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It’s been said the longest time in a sales manager’s life is the time from when they first lose faith in someone until the day they do something about it. That “something” is often parting ways. This happens for many reasons; you hired the wrong person, you didn’t train them properly, there isn’t a clearly defined sales process, they weren’t a good fit, and so on.
More often than not, sales managers have a hard time pinning down the root cause. I hear a variety of reasons why it takes so long to take action. “I don’t want to be too hasty.” “I want to make sure I afforded them every opportunity…” or the one I hear most; “If they fail I feel I have failed”.
The failure typically happens in one of two areas, people or process—sometimes a combination of both. You may have hired the wrong person. They aren’t a good fit for the demands and activities the job requires, or the sales process isn’t clearly defined.
When it comes to hiring and training sales people, too often sales training takes the form of product or service knowledge. The actual sales process is often referred to as “soft skills”. They either have “it” or they don’t. You may have hired the right person: someone with the right attitude, someone with an ability to learn. You taught them about the product or service and application. Little or no time was spent training on the various steps of the sales cycle. Then you turn them loose on prospects and things unravel. You can’t put your finger on exactly where they come up short.
All sales transactions follow the same basic cycle or process:
Lead Generation: Finding those people most likely to need or want your product or service.
Connection: Understanding what the other party is trying to accomplish and why it is important to them.
Motivation: Discovering the prospect’s motive to take action or not take action.
Anchored Value Proposition: A proposition anchored to what the prospect values.
Communicating Value: Reinforcing in the prospect’s mind that they are getting the best possible return on their investment.
Asking for the Business: Most commonly referred to as closing.
What if you could assess a persons understanding of the sales cycle regardless of the product or service you sell? Before you hire them?
What if you could quickly and accurately pinpoint the strengths and weaknesses, as it relates to the sales cycle, of your existing team?
What if you knew exactly where to go to work when training and coaching your people? Would it be worth pursuing?
Now you can! Sales Coach International can help you assess your team as well as prospective candidates. Within minutes you’ll know exactly how strong a person’s skills are in PROSPECTING, CONNECTING, QUALIFYING, PRESENTING, INFLUENCING and CLOSING.
Take the guesswork out of coaching and focus your efforts where you’ll get the highest return. Contact our office TODAY for an introductory offer on this invaluable tool.
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Tags: coaching skills, management, sales, training