SlideShare a Scribd company logo
© Copyright 2017 Integrity Solutions.
IGNITING SALES: SURPRISING NEW INSIGHTS ABOUT HOW
TOP-PERFORMING COMPANIES BUILD STRONG SALES
TEAMS
© Copyright 2017 Integrity Solutions.
Today’s Presenters
2
Mike Esterday
Partner and CEO
Integrity Solutions
mesterday@integritysolutions.com
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions
bwedderburn@integritysolutions.com
Agenda
Review
latest SMA
research
data
So What?
Implications
to your
organization
Action
Guides for
L & D
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Research Objectives
4
Examine how organizations answer
two essential questions:
• What separates the excellent
from the average at our
organization?
• What are we doing to develop
these traits?
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Research Background
© Sales Management Association
© Copyright 2017 Integrity Solutions.
POLL
What percent of your top performers' sales success is due
to "achievement drive"
(i.e., attitudes, self-belief, and motivation)?
___ 0%
___ 15%
___ 25%
___ 50%
___ 75%
___ 85%
___ 100%
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Organizations consider Achievement Drive important…
84% of organizations
consider achievement
drive of equal or greater
importance than product
knowledge and selling
skills
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
…but it’s not reflected in sales training emphasis.
© Copyright 2017 Integrity Solutions.
Why the Discrepancy? Common Reasons…
Skills and product training
are simpler to deliver and
measure.
The subject matter is too
personal for corporate
training or coaching.
We expect people to be
strong in those areas when
we hire them.
We’ve never done this type
of development before in
our organization
© Copyright 2017 Integrity Solutions.
POLL
Why don’t most organizations give adequate
emphasis to achievement drive in sales training?
a) We expect people to have this already when they’re hired.
b) The subject matter is too personal for corporate training or coaching.
c) Skills and product training is just simpler to deliver and measure.
d) We’ve never done this type of development before in our organization.
e) We already provide adequate development on achievement drive.
© Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions.
Organizations That Get This Right Sell More
11
© Copyright 2017 Integrity Solutions.
Data Summary
1. 84% believe that Achievement Drive is
of equal or greater importance to sales
success than Selling Skills or Product
Knowledge.
2. Only 26% of organizations rate
themselves as “high performing” in
training this capability.
3. The organizations that score themselves as effective achieve
20% higher sales results.
© Copyright 2017 Integrity Solutions.
What are the implications of this data to achieving
sales goals?
© Copyright 2017 Integrity Solutions.
1. Sales People still need to have
conversations with customers.
2. The Quantity and Quality of
those conversations will
determine whether your
opportunities advance.
3. The Quantity and Quality of
those conversations will
determine whether you will
make your numbers this year.
Three Realities
© Copyright 2017 Integrity Solutions.
New Conversations
It’s all about the conversation!
© Copyright 2017 Integrity Solutions.
There are Three Critical Conversations
Are these two
conversations
congruent?
1With your
customers
With yourself1
© Copyright 2017 Integrity Solutions.
Your customers are changing…
5.4 Decision makers in B2B
purchase
20% DMs change
roles each year
57%
How much buyers
are through buying
process before
talking to a sales
person
61%
Buyers
overwhelmed by
amount of
information online.
63%
of B2B buyers
research options
online before
speaking to a
supplier
© Copyright 2017 Integrity Solutions.
What do your customers value most from your sales people?
A relationship? Product information? A discount?
© Copyright 2017 Integrity Solutions.
How to Create Clarity….and Value!
© Copyright 2017 Integrity Solutions.
Release Drive Through Congruence
With yourself2
Congruence releases energy
and achievement drive.
Gaps create conflict
and disengagement.
View of
Selling
Commitment
to
Activities
Values
View of
Abilities
Belief in
Product
Congruence
™
© Copyright 2017 Integrity Solutions.
Belief Boundaries
With yourself2
Belief in
Product
© Copyright 2017 Integrity Solutions.
Belief Boundaries
With yourself2
Belief in
Product
Actions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
Belief Boundaries
With yourself2
Belief in
Product
Actions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
There are Three Critical Conversations
With your
customers
1 With yourself2
With
your Coach
3
© Copyright 2017 Integrity Solutions.
Most Coaching/Development/Training
With your Coach
3
Sales/service methodology
Conversation skills
Asking questions
Delivering insights
Account strategy
Articulating the produce clearly
Setting clear and motivating goals
Understanding self-imposed barriers
Building belief
Increasing drive to achieve more
Committing to activities
With
yourself
2
With
your customers
1
© Copyright 2017 Integrity Solutions.
1. Strength
2. Stamina
3. Stretching
© Copyright 2017 Integrity Solutions.
POLL
Which of the three critical conversations is the
most important to develop in your sales
organization?
a) Skillset: With customers.
b) Mindset: With themselves.
c) With their coach.
© Copyright 2017 Integrity Solutions.
Expanding Skillset
Examinecurrent salestraining programs.
Identify2 – 3 questions that establish
greaterclarityin customer’s mind
Current Situation – Desired Situation
© Copyright 2017 Integrity Solutions.
Expanding Mindset
Belief in
Product
At your next sales or managerprogram,
introduce the concept of limitingbelief
boundaries.
Initiatediscussion around the
conversations we all have with
ourselves.
Actions
Feelings
Behaviors
Abilities
© Copyright 2017 Integrity Solutions.
Expanding Coaching Abilities
Belief in
ProductIn your next managertraining session
teachthe managersto…
1. Ask sales rep about a professionalor
personal goalthey wantto achieve.
2. Ask what skills/capabilitiesthe rep
needs to enhance to achievethis goal.
3. Ask what the rep can do to build belief
that this goalcan be achieved.
© Copyright 2017 Integrity Solutions.
Next Steps
Belief in
Product
1. Copy of Infographic summarizing
the key points
bwedderburn@integritysolutions.c
om
2. Phone consultation to brainstorm
application of these concepts to
your specific situation.
© Copyright 2017 Integrity Solutions.
Questions
Mike Esterday
Partner and CEO
Integrity Solutions
mesterday@integritysolutions.com
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions
bwedderburn@integritysolutions.com

More Related Content

What's hot

Customer Loyalty Linked In
Customer Loyalty Linked InCustomer Loyalty Linked In
Customer Loyalty Linked In
nkolkebeck
 
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Integrity Solutions
 
54 Sales Quotes to Motivate and Inspire
54 Sales Quotes to Motivate and Inspire54 Sales Quotes to Motivate and Inspire
54 Sales Quotes to Motivate and Inspire
RAIN Group
 
Law of Limited Performance: Coaching Infographic
Law of Limited Performance: Coaching InfographicLaw of Limited Performance: Coaching Infographic
Law of Limited Performance: Coaching Infographic
Integrity Solutions
 
What is your Collaboration Quotient?
What is your Collaboration Quotient?What is your Collaboration Quotient?
What is your Collaboration Quotient?
Metahumin Consultancy Pvt Ltd
 
Integrity selling
Integrity sellingIntegrity selling
Integrity selling
davidgold2574
 
Eq for sales
Eq for salesEq for sales
The Sales Leaders' Guide to B2B Sales Growth in 2019
The Sales Leaders' Guide to B2B Sales Growth in 2019The Sales Leaders' Guide to B2B Sales Growth in 2019
The Sales Leaders' Guide to B2B Sales Growth in 2019
RAIN Group
 
The Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right CustomersThe Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right Customers
LinkedIn Sales Solutions
 
030810 high performing sales professionals in 2010
030810   high performing sales professionals in 2010030810   high performing sales professionals in 2010
030810 high performing sales professionals in 2010
Michaela Herzberg
 
SELLING WITH EMOTIONAL INTELLIGENCE
SELLING WITH EMOTIONAL INTELLIGENCESELLING WITH EMOTIONAL INTELLIGENCE
SELLING WITH EMOTIONAL INTELLIGENCE
mderven
 
The Challenger Sale - Matt Dixon
The Challenger Sale - Matt DixonThe Challenger Sale - Matt Dixon
The Challenger Sale - Matt Dixon
InsideSales.com
 
A sales model for the age of disruption
A sales model for the age of disruptionA sales model for the age of disruption
A sales model for the age of disruption
MOVUS
 
Ideas from The Challenger Customer
Ideas from The Challenger CustomerIdeas from The Challenger Customer
Ideas from The Challenger Customer
Mark Gibson
 
17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level
RAIN Group
 
Should You Hire Us? Six Questions for Marketers
Should You Hire Us?  Six Questions for MarketersShould You Hire Us?  Six Questions for Marketers
Should You Hire Us? Six Questions for Marketers
Mythology LLC
 
10 Ways to Achieve Your Top Sales Priorities
10 Ways to Achieve Your Top Sales Priorities10 Ways to Achieve Your Top Sales Priorities
10 Ways to Achieve Your Top Sales Priorities
RAIN Group
 
ceb-challenger-sale-introduction
ceb-challenger-sale-introductionceb-challenger-sale-introduction
ceb-challenger-sale-introduction
grapier
 
The Art of Influencing
The Art of InfluencingThe Art of Influencing
The Art of Influencing
ReyazKausarSiddiqui
 
Sticky Stories Building memorable, shareable brand-building content
Sticky Stories   Building memorable, shareable brand-building contentSticky Stories   Building memorable, shareable brand-building content
Sticky Stories Building memorable, shareable brand-building content
Mythology LLC
 

What's hot (20)

Customer Loyalty Linked In
Customer Loyalty Linked InCustomer Loyalty Linked In
Customer Loyalty Linked In
 
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
Why Good Service isn’t Good Enough: Shift Your Mindset- Before They Shift The...
 
54 Sales Quotes to Motivate and Inspire
54 Sales Quotes to Motivate and Inspire54 Sales Quotes to Motivate and Inspire
54 Sales Quotes to Motivate and Inspire
 
Law of Limited Performance: Coaching Infographic
Law of Limited Performance: Coaching InfographicLaw of Limited Performance: Coaching Infographic
Law of Limited Performance: Coaching Infographic
 
What is your Collaboration Quotient?
What is your Collaboration Quotient?What is your Collaboration Quotient?
What is your Collaboration Quotient?
 
Integrity selling
Integrity sellingIntegrity selling
Integrity selling
 
Eq for sales
Eq for salesEq for sales
Eq for sales
 
The Sales Leaders' Guide to B2B Sales Growth in 2019
The Sales Leaders' Guide to B2B Sales Growth in 2019The Sales Leaders' Guide to B2B Sales Growth in 2019
The Sales Leaders' Guide to B2B Sales Growth in 2019
 
The Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right CustomersThe Challenger Customer: How to Identify and Engage the Right Customers
The Challenger Customer: How to Identify and Engage the Right Customers
 
030810 high performing sales professionals in 2010
030810   high performing sales professionals in 2010030810   high performing sales professionals in 2010
030810 high performing sales professionals in 2010
 
SELLING WITH EMOTIONAL INTELLIGENCE
SELLING WITH EMOTIONAL INTELLIGENCESELLING WITH EMOTIONAL INTELLIGENCE
SELLING WITH EMOTIONAL INTELLIGENCE
 
The Challenger Sale - Matt Dixon
The Challenger Sale - Matt DixonThe Challenger Sale - Matt Dixon
The Challenger Sale - Matt Dixon
 
A sales model for the age of disruption
A sales model for the age of disruptionA sales model for the age of disruption
A sales model for the age of disruption
 
Ideas from The Challenger Customer
Ideas from The Challenger CustomerIdeas from The Challenger Customer
Ideas from The Challenger Customer
 
17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level17 Tips to Take Your Prospecting Skills to the Next Level
17 Tips to Take Your Prospecting Skills to the Next Level
 
Should You Hire Us? Six Questions for Marketers
Should You Hire Us?  Six Questions for MarketersShould You Hire Us?  Six Questions for Marketers
Should You Hire Us? Six Questions for Marketers
 
10 Ways to Achieve Your Top Sales Priorities
10 Ways to Achieve Your Top Sales Priorities10 Ways to Achieve Your Top Sales Priorities
10 Ways to Achieve Your Top Sales Priorities
 
ceb-challenger-sale-introduction
ceb-challenger-sale-introductionceb-challenger-sale-introduction
ceb-challenger-sale-introduction
 
The Art of Influencing
The Art of InfluencingThe Art of Influencing
The Art of Influencing
 
Sticky Stories Building memorable, shareable brand-building content
Sticky Stories   Building memorable, shareable brand-building contentSticky Stories   Building memorable, shareable brand-building content
Sticky Stories Building memorable, shareable brand-building content
 

Similar to Igniting Sales: Surprising New Insights About How Top-Performing Companies Build Strong Sales Teams

Accelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerAccelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted Partner
ValueSelling Associates, Inc.
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
AchieveIt
 
Analytics - Moneyball for hr June 2017
Analytics - Moneyball for hr   June 2017Analytics - Moneyball for hr   June 2017
Analytics - Moneyball for hr June 2017
Daryl Hiddema
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?
DemandGen
 
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
Fusion Marketing Partners
 
Benchmarking Survey: New Solutions Development
Benchmarking Survey: New Solutions DevelopmentBenchmarking Survey: New Solutions Development
Benchmarking Survey: New Solutions Development
Center for Services Leadership, W.P.Carey School of Business, ASU
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer Segmentation
IQBusiness_CEM
 
M&A integration synergy
M&A integration synergyM&A integration synergy
M&A integration synergy
Danny A Davis
 
10 Employee Referral Program Best Practices
10 Employee Referral Program Best Practices10 Employee Referral Program Best Practices
10 Employee Referral Program Best Practices
Deb Broderson
 
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERSCONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
Ajeesh Venugopalan
 
Strategies & Tactics To Increase Marketing ROI On LinkedIn
Strategies & Tactics To Increase Marketing ROI On LinkedInStrategies & Tactics To Increase Marketing ROI On LinkedIn
Strategies & Tactics To Increase Marketing ROI On LinkedIn
LinkedIn
 
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
Localogy
 
New Marketing for Insurance Agents & Brokers
New Marketing for Insurance Agents & BrokersNew Marketing for Insurance Agents & Brokers
New Marketing for Insurance Agents & Brokers
Michael Jans Advisory
 
RothMethods, Inc. Advisory Selling Introduction
RothMethods, Inc. Advisory Selling IntroductionRothMethods, Inc. Advisory Selling Introduction
RothMethods, Inc. Advisory Selling Introduction
RothMethods, Inc.
 
CEO Insights: Anticipated Selling Trends for 2020
CEO Insights: Anticipated Selling Trends for 2020CEO Insights: Anticipated Selling Trends for 2020
CEO Insights: Anticipated Selling Trends for 2020
Richardson
 
Use Learning to Make Friends and Influence People
Use Learning to Make Friends and Influence PeopleUse Learning to Make Friends and Influence People
Use Learning to Make Friends and Influence People
DoceboElearning
 
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEraCso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
Darren Cunningham
 
Understanding the New Solutions Development Process
Understanding the New Solutions Development ProcessUnderstanding the New Solutions Development Process
Understanding the New Solutions Development Process
Solutions Insights
 
Connecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
Connecting Analytics to Strategy: Keeping Your Corporate Objective in SightConnecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
Connecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
Shelley Reece
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?
Genevieve Ruth Seimears
 

Similar to Igniting Sales: Surprising New Insights About How Top-Performing Companies Build Strong Sales Teams (20)

Accelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted PartnerAccelerate Your Business Results by Becoming a Trusted Partner
Accelerate Your Business Results by Becoming a Trusted Partner
 
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
STRATEGY IS VANITY, STRATEGY EXECUTION IS SANITY - Bridge the gap between str...
 
Analytics - Moneyball for hr June 2017
Analytics - Moneyball for hr   June 2017Analytics - Moneyball for hr   June 2017
Analytics - Moneyball for hr June 2017
 
Is ABM Right For You?
Is ABM Right For You?Is ABM Right For You?
Is ABM Right For You?
 
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
Pillar One for Unstoppable B2B Revenue Growth: Strategic Branding
 
Benchmarking Survey: New Solutions Development
Benchmarking Survey: New Solutions DevelopmentBenchmarking Survey: New Solutions Development
Benchmarking Survey: New Solutions Development
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer Segmentation
 
M&A integration synergy
M&A integration synergyM&A integration synergy
M&A integration synergy
 
10 Employee Referral Program Best Practices
10 Employee Referral Program Best Practices10 Employee Referral Program Best Practices
10 Employee Referral Program Best Practices
 
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERSCONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
CONSULTATIVE MARKETERS AND DIGITAL MEDIA PUBLISHERS
 
Strategies & Tactics To Increase Marketing ROI On LinkedIn
Strategies & Tactics To Increase Marketing ROI On LinkedInStrategies & Tactics To Increase Marketing ROI On LinkedIn
Strategies & Tactics To Increase Marketing ROI On LinkedIn
 
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
LSA17: Best Practices for Local Advertiser Retention (Green Banana, Boostabil...
 
New Marketing for Insurance Agents & Brokers
New Marketing for Insurance Agents & BrokersNew Marketing for Insurance Agents & Brokers
New Marketing for Insurance Agents & Brokers
 
RothMethods, Inc. Advisory Selling Introduction
RothMethods, Inc. Advisory Selling IntroductionRothMethods, Inc. Advisory Selling Introduction
RothMethods, Inc. Advisory Selling Introduction
 
CEO Insights: Anticipated Selling Trends for 2020
CEO Insights: Anticipated Selling Trends for 2020CEO Insights: Anticipated Selling Trends for 2020
CEO Insights: Anticipated Selling Trends for 2020
 
Use Learning to Make Friends and Influence People
Use Learning to Make Friends and Influence PeopleUse Learning to Make Friends and Influence People
Use Learning to Make Friends and Influence People
 
Cso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEraCso Insights Sales 2 0 Webinar LucidEra
Cso Insights Sales 2 0 Webinar LucidEra
 
Understanding the New Solutions Development Process
Understanding the New Solutions Development ProcessUnderstanding the New Solutions Development Process
Understanding the New Solutions Development Process
 
Connecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
Connecting Analytics to Strategy: Keeping Your Corporate Objective in SightConnecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
Connecting Analytics to Strategy: Keeping Your Corporate Objective in Sight
 
Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?Can Better Forecasting Improve Sales Performance?
Can Better Forecasting Improve Sales Performance?
 

Recently uploaded

IMG_20240615_091110.pdf dpboss guessing
IMG_20240615_091110.pdf dpboss  guessingIMG_20240615_091110.pdf dpboss  guessing
Call8328958814 satta matka Kalyan result satta guessing
Call8328958814 satta matka Kalyan result satta guessingCall8328958814 satta matka Kalyan result satta guessing
Call8328958814 satta matka Kalyan result satta guessing
➑➌➋➑➒➎➑➑➊➍
 
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
valvereliz227
 
Virtual Leadership and the managing work
Virtual Leadership and the managing workVirtual Leadership and the managing work
Virtual Leadership and the managing work
IruniUshara1
 
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian MatkaDpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
➒➌➎➏➑➐➋➑➐➐Dpboss Matka Guessing Satta Matka Kalyan Chart Indian Matka
 
Science Around Us Module 2 Matter Around Us
Science Around Us Module 2 Matter Around UsScience Around Us Module 2 Matter Around Us
Science Around Us Module 2 Matter Around Us
PennapaKeavsiri
 
The latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from NewentideThe latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from Newentide
JoeYangGreatMachiner
 
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
BBPMedia1
 
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
APCO
 
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
Cambridge Product Management Network
 
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
IPLTech Electric
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
Efficient PHP Development Solutions for Dynamic Web Applications
Efficient PHP Development Solutions for Dynamic Web ApplicationsEfficient PHP Development Solutions for Dynamic Web Applications
Efficient PHP Development Solutions for Dynamic Web Applications
Harwinder Singh
 
8328958814KALYAN MATKA | MATKA RESULT | KALYAN
8328958814KALYAN MATKA | MATKA RESULT | KALYAN8328958814KALYAN MATKA | MATKA RESULT | KALYAN
8328958814KALYAN MATKA | MATKA RESULT | KALYAN
➑➌➋➑➒➎➑➑➊➍
 
CULR Spring 2024 Journal.pdf testing for duke
CULR Spring 2024 Journal.pdf testing for dukeCULR Spring 2024 Journal.pdf testing for duke
CULR Spring 2024 Journal.pdf testing for duke
ZevinAttisha
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results
 
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Kalyan Satta Matka Guessing Matka Result Main Bazar chart
 
The Steadfast and Reliable Bull: Taurus Zodiac Sign
The Steadfast and Reliable Bull: Taurus Zodiac SignThe Steadfast and Reliable Bull: Taurus Zodiac Sign
The Steadfast and Reliable Bull: Taurus Zodiac Sign
my Pandit
 
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
irhcs
 

Recently uploaded (20)

IMG_20240615_091110.pdf dpboss guessing
IMG_20240615_091110.pdf dpboss  guessingIMG_20240615_091110.pdf dpboss  guessing
IMG_20240615_091110.pdf dpboss guessing
 
Call8328958814 satta matka Kalyan result satta guessing
Call8328958814 satta matka Kalyan result satta guessingCall8328958814 satta matka Kalyan result satta guessing
Call8328958814 satta matka Kalyan result satta guessing
 
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
欧洲杯赌球-欧洲杯赌球买球官方官网-欧洲杯赌球比赛投注官网|【​网址​🎉ac55.net🎉​】
 
Virtual Leadership and the managing work
Virtual Leadership and the managing workVirtual Leadership and the managing work
Virtual Leadership and the managing work
 
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian MatkaDpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
Dpboss Matka Guessing Satta Matta Matka Kalyan Chart Indian Matka
 
Science Around Us Module 2 Matter Around Us
Science Around Us Module 2 Matter Around UsScience Around Us Module 2 Matter Around Us
Science Around Us Module 2 Matter Around Us
 
The latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from NewentideThe latest Heat Pump Manual from Newentide
The latest Heat Pump Manual from Newentide
 
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
NIMA2024 | De toegevoegde waarde van DEI en ESG in campagnes | Nathalie Lam |...
 
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
The APCO Geopolitical Radar - Q3 2024 The Global Operating Environment for Bu...
 
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
2024.06 CPMN Cambridge - Beyond Now-Next-Later.pdf
 
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
Sustainable Logistics for Cost Reduction_ IPLTech Electric's Eco-Friendly Tra...
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
Efficient PHP Development Solutions for Dynamic Web Applications
Efficient PHP Development Solutions for Dynamic Web ApplicationsEfficient PHP Development Solutions for Dynamic Web Applications
Efficient PHP Development Solutions for Dynamic Web Applications
 
8328958814KALYAN MATKA | MATKA RESULT | KALYAN
8328958814KALYAN MATKA | MATKA RESULT | KALYAN8328958814KALYAN MATKA | MATKA RESULT | KALYAN
8328958814KALYAN MATKA | MATKA RESULT | KALYAN
 
CULR Spring 2024 Journal.pdf testing for duke
CULR Spring 2024 Journal.pdf testing for dukeCULR Spring 2024 Journal.pdf testing for duke
CULR Spring 2024 Journal.pdf testing for duke
 
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan ChartSatta Matka Dpboss Kalyan Matka Results Kalyan Chart
Satta Matka Dpboss Kalyan Matka Results Kalyan Chart
 
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
❼❷⓿❺❻❷❽❷❼❽ Dpboss Matka Result Satta Matka Guessing Satta Fix jodi Kalyan Fin...
 
The Steadfast and Reliable Bull: Taurus Zodiac Sign
The Steadfast and Reliable Bull: Taurus Zodiac SignThe Steadfast and Reliable Bull: Taurus Zodiac Sign
The Steadfast and Reliable Bull: Taurus Zodiac Sign
 
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
1Q24_HYUNDAI CAPITAL SERVICES INC. AND SUBSIDIARIES
 

Igniting Sales: Surprising New Insights About How Top-Performing Companies Build Strong Sales Teams

  • 1. © Copyright 2017 Integrity Solutions. IGNITING SALES: SURPRISING NEW INSIGHTS ABOUT HOW TOP-PERFORMING COMPANIES BUILD STRONG SALES TEAMS
  • 2. © Copyright 2017 Integrity Solutions. Today’s Presenters 2 Mike Esterday Partner and CEO Integrity Solutions mesterday@integritysolutions.com Bruce Wedderburn Chief Sales Officer Integrity Solutions bwedderburn@integritysolutions.com
  • 3. Agenda Review latest SMA research data So What? Implications to your organization Action Guides for L & D
  • 4. © Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions. Research Objectives 4 Examine how organizations answer two essential questions: • What separates the excellent from the average at our organization? • What are we doing to develop these traits?
  • 5. © Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions. Research Background © Sales Management Association
  • 6. © Copyright 2017 Integrity Solutions. POLL What percent of your top performers' sales success is due to "achievement drive" (i.e., attitudes, self-belief, and motivation)? ___ 0% ___ 15% ___ 25% ___ 50% ___ 75% ___ 85% ___ 100%
  • 7. © Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions. Organizations consider Achievement Drive important… 84% of organizations consider achievement drive of equal or greater importance than product knowledge and selling skills
  • 8. © Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions. …but it’s not reflected in sales training emphasis.
  • 9. © Copyright 2017 Integrity Solutions. Why the Discrepancy? Common Reasons… Skills and product training are simpler to deliver and measure. The subject matter is too personal for corporate training or coaching. We expect people to be strong in those areas when we hire them. We’ve never done this type of development before in our organization
  • 10. © Copyright 2017 Integrity Solutions. POLL Why don’t most organizations give adequate emphasis to achievement drive in sales training? a) We expect people to have this already when they’re hired. b) The subject matter is too personal for corporate training or coaching. c) Skills and product training is just simpler to deliver and measure. d) We’ve never done this type of development before in our organization. e) We already provide adequate development on achievement drive.
  • 11. © Copyright 2017 Integrity Solutions.© Copyright 2017 Integrity Solutions. Organizations That Get This Right Sell More 11
  • 12. © Copyright 2017 Integrity Solutions. Data Summary 1. 84% believe that Achievement Drive is of equal or greater importance to sales success than Selling Skills or Product Knowledge. 2. Only 26% of organizations rate themselves as “high performing” in training this capability. 3. The organizations that score themselves as effective achieve 20% higher sales results.
  • 13. © Copyright 2017 Integrity Solutions. What are the implications of this data to achieving sales goals?
  • 14. © Copyright 2017 Integrity Solutions. 1. Sales People still need to have conversations with customers. 2. The Quantity and Quality of those conversations will determine whether your opportunities advance. 3. The Quantity and Quality of those conversations will determine whether you will make your numbers this year. Three Realities
  • 15. © Copyright 2017 Integrity Solutions. New Conversations It’s all about the conversation!
  • 16. © Copyright 2017 Integrity Solutions. There are Three Critical Conversations Are these two conversations congruent? 1With your customers With yourself1
  • 17. © Copyright 2017 Integrity Solutions. Your customers are changing… 5.4 Decision makers in B2B purchase 20% DMs change roles each year 57% How much buyers are through buying process before talking to a sales person 61% Buyers overwhelmed by amount of information online. 63% of B2B buyers research options online before speaking to a supplier
  • 18. © Copyright 2017 Integrity Solutions. What do your customers value most from your sales people? A relationship? Product information? A discount?
  • 19. © Copyright 2017 Integrity Solutions. How to Create Clarity….and Value!
  • 20. © Copyright 2017 Integrity Solutions. Release Drive Through Congruence With yourself2 Congruence releases energy and achievement drive. Gaps create conflict and disengagement. View of Selling Commitment to Activities Values View of Abilities Belief in Product Congruence ™
  • 21. © Copyright 2017 Integrity Solutions. Belief Boundaries With yourself2 Belief in Product
  • 22. © Copyright 2017 Integrity Solutions. Belief Boundaries With yourself2 Belief in Product Actions Feelings Behaviors Abilities
  • 23. © Copyright 2017 Integrity Solutions. Belief Boundaries With yourself2 Belief in Product Actions Feelings Behaviors Abilities
  • 24. © Copyright 2017 Integrity Solutions. There are Three Critical Conversations With your customers 1 With yourself2 With your Coach 3
  • 25. © Copyright 2017 Integrity Solutions. Most Coaching/Development/Training With your Coach 3 Sales/service methodology Conversation skills Asking questions Delivering insights Account strategy Articulating the produce clearly Setting clear and motivating goals Understanding self-imposed barriers Building belief Increasing drive to achieve more Committing to activities With yourself 2 With your customers 1
  • 26. © Copyright 2017 Integrity Solutions. 1. Strength 2. Stamina 3. Stretching
  • 27. © Copyright 2017 Integrity Solutions. POLL Which of the three critical conversations is the most important to develop in your sales organization? a) Skillset: With customers. b) Mindset: With themselves. c) With their coach.
  • 28. © Copyright 2017 Integrity Solutions. Expanding Skillset Examinecurrent salestraining programs. Identify2 – 3 questions that establish greaterclarityin customer’s mind Current Situation – Desired Situation
  • 29. © Copyright 2017 Integrity Solutions. Expanding Mindset Belief in Product At your next sales or managerprogram, introduce the concept of limitingbelief boundaries. Initiatediscussion around the conversations we all have with ourselves. Actions Feelings Behaviors Abilities
  • 30. © Copyright 2017 Integrity Solutions. Expanding Coaching Abilities Belief in ProductIn your next managertraining session teachthe managersto… 1. Ask sales rep about a professionalor personal goalthey wantto achieve. 2. Ask what skills/capabilitiesthe rep needs to enhance to achievethis goal. 3. Ask what the rep can do to build belief that this goalcan be achieved.
  • 31. © Copyright 2017 Integrity Solutions. Next Steps Belief in Product 1. Copy of Infographic summarizing the key points bwedderburn@integritysolutions.c om 2. Phone consultation to brainstorm application of these concepts to your specific situation.
  • 32. © Copyright 2017 Integrity Solutions. Questions Mike Esterday Partner and CEO Integrity Solutions mesterday@integritysolutions.com Bruce Wedderburn Chief Sales Officer Integrity Solutions bwedderburn@integritysolutions.com

Editor's Notes

  1. Bruce
  2. Bruce
  3. Mike
  4. Mike
  5. Mike
  6. Mike
  7. Bruce
  8. Bruce
  9. Mike SMA looked at a list of key attributes to what constitutes sales success. Then examined companies who rated themselves as “effective” in each of those areas. Then looked at the impact on company productivity for each of those areas. Our analysis compared firms effective in training specific salesperson capabilities with their peers that are less effective in training the same topics. We found positive correlation between training effectiveness and firm sales achievement. All topics researched showed some positive correlation, and overall sales performance variance ranged between 5% and 20% improvement. Firms effective in training salesperson motivation drive showed the greatest change in overall sales performance, a 20% improvement over their peer firms less effective in training this capability. Two other topics also showed correlation with improved growth of 15% or more – training a “Deep belief in what is sold” (17% improvement) and confidence (15% improvement).
  10. Mike
  11. Bruce
  12. Bruce
  13. Bruce
  14. Bruce
  15. Bruce
  16. Bruce
  17. Bruce
  18. Mike
  19. Bruce
  20. Bruce
  21. Bruce
  22. Mike
  23. Bruce
  24. Mike
  25. Mike
  26. Bruce