Top Performing sales people were born to be top performers - you cannot build
more of them.
They're pre-wired to thrive in chaos
and overcome obstacles every day. If
they don’t have the right
information, they know exactly who to call to get at it quickly. They prepare
for
sales calls, understand prospects' business and consistently link your
capabilities and success
stories to their prospects' specific pain. They overcome objections and
know how to position against
competitors.
Your top performers exude confidence and transfer that confidence to customers to consistently close business!
Opportunity with your Middle Majority
Unfortunately, most of your sales people are not top performers. Unlike top performers,
your middle majority
prefers structure over chaos, is less receptive to change and doesn't
know the loopholes to get to the internal resources they need. Many struggle to meet
quota, yet miss dozens of opportunities because they sell only what is
comfortable. They lack a command of your products, services, key differentiators
and customer success stories; they don't understand how to position against competitors.
They lack confidence, making it difficult to transfer enough confidence
to prospects to get them to YES.
Sales Force Confidence breeds Results
When more sales people successfully apply product benefits, link a prospect's pain
to a success story, articulate a policy correctly
or overcome an objection, they get confident - and confidence drives more sales. And when you can scale that individualized improvement and confidence to the middle majority while
improving the speed top performers absorb relevant information, the positive results will be staggering.