The question becomes, we know buyers are engaging in different ways to fact-find, yet reps are not being trained in how to use that information. Why not? Sales coaching needs to incorporate an understanding of how prospects look for information in order to use that as part of the sales cycle.
Let us first begin by quickly agreeing on what Conversation Intelligence is not, does that sound fair? Conversation Intelligence does not define a software category, nor does it describe a particular feature within a software product. Conversation Intelligence is not an outcome or report driven by something that happened in the past either.
Coaching 101 – Level Up Your Players I’m serious – How do you clone your Top Sales Performers? Since the beginning of time, coaching has been a word used to describe leveling up players whether in sports, business, or any other activity, coaches aim to optimize the performance of humans by observing their performance […]
Another example of a framework is one that is less structured around the call flow and more on how to answer a specific question. For example, when asked about a competitor I have often said “Competitor X does great at _______, and if you asked them they would say we are small, don’t do custom work, and won’t interact with your clients for you – and you know what they are right. We actually (then I explain we are small, and don’t do the things they say because it doesn’t make sense to do as a best practice)”. This ensures that I get into what makes us different and better than the competition without laying into a competitor and looking like the shark.
Starting a new company is stressful. Add to that the pivots many of us are having to make to get through this unprecedented time of our lives. I am often asked “Why Abstrakt”? Spring…Fresh Starts I remember the feeling like it was just yesterday; it was a beautiful sunny Spring day and my first […]
One simple trick to be a master at overcoming sales objections, the pattern interrupt! It is usually around the time when the cars are being packed, or family is sitting down for a holiday meal that I start to get the strange looks and questions as I step away to make a call, or resend a […]
Hindsight is 20/20, and coaching on calls in arrears is not immediately effective. There is a strong reason for ramp-times that are built into compensation plans for sales representatives. That is one more reason for sales leaders to have repeatable processes within their sales process in order to get new reps up to speed. Making your number comes down to simply having a proven sales process, with proven actions to take on each call. Odds are, you already have the formula, it’s just teaching that same formula in a repeatable way.
We hope that our really talented sales representatives can onboard quickly and pick up on the processes, but hope is not a strategy.
A good strategy will include micro-actions in every step of the sales process that are effective, repeatable, and easy to learn.
Mix in a sprinkle of some sound Sales Coaching and Sales Technology and boom, quota crusher! Looking back, that interview I had to land my first role as a Sales Representative taught me more about myself in 3 minutes, than 5 years of college ever did. It taught me to have confidence in myself, control my emotions, and put forth a persona that simply said “Throw your challenge at me, I want this bad!”
Speaking too much is something that salespeople find out after the call, and that is if you are even analyzing your sales calls (you should be…). But coaching after the call amounts to little more than “get ‘em next time, Tiger”. Being able to ask the right questions is key to having a lower talk time and allowing your prospects to feel heard. Real-time sales coaching enables both your salespeople to be gently reminded that they might be talking too much, while also prompting them with a question that could invite the prospect to unload a plethora of information that otherwise would have never been uncovered.
live sales coaching and truly live sales enablement is a must. Without either, you are wasting opportunities or at a minimum not giving them the same chance of success as your hard-earned leads. If given the opportunity, your salespeople will accelerate more quickly and “power up” in fewer repetitions of sales cycles with proven groundwork to help guide them on their path to hitting their quota, time and time again. Why wouldn’t you want to give them every chance to be successful? Be sure to check out our Blog on Live Call Intelligence that can give you some ideas on specifics you need to be on the lookout for when building your people.