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

© Copyright 2017 Integrity Solutions.

IGNITING SALES: SURPRISING NEW INSIGHTS ABOUT HOW TOP-PERFORMING COMPANIES BUILD STRONG SALES

TEAMS


Today’s Presenters

2

Mike Esterday

Partner and CEO

Integrity Solutions

[email protected]

Bruce Wedderburn

Chief Sales Officer

Integrity Solutions

[email protected]

mailto:[email protected]


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?


Research Background

© Sales Management Association


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%


Organizations consider Achievement Drive important…

84% of organizations consider achievement drive of equal or greater importance than product knowledge and selling skills


…but it’s not reflected in sales training emphasis.


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


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.


Organizations That Get This Right Sell More

11


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.


What are the implications of this data to achieving

sales goals?


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


New Conversations

It’s all about the conversation!


There are Three Critical Conversations

Are these two conversations

congruent?

1With your

customersWith yourself1


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


What do your customers value most from your sales people?

A relationship? Product information? A discount?


How to Create Clarity….and Value!


Release Drive Through Congruence

With yourself2

Congruence releases energyand achievement drive.

Gaps create conflict and disengagement.

View of Selling

Commitment to

Activities

Values

View of Abilities

Belief in Product

Congruence

™


Belief Boundaries

With yourself2

Belief in

Product


Belief Boundaries

With yourself2

Belief in

ProductActions

Feelings

Behaviors

Abilities


Belief Boundaries

With yourself2

Belief in

Product

Actions

Feelings

Behaviors

Abilities


There are Three Critical Conversations

With your

customers

1 With yourself2

With

your Coach

3


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


1. Strength

2. Stamina

3. Stretching


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.


Expanding Skillset

Examine current sales training programs.

Identify 2 – 3 questions that establish greater clarity in customer’s mind

Current Situation – Desired Situation


Expanding Mindset

Belief in

Product

At your next sales or manager program, introduce the concept of limiting belief boundaries.

Initiate discussion around the conversations we all have with ourselves.

Actions

Feelings

Behaviors

Abilities


Expanding Coaching Abilities

Belief in

ProductIn your next manager training session teach the managers to…

1. Ask sales rep about a professional or personal goal they want to achieve.

2. Ask what skills/capabilities the rep needs to enhance to achieve this goal.

3. Ask what the rep can do to build belief that this goal can be achieved.


Next Steps

Belief in

Product1. Copy of Infographic summarizing the key [email protected]

2. Phone consultation to brainstorm application of these concepts to your specific situation.



Questions

Mike Esterday

Partner and CEO

Integrity Solutions

[email protected]

Bruce Wedderburn

Chief Sales Officer

Integrity Solutions

[email protected]



Business

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