7 reasons salespeople don't improve- The Sales Experts Channel
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There is no shortage of sales experts telling salespeople how to get better. Why is it we give them everything they need, but they just can’t seem to do it? Which of these 7 reasons are preventing your salespeople from improving and what can you do about it? Watch the Sales Experts Channel recording here: https://www.brighttalk.com/webcast/14877/237405
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7 reasons salespeople don't improve- The Sales Experts Channel
- 1. 7 Reasons Salespeople Don’t Improve Who is coachable? @icarolemahoney #SalesXperts
- 2. Agenda and Format Intro- How I came up with these reasons 7 reasons: Salesperson symptom Sales manager questions Action to take Resources and next steps @icarolemahoney #SalesXperts
- 3. Introductions Unbound Growth Founder www.unboundgrowth.com linkedin.com/in/carolemahoney @icarolemahoney #SalesXperts
- 4. Source: The Boston Globe & Scott Zolak The team takes on the mentality of the coach.
- 5. #mindsetmatters Supportive Beliefs No Need Approval Emotional Control Supportive Buy Cycles Ease Discussing Money No problem with Rejection Source: Objective Management Group @icarolemahoney #SalesXperts
- 6. @icarolemahoney #SalesXperts I’m happy right here... 1
- 7. @icarolemahoney #SalesXperts Quota? What quota?
- 8. Goal Setting Framework @icarolemahoney #SalesXperts 1. What is personally meaningful? (Goals) 2. Write it down. (Commitment) 3. What needs to happen and by when? (Milestones & Habits) 4. Share the desired outcome. (Accountability) 5. What does it look like? (Visualization) 6. Chart progress and share it.
- 9. @icarolemahoney #SalesXperts I need more time... 2
- 10. @icarolemahoney #SalesXperts I don’t have time.
- 11. @icarolemahoney #SalesXperts Source: Sales Executive Council
- 12. @icarolemahoney #SalesXperts Source: Sales Executive Council Of course I want your feedback... 3
- 13. @icarolemahoney #SalesXperts Do it exactly like so.
- 14. @icarolemahoney #SalesXperts The price is too high, I can’t... 4
- 15. @icarolemahoney #SalesXperts Your word is your bond and you do what you say.~First Lady Michelle Obama
- 16. @icarolemahoney #SalesXperts Everything is fine. 5
- 17. @icarolemahoney #SalesXperts I can figure this out...
- 18. @icarolemahoney #SalesXperts I do my best when someone else pays for it.
Notas do Editor
- Popular blog post that sparked the idea: https://blog.hubspot.com/sales/reasons-youll-never-get-better-at-selling
- Great news- there is something you can do about salespeople who aren’t improving!
- There is going to be some tough love here, mixed in with some research, and a little humor to help the medicine go down...
- First, the tough love. In the words of Patriots commenter Scott Zolak during the Rams game, The team takes on the mentality of the coach. And in this case, your reps will take on the mentality of you- the sales leader. Which means you can do something about it.
- Here’s what I mean by mentality. The science of Sales DNA. THe DNA comes from the beliefs of the individual rep. When you start to look at the science of sales (read the book by David Hoffeld)
- 1-Happy With the Status Quo- If salespeople have goals that are nice to have and won’t change their world, there’s little incentive for them to improve, The status quo might be over-, consistent or under-performance for your “man-made” quota. (Man-made quotas are quotas that are given to you. Winners set their own goals.) If you don’t have big, important, personal goals that fuel your fire, why change what you’re doing?“ Some salespeople just need a nudge before they’ll think bigger about what they really want in life
- A quota is not a motivator. For many salespeople, especially millennials, money is not the biggest motivator. According to data from Objective Management Group (OMG), 54% of salespeople were money-motivated during the 1990's and first half of the 2000's. Today, the data shows that no more than 27% of salespeople are what we now call extrinsically-motivated. What is driving you as a manager? What are your personally meaningful goals? Even the intangible can be measured. Are you driven by money because you know it is a tool - for freedom? What your family wants? Ignore your quota- set your own personal quota. Not driven by money, but maybe by being the best? Hates to lose? Prove someone wrong? Ok, how will you know when you are the best? What has happened? Who do you want to prove wrong and what would that look like? What will it take to make it happen? How will you know when it has happened? Tap into your own motivation so that you can help each member of your team walk through the same steps and do the same.
- The steps to Tap into your own motivation so that you can help each member of your team walk through the same steps and do the same.
- 2- Time I just need more time to sell! Since they’re doing okay most of the time by just working a bit harder, they’re not ready to admit that the way they are selling might also be a problem. They are also unwilling to admit that changing the way they sell might be the only way to be effective with the time they have.” Nobody can create more time. But not everyone can improve either ...
- Do you make the time to coach salespeople? Do you make time to be coached yourself? If you aren’t making time to coach your people, and improve your own coaching ability- how can you expect your people to improve? What is more important than developing your team into the best salespeople?
- Sales Executive Council study shows that reps who are coaching 3 or more hours a month achieve 107% of quota. Let’s break that down- how would you make the time? Start by scheduling 1-1 meetings 3x a week with each member of your team. What? How? SHORT meetings! Here’s an example: Monday= 15 min= Individual Action Plan (IAP) (reference the goal setting framework = milestones and habits) -What’s your plan for this week? -How will you execute it? -What will that look like? (use a specific example- who will you reach? Which opportunity? What questions will you be asking? Wed= 15 min= Progress on plan -Milestone check- calls, emails, meetings? What’s working, what’s not, pivots, -early opportunity debrief & strategize. Review recorded calls, email communication, -where stuck? What challenges? What do they think needs to happen? Fri= 15 min= Weekly wrap up -What happened, what didn’t, what’s next?
- 3-Feedback. Reps who don’t improve don’t follow through on feedback. People ask for feedback in one of two general ways. 1- they’re inexperienced and looking for validation that they are doing something right. 2-experienced, but want to fine tune and improve- looking for what they don’t know and others might . Do you even take others advice? Do you seek feedback from inside and outside your company for ways that you can be a better manager and developer of your people?
- Also, there is telling versus asking. Managers need to learn how to ask simple non-threatening questions to help reps uncover what should be done. YOu may think you know what they need to do- but unless you want to be the constant answer machine that they come to for every little issue, get better at asking them the questions that they uncover and think of a solution for themselves. How you react to feedback? Do you get defensive? Personally insulted? Need to rationalize it, justify why they are wrong?
- 4- The Professional Excuse maker- If your rep believes that doing what you said you would do is optional, and deadlines are more like guidelines, then how can a coach help you? Rather than being receptive to feedback and finding a way to apply it, reps who won’t improve make excuses. Heard any of these? The product isn’t good enough, the price is too high, the decision maker won’t talk to me. I forgot to send that email because I had to… Reps that don’t follow through on the advice you give them probably aren’t proactive with prospects either. Do they come to you week after week, month after month with the same excuses? Conversation with Jill Konrath- people who ask for advice and then don’t do anything with it waste everyone’s time. Theirs, their company’s, and their prospects.
- If you have a lot of this happening- ASk yourself, when was the last time a rep came to you with an issue- say a commission that hadn’t been paid- and you did what you said you would? Did you make a promise and then forget? Or something else took priority? Or no one responded to your request for info? Did you take it a step further? Do you take ownership of your teams results? Or when you have to report up to your boss, are the failures due to something else and all the success is from what you did? Do you own it all? Do Are you setting an example, and they are just following it? Develop a discipline
- 5-The DIYer rep- I am smart enough to figure it out on my own. Doesn’t ask for help or advice.
- Do you know how to do everything? Are you too self absorbed in what you think you know to seek to learn from others? Are you the only person who can teach or coach your team? Get a coach, mentor for yourself. Don’t hide it- let your team see that you seek help and don’t pretend to know it all...
- 6- won’t make investment in self. Expects company to do and pay for everything for them to improve.
- 7-Can’t handle tough love. Until we are ready to make ourselves to become uncomfortable, we won’t grow. Lobster shell story. How do lobsters grow. Rigid shell- feels confined, under pressure. Must make itself vulnerable to find a new shell