Sales excellence by eq way

1Sanjeev Joshi EQ Fellow, CIE, PMP

That some achieve great success, is proof to all that others can achieve it as well -

Abraham Lincoln

Salesforce need to exhibit both Business & People skills

METAHUMIN Consultancy Pvt. Ltd. 2

Challenges faced by Salesforce Introduction

• Sales inefficiencies cost million dollars to the organization

• Sales Excellence is build on pillars of ‘Business Skills’ & “People skills”

• Proposed document outlines approach to cement “Sales People skills” for sales Excellence

Challenges - Organisation

1. Retaining market leadership

2. Predictable sales growth

3. Differentiations – Product & Processes

4. Talent retention

Challenges – People

1. Increasing competitive environment

2. Unpredictable client behavior

3. Talent burnout

4. Job satisfaction

Salesforce need to exhibit both Business & People skills


BUSINESS SKILLS

Suspecting

Prospecting

Approach

Negotiations

Close

Order

After Sales

Referrals

PEOPLE SKILLS

Self Awareness

Self-Management

Social Awareness

Enabling sales decision

Sales Leadership

Sales - Business vs People skill


Sales Soft skills cannot be replaced by hard work

EQ model for developing people skills

EQ Model for Sales Management

1. Self Awareness

2. Self-Management

3. Social Awareness

4. Relationship Management

5. Sales Leadership


Metahumin 5x4x5 Sales Excellence = 100 Traits for Sales Excellence

SALES LEADERSHIP

SOCIAL AWARENESS

SELF AWARENESSSELF MANAGEMENT

RELATIONSHIP MGMT

1. Self-Awareness

• Observations • Inner Congruence

• Risk Taking abilities

• Innovation

• EQ edge for Sales Manager• Emotional self Awareness

• Accurate Self- Assessment

• Self efficacy

• Practitioner’s perspective • Clear overarching goals

• Enhanced Achievement Quotient

• Intrinsic motivation

• Optimism


Sales Management begins with self assessment

2. Self-Management

• Observations • Responding vs. response

• Standing tall in difficult situation

• Mindset - HALT ( Hungry, Angry, Lonely & Tired)

• EQ edge for Sales Manager• Self Control

• Flexibility

• Stress tolerance

• Practioners perspective • Know thyself

• Brace-up, resourceful & support

• Self renewal


A strong sense of deploying capabilities for expected outcome

3. Social-Awareness

• Observations • Stakeholder cost-benefit, value analysis

• Overall impact of Sales

• EQ edge for Sales Manager• Interpersonal relationships

• Empathy : Learn & practise to work along diverse set of people

• Organizational awareness : Current of emotions & political realty in a given organization. Leverage value & culture.

• Practioners perspective • Demonstrate early wins

• Outsmart stakeholders

• Seek best in other’s. Set performance bar high


Practise empathy. Leverage organizational assets.

4. Enabling Sales Decisions

• Observations • Impulsive control

• Problem solving & overcoming customer objections

• Effective handling of non verbal clues

• EQ edge for Sales Manager• Applying consequential thinking

• Remaining hopeful

• Navigating emotions

• Practioners perspective • Practice empathy & mindfulness

• ‘If-Not’ thinking

• Reality testing


Recognition is powerful yet underused tool in Salespeople’s arsenal

5. Sales Leadership • Observations

• Goal clarity

• vision & leadership

• Credibility

• Role modelling

• EQ edge for Sales Manager• Communication

• likability

• Sales ethics

• assertiveness

• Practioners perspective • Strong goal clarity

• Self actualization

• Relationship and networking

• Passion & Happiness


Sales Excellence – 360 degree transformation

Climbing the Sales Ladder©

Risk tolerance

Inner Congruence Sales Congruence Data Mining

Seeking Feedback

Imagination Resilience Adaptability

Modeling

Critical thinking

Achievement Quotient

prioritizing

Interpersonal Relationship

Entrepreneurship Design vision

Navigating Emotions

Applying Consequential

Thinking

Recognising Patterns

Pursue Noble Goals Empathy

Connections

Reflection

focus

Enhancing Emotional Literacy

Intrinsic Motivation

Self Regard Problem Solving

Emotional Insight

Collaboration

proactivity

Stress Tolerance

Exercising Optimism

Change Management

Growth Mindset

Mastering EQ


Your Success is our Success !

We are happy to be part of journey towards success.

EMPATHY X INSIGHT X CLARITY = MASTER THE MOMENT © Metahumin Consulting

Leadership & Management

Sales excellence by eq way