I recently spoke with a sales leader who saw a dramatic increase in his team’s close rate, increasing from 34% to 54% over the last twelve-month period -- not bad! So how did this sales leader improve his team’s close rates?
For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.
Sales training is proven to help your team close more business deals, stay competitive, avoid discounting, win bigger deals, and boost productivity. A well-designed sales training program gives your team the skills, tools, and techniques they need to become top performers. And for most sales leaders, driving topline performance is more than enough justification to invest in training. But sales training can also provide your organization with hidden benefits.
“Fall in love with the problem, not the solution.” That’s how Uri Levine, the co-founder of Waze, the world’s leading navigation app which Google acquired, boiled down the secret of successful entrepreneurship.
One of the driving forces of sales leadership is influence – the ability to affect the motivations, actions, and behaviors of your sales team. Your positive influence on your team gets things started, builds momentum, and motivates your salespeople to produce great sales results, even when the going gets rough. Without a high level of influence, you’ll never be a great sales leader.
In prospecting, the only thing worse than not setting a prospecting appointment is setting an appointment with the wrong prospect. Meeting with an unqualified prospect is a huge waste of time and can clog up your sales pipeline with bad opportunities. Increase your odds of prospecting success by only focusing on the most appropriate prospects for your solution. That means defining what the most valuable customer looks like for your company using a “reverse engineering” concept based on specific demographic criteria and certain behavioral characteristics. In marketing lingo, these criteria form an “ideal client profile” or ICP.