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CHARACTERISTICS
of High Performing Sales Teams
Have Quality Sales Conversations1
2 Sell Value as Opposed to Price
Exceed Sales Coaching Expectations3
HIGH PERFORMANCE SALES TEAMS
IMPROVING THE QUALITY
OF SALES CONVERSATIONS1
Web enabled buyers
are no longer
reliant on sellers
for information
High performing
sales professionals
add value
throughout the sales
process
Because they understand the
importance
off aligning to their
customers needs
Successful Sellers
Do better research before making calls
Develop focused call objectives
Ask the right questions
Present solutions that best align to customer needs
SELLING VALUE
AS OPPOSED TO PRICE2
Selling value
is a highly effective
way to off-set
pricing pressure
Selling on value requires
effort & persistence
and viewing the
customer’s business
as a whole
that will influence a
buyer’s purchase
There are a number of
other drivers besides cost
value
for the customer
total cost
incurred purchasing, implementing & operating
by the customer
benefits
you offer to the customer
Selling value requires
skillsspecific
UNDERSTANDING
stakeholder’s
priorities
PRESENTING
value to your customer
ANALYZING
the customer’s
business
EXCEED SALES
COACHING EXPECTATIONS3
Sales managers are a high leverage
opportunity for improved performance
--Source: CSO Insights, 2015 Sales Performance Optimization
84%
Coaching:
Needs
Improvement
% Reps
Making
Quota
Sales Coaching Skills
89%
Coaching:
Meets
Expectations
95%
Coaching:
Exceeds
Expectations
High Impact
sales coaching involves:
• Creating a coaching culture
High Impact
sales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
High Impact
sales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
High Impact
sales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
High Impact
sales coaching involves:
• Creating a coaching culture
• Assessing skill gaps
• Developing coaching plans
• Observing calls
• Following a consistent coaching process
High Impact
sales coaching involves:
To learn more about creating a
High Performance Sales Team
Download White Paper
BY Norman Behar.
@NormanBehar

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