out what your customers want, and give it to them.
  15. 15. 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.
  16. 16. Sales success rates go way up when you identify an “unconsidered need” that your product or services uniquely addresses.
  17. 17. Sell to their right-brains www.flickr.com/photos/camdiluv/5788194542
  18. 18. Decision Drivers 19
  19. 19. 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversion Rate
  20. 20. Question 1: What are the personal characteristics of Top Sales Performers?
  21. 21. Rank in order of importance: • Creativity • Tenacity • Integrity • Curiosity • Passion • Empathy
  22. 22. 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
  23. 23. You can’t teach an old dog new tricks
  24. 24. Sales Attitude “Attitude is a choice, and its available to all.” “What actually separates winners from losers isn’t talent, its attitude.” - Seth Godin
  25. 25. Sharpen your sales attitude
  26. 26. Get (Make A Difference)
  27. 27. 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversation Rate
  28. 28. Question 2: What single attribute determines long term sustainable overachievement in sales?
  29. 29. Your personal commitment to….
  30. 30. Always be Prospecting
  31. 31. Building your opportunity pipeline
  32. 32. Knocking on every door
  33. 33. The Sales Cycle Prospection Qualification Proposal Negotiation Close Time Prospects Conversion Rate
  34. 34. P = Number of prospects P x CR = SALES CR = Conversion Rate
  35. 35. 10 33% (Typically 25%-50%) P x CR = SALES S=3 Example 1
  36. 36. 10 40% * P x CR = SALES S=4 *Requires considerable effort. Not easily sustainable Example 2
  37. 37. 20 * 33% P x CR = SALES S=6 *Requires less effort. Is sustainable Example 3
  38. 38. “Eighty percent of success is showing up.” - Woody Allen
  39. 39. 1 Develop a Winner’s Mindset 2 Always be Prospecting 3 Double your Conversation Rate
  40. 40. Question 3: What 3 things do top sales achievers that deliver maximum impact to their sales results?
  41. 41. 1. They are Future Focused
  42. 42. They deal with change
  43. 43. Make strategic choices
  44. 44. Are highly adaptable
  45. 45. Manage ambiguity
  46. 46. 2. They have a Sales Game Plan
  47. 47. 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?
  48. 48. They lead their customers through the Buyer’s Journey 1 2 3 source: www.corporatevisions.com
  49. 49. They Educate
  50. 50. They Inspire
  51. 51. 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.
  52. 52. 3. They demystify: Value vs Price Products Services Customer Experience
  53. 53. They get their message heard
  54. 54. 4. Sell to different Behavioural Styles
  55. 55. Options Preference
  56. 56. Procedure Preference
  57. 57. Then, they create a sense of urgency
  58. 58. They execute consistently
  59. 59. Recommended reading
  60. 60. 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
  61. 61. 1. Success in sales is simple, but not easy 2. Negotiation skills -> Prospecting skills 3. Closing mindset -> Collaborative selling
  62. 62. David R Ednie President & CEO SalesChannel Europe Ph: +33 676 60 09 25 (FR) Email: david@saleschannel-europe.com Website: www.saleschannel-europe.com
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