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
mesterday@integritysolutions.com
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions
bwedderburn@integritysolutions.com

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
customers
With 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 energy
and 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
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
Examinecurrent salestraining programs.
Identify2 – 3 questions that establish
greaterclarityin customer’s mind
Current Situation – Desired Situation

Expanding Mindset
Belief in
Product
At your next sales or managerprogram,
introduce the concept of limitingbelief
boundaries.
Initiatediscussion around the
conversations we all have with
ourselves.
Actions
Feelings
Behaviors
Abilities

Expanding Coaching Abilities
Belief in
ProductIn your next managertraining session
teachthe managersto…
1. Ask sales rep about a professionalor
personal goalthey wantto achieve.
2. Ask what skills/capabilitiesthe rep
needs to enhance to achievethis goal.
3. Ask what the rep can do to build belief
that this goalcan be achieved.

Next Steps
Belief in
Product
1. Copy of Infographic summarizing
the key points
bwedderburn@integritysolutions.c
om
2. Phone consultation to brainstorm
application of these concepts to
your specific situation.

Questions
Mike Esterday
Partner and CEO
Integrity Solutions
mesterday@integritysolutions.com
Bruce Wedderburn
Chief Sales Officer
Integrity Solutions
bwedderburn@integritysolutions.com

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