Creating High Performance Sales People

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What makes a high performance sales team? What makes a high performance sales person? Can we analyse best practice and use it to improve ordinary sales people? Are relationships important? How important is Value?

To create a high performance sales team it is useful to analyse high performance sales people to understand what makes them successful. Such best practice can then be applied to a scalable sales model that will turn ordinary performers into stars.

Based on research by Sales Performance International and recently Dixon & Adamson in the Harvard Business Review the following was found:

High Performance Salespeople Get the Basics Right

  • They work hard & work smart. They put in the hours, prepare well, use tools and training to ensure their efficiency and effectiveness
  • They react and solve customer problems . They understand the value of a  happy customer as  future references and as a source of future business. They have the ability to manage the organisation to deliver the resources to solve the customer problems.
  • They build solid relationships. They are honest and deliver on promises and build trust with their customers.

High Performance Salespeople Deliver Value

  • Open with Value and Close With Value. Successful salespeople use their deep understanding of their customers’ business to challenge current thinking and to create new solutions to old problems. They have a very clear view of how they can deliver value to the the customer and use this to open and take control of  sales conversations. They understand the different concerns of the key players in the buying team.  They know that such concerns change throughout the sales cycle and they work had to ensure that such concerns are adequately addressed. Successful salespeople use value as the cornerstone in all  phases of the sales cycle  and especially during negotiation and close. They understand that it is important to present value in language and models that the customer is comfortable with.

Best Practice Used to Raise Performance of all Salespeople

The most successful high performance sales teams use best practice. They learn from high performing salespeople and use this best practice to create a sales model that is used to turn ordinary sales people into stars.

  • Hire Salespeople with High Potential. Sales people with the basics of a good work ethic, good basic relationhip building skills and a desire to win.
  • Use Leadership. Building a high performance team in any discipline requires leadership to ensure that the team is focussed and inspired to deliver.
  • Use a Scalable Sales Model. This will take all the best practice of the high performance sales people and use it in training and coaching and tools to turn salespeople with high potential into stars. This will include a Sales Process, a Sales Management System, Sales Automation and Marketing Integration. All will combine to improve sales efficiency and effectiveness.

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