High Performance Sales | Blog

I spend a lot of time interviewing sales leaders to diagnose their sales challenges. The number one theme I hear? Their teams don’t know enough about their customers. They don’t ask the right questions, don’t ask enough questions, and don’t apply what they learn to sell more.

Typically, my question back to them is, “So what are you doing about it?” I’m a firm believer that teams will rise to the expectations of their leaders, but those expectations need to be clear, succinct, and consistently applied and measured.

I also know that it takes 30 to 60 days of consistent focus to change behavior (the behavior of the sales professional AND the leader). Widespread, long-term change is daunting, though, so, here is my challenge to you… Take a 60-Day Sales Discovery Challenge with your team.

We suspected this would happen, and then we got confirmation from the Sales Ops team at our largest client.

“Some of our best sellers have become some of our worst,” they said.

The client was describing a subset of sellers who had historically been star performers based on the strength of their relationships; especially those who had relied heavily on face-to-face socializing.

“It’s the ones who never had to lean into any technology, because they were successful without it,” the lament continued. Pipelines already under stress were absolutely going to be affected.

If you manage sellers, frontline sales managers or indeed anyone, you understand they’re under stress, apprehensive, and craving any type of normalcy until actual normalcy returns.

Most sales leaders we talk to are currently in break/fix mode: Some are having to shrink their organizations or reduce pay. Most are trying to figure out how to help customers whose businesses or entire industries have been upended.

All are worried about the health and safety of their teams in addition to working hard to help sellers quickly become accomplished in a virtual environment. The key to managing much of this lies in how you’re communicating with your team while stress is running high.

I spend a lot of time with sales leaders and my hat goes off to the hours they work and pressures they accept in their role. Their job is a hard and often thankless one dealing with complex client, employee, organizational, competitive, and financial pressures.

Sales leaders have a great capacity to reinforce essential selling skills in their teams, but all too often, the day-to-day demands get in the way. While dealing with daily pressures and fire drills, many of their reps are stumbling on fundamental selling skills. The ones I hear a lot about are: 1) discovery/questioning skills, 2) navigating and answering the tough questions, and 3) delivering relevant and powerful value messages.

Here are three techniques to put the creativity back into coaching and develop these key selling skills amongst your team.

The composition of generations in the workforce today is different than ever before. Each generation has unique traits that impact the way people think, communicate, and buy. It can be a tricky selling environment, especially if you do not understand and embrace these nuances.  

So, how can you equip your sales force to sell across generations? Here is your field-tested cheat sheet to help you better understand - and sell to - Millennials, Gen-Xers, and Boomers.

We asked the best of the best of our sales superstar network to tell us what drives their off-the-charts performance.

The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.

This is the 3^rd and final episode in the series in which I have shared my thoughts and ideas regarding some of the critical roles in the sales effectiveness world… all roles that I have had the distinct pleasure to play. We have addressed those who sell sales effectiveness solutions and sales training, as well as those who buy these solutions. In this final segment, I would like to talk specifically to my current peers – my sales training and coaching colleagues.

How can you equip your sales force to sell across generations? Here is your field-tested cheat sheet.