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Growth Strategies
Find out if your sales team has what it takes
Do You Need to Answer These Questions?
• Do my producers have the fundamental core sales competencies at a level that means production can reasonably be expected or counted on?
• If producers improve their sales skills, how much more production can be expected?
• Do I have the right people on the right bus, and are they sitting in the right seat?
• Do my producers have the skills to sell value, or will they likely cave on rate?
• Who among my producers have the hunter, qualifying, and consultative skills necessary to be successful long-term?
These printed materials were developed exclusively for the use of ACTG and shall remain the sole and exclusive proprietary materials of ACTG. Permission to use, redistribute or otherwise publish these materials must be attained in writing from ACTG.
The Will to Sell Sales DNA Selling Competencies
Sum
mar
y
3
Outlook Desire Motivation Responsibility Commitment
The Will to Sell Competencies
21 Core Competencies @ACTGLLC 2018-2021 4
Need for Approval
Controlling Emotions
Personal Beliefs
Personal Buy Cycle
Handling Rejection
Money Issues
The 6 Elementsof Sales
DNA
21 Core Competencies @ACTGLLC 2018-2021 5
Data Check:
Sales Competency Differences
0% 20% 40% 60% 80% 100%
Excuse Makers
Lacks Commitment
Poor Motivation
Low Sales DNA
% Weak By Percentile
Elite Weak All SP
21 Core Competencies @ACTGLLC 2018-2021 6
Source: Objective Management Group
Data Check:Effectiveness by Need for Approval
0%10%20%30%40%50%60%70%80%90%
100%
Consultative Rejection Proof Hunting Value Selling Qualifying Reaches DecMakers
Negotiating SalesPercentile
OpportunityProbability
Approval
Need Don't NeedSource: Objective Management Group
21 Core Competencies @ACTGLLC 2018-2021 7
Hunter
Value Seller
Consultative Seller
Relationship Builder
Qualifier
Closer
Presentational Approach
CRM-Savvy
MilestoneCentric
Sales Process
SocialSelling
The 10Selling
Competencies
21 Core Competencies @ACTGLLC 2018-2021 8
Data Check:
Top 4 Differentiators
Between Top/Bottom
21 Core Competencies @ACTGLLC 2018-2021 9
Source: Objective Management Group
Sales Competency
% Strong, Top 5%
% Strong, Bottom 50%
Differences
Hunter 97% 46% 211%
Consultative Seller
64% 3% 2133%
Value Seller 96% 10% 960%
Qualifier 91% 6% 1516%
Data Check:
The Problem of Prospect
Engagement56
Source: Objective Management Group
21 Core Competencies @ACTGLLC 2018-2021 10
Data Check:
Asking Questions0
10
20
30
40
50
60
70
80
90
100
Questions Good Questions Enough Questions
Questions Elite vs. Weak
Elite WeakSource: Objective Management Group
21 Core Competencies @ACTGLLC 2018-2021 11
Consultative Seller
• Able to stay in the moment• Uncovers compelling reasons to buy• Able to listen/ask with ease• Will build trust• Able to ask tough questions• Takes nothing for granted• Has appropriate amount of patience• Develops strong relationships• Presents at right time• Has a healthy skepticism
12
Value Seller
• Focused on value over price• Knows & believes in their value• Willing to walk if prospect does not• Always positions value• Sales process supports value• Learns why prospects will buy• Asks enough & great questions• Avoids making assumptions• Not compelled to provide a term
sheet21 Core Competencies @ACTGLLC 2018-2021 13
Data Check:
Worst Scores of Weak Salespeople
Source: Objective Management Group
21 Core Competencies @ACTGLLC 2018-2021 14
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Hunting as aStrength
Follow Sales Process Demonstrating Value Consultative Seller
% With Strength
Milestone-Centric Sales Process
• Follows effectives stages & steps• Process has most key milestones• Process has adequate sequence• Consistent & effective results• Little wasted time• Relationship based• CRM-Savvy• Strategic use of sales scorecard
21 Core Competencies @ACTGLLC 2018-2021 15
Data Check:
Correlation of Sales Process to Sales Percentile
Source: Objective Management Group
21 Core Competencies @ACTGLLC 2018-2021 16
86%
70%
51%
20%
elite strong serviceable weak0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Sales Process
Sam
ple
of T
he 2
1 Cor
e Co
mpe
tenc
ies F
indi
ngs
17Source: Objective Management Inc Group
COMPETENCIES All Salespeople Top 10% Bottom 10% All Banks Your BankHunter Competency 56 75 36 53 57Relationship Building 48 50 44 54 51Consultative Seller 48 68 32 45 43Selling Value 56 81 36 60 66Qualifer 50 76 29 56 77Presentation Approach and Context Competency 73 87 63 73 77Closer 23 42 11 25 23Mile-stone centric sales process 50 66 36 50 56CRM Savvy 45 66 29 54 61Mastery Social Selling 21 36 11 26 10
SALES DNADoesn't need approval 74 87 60 73 65Controls Emotions 78 84 70 78 75Supportive Beliefs 79 88 70 80 82Supportive Buy Cycle 40 62 24 41 35Comfortable Discussing Money 55 89 29 71 83Handles Rejections 72 90 54 72 58
WILL TO SELLDesire 74 88 51 72 88Commitment 51 67 30 51 52Outlook 69 76 61 67 75Responsibility 40 72 26 56 50Motivation 60 76 40 58 76
©ACTGLLC 2018 – 2021
SAMPLE OF BANKING FINDINGS FOR 21 CORE SALES COMPETENCIES
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