What matters now?
Businesses are currently accustoming to the post-coronavirus reality, they need to find balance between what worked before and what needs to happen now. They are stepping into the next normal. MISSIONS, RULES AND VALUES take on an even greater significance.
In a world filled with more uncertainty, change and competition than ever, relationships with customers rooted in integrity have never been more powerful and valuable. You have to connect more deeply with your mission, as well as each other and your buyers, then sales performance improves exponentially.
If you are a sales leader who want to succeed you have to adapt to changes. Darwin once summarized his theory of evolution with one of the following: "Survival is not those who are the strongest, but those who adapt best to change." Today, this principle is particularly relevant.
The transition from striving to thriving as a sales professional or an organization depends on your ability to understand who the people you are working for are and connect with them on a deeper level.
In the end, the sales teams that crush their quotas are not as successful because they work with all the latest technologies or use a particular script to hook a buyer. They rise to the top of their abilities and get ahead of their competition only if they can connect with buyers better than anyone else. Sales teams learn how to dig deeper to understand what motivates them and drives their prospects. They can then use that knowledge to build rapport with a client and deliver what they need and have to deliver with passion above all else.
Placing integrity as the center of sales is what transforms a striving sales team into a thriving one. Sales experts not only sell products, they start helping customers, which is especially important. To be exceptional at building a trusted customer relationship that has value and brings opportunity, you need to equip your sales personnel with a specific mindset and skillset that they need. You also need to ignite a passion in your sales teams, so that they strive to uncover and meet customer needs. This will exponentially increase customer satisfaction, loyalty, and success.
What do you or your sales team have to do to perform at the highest levels of sales and customer service?
Before the sales rep sits down with a client, it is important to empower them with information on reporting, sales, data, analysis, lead scoring and marketing content. It is crucial to teach the salespeople to have better quality sales conversations. They have to be provided with content, the tools and data needed so that they can have more effective conversations with both current and prospective clients. If your sales reps do not develop the necessary conversation skills and the know how of proper engagement with the customer, all the sales enablement initiatives out there, all the data, analysis, marketing content, artificial intelligence and everything else that you’ve invested time and money in, will not save you It becomes the central challenge to ensure that your investments lead to better sales conversations and more importantly better outcomes from those conversations.
Integrity Solutions and the Sales Management Association surveyed sales leaders in over 200 organizations and asked them, among other questions, to rate the impact of a salesperson’s achievement drive on their performance. That is, seeing what their motivation, attitudes, beliefs, and passions are worth compared to their product knowledge and selling skills.
More than 80 percent of subjects surveyed valued achievement drive at equal or greater value over product knowledge and selling skills. Moreover, only a quarter of the respondents claimed they were effective in training around achievement drive. There was a huge gap between importance and effectiveness. But most importantly, those who said that they were effective at focusing training on achievement drive, report 20 percent stronger results than everyone else. If 75 to 85 percent of success comes from the attitude, passion, and achievement drive, then why don’t more companies focus on these elements during training?
The “soft skills” are hard. Usually, it is much easier to tell workers what to do than show them how to build valuable relations with clients. Training for product knowledge and selling skills is obviously important, however, it is just one ingredient in the secret recipe for success. It is tougher to work with attitudes and achievement drive, in fact, some people call such skills the intangibles. However, they still are critical, and can definitely be the turbocharger for success.
What do you think about yours soft skills? Is your sales and service training adequately emphasizing the so-called soft skills that ignite motivation and achievement drive?
Even if you have an excellent product or service, you remain under pressure all the time. The one variable that is constantly subject to change is how well people perform. But this means, the performance of your team can be your best competitive differentiator. Your training needs to go beyond product knowledge and sales techniques. It needs to get in the heads and hearts of the salespeople in order to change their attitudes and ignite their achievement drive. This is where sales training becomes the critical, and unfortunately often overlooked, part of sales enablement, where the two working in tandem can yield the strongest result. Using and implementing this knowledge can become your competitive edge.
So, how does one make a fire from smoldering heat? Here are the ways your training can ignite achievement drive in sales and service teams.
Facts: Results from more than 25,000 individual self-assessment surveys administered by Integrity Solutions, that measured how people perform on a list of 18 key success factors, consistently have goal clarity at the bottom.
It is well known that when people are aware of what their goals are, and you make them believe that they can, in fact, achieve these goals, you trigger a new level of energy. Teach your sales force principles of goal achievement that have been proven to work, such as:
Create a supportive environment. It is rare and challenging for most to shift beha-viors or improve performance on their own. Encourage workers to share their goals with people who they know will support them. Afterwards, get them to find one or two people who are performing at a higher level and ask for their advice.
When people clearly understand the purpose of their job, the passion for it increases, which usually leads to them being more productive. You will ignite new levels of achievement drive when people clearly understand the purpose of their job and have clear goals that they believe can be achieved. Doing so will dramatically increase productivity and yield better business results.
Mirella Piwiszkis, CEO, Coach, Inspire
Anna Jastrząb, Vice-President, Integrity Solutions Poland