When it comes to the question of ways to create more sales, most sellers will tell you “the mantra is to work harder” to double or triple the current efforts. But the real equation is to work smarter. Although I pause in saying that as that does not by any means suggest we do not have to work hard as well. If we lack strategy, we are spinning our wheels in all directions and going nowhere. How many of us know someone like this? How effective are they? They thrive on being busy. Busy and productive are two clearly different modes. Busy is BS.
Learn more about ways your sales teams can reduce their labor while still increasing their sales. Undergoing sales training courses in Toronto, Waterloo and Kitchener can equip your team with technical expertise while taking a consultative approach- a difficult combination to achieve.
Do you have “personal responsibility”? Do your team members possess this key trait? As a salesperson, it is difficult to reach your maximum potential until you take responsibility for your wins, losses, and your development. Asking questions like “Cite an example of a customer you’ve lost in the past”, “What’s been your biggest impediment when selling?”, “Say something about an important sale that you’ve lost.” These types of questions will illustrate if you have personal responsibility.
Look for signs of your sales reps shifting blame from themselves to external sources. Being personally responsible prevents putting blame on the market, prices, colleagues, management, customers and just about anything or anyone in between. Although external variables can cause a temporary hiccup in sales, we need to look at the big picture and what is within our control. Look for a sales rep that acknowledges any external factor that may have existed but shifts the focus back to themselves and their own ability to take ownership. This quality helps to differentiate between the future sales superstar from the chronic complainer who rarely meets their target.
Assessing a candidate’s passion, willingness and ability to develop themselves becomes evident by asking questions like “How do you like sales workshops and how often do you attend one?”, “when was the last time you attended a sales conference on your own personal time?”, “What do you do to improve your sales skills?”
Team members who are willing to take the responsibility to invest in their own sales development shows passion, dedication and commitment driven by more than a paycheck. When you actually care about helping your client and making a difference, things start to shift in the right direction.
Taking personal responsibility is a key trait in a great salesperson. Customers, markets, industries and prices will always be variable.
The sales training courses at K2 Performance Consulting in Toronto will equip your sales managers with effective coaching skills to support and retain their team. K2 will work with your team to shift their mindset, become more self-aware and take control of their customer interactions.