How do you grow your people? Do you sit them in a classroom and present on the topic of the day? Do you ask them for numbers and ask for more activity? Do you have weekly pipeline sessions where you talk about every opportunity in their pipeline? Do you debrief more often than weekly and how deep do you go?
In the last few weeks, I've written 5 articles detailing how I grow sales rock stars. Think about the steps in the sales process that your salespeople are supposed to be using.
- Did they do it in order? Did they execute it properly? Why not? Did you not teach them how? If you did, then why can't they do it?
- Did the prospect have a need that you could solve? Did your salesperson find out? Why not? Did you not teach them how? If you did, then why can't they do it?
- Did your salesperson get to the decision maker? Did your salesperson know that they needed to? Did you not teach them how? If you did, then why can't they do it?
- Did your salesperson ask an appropriate number of questions? Were they good questions? Why not? Did you not teach them how? If you did, then why can't they do it?
- Did your salesperson uncover a compelling reason to do something? Did they help the prospect determine the consequences of doing nothing? Did your salesperson help the prospect figure out the financial cost of those consequences? Why not? Did you not teach them how? If you did, then why can't they do it?
Regardless of where they are in the process and what step we need to debrief on, we need to answer two very simple questions with very complicated answers.
- Does your salesperson know what to do? If not, teach them.
- Can they do it? If you've already taught them, why can't they do it?
Why are the answers complicated? Can your salesperson determine the intake style of their prospect and deliver the message in the prospect's style using the perfect combination of verbal and non-verbal at every step in the process?
The answer to the second question is complicated by the salesperson's Sales DNA. Understand that their DNA begins to be formed at birth and is modified by significant events and people in their life. If a piece of that DNA is preventing them from doing what needs to be done, they will not be able to do it until we neutralize that piece of DNA with a work-around or replacement.
Dave Kurlan, the creator of the OMG Sales assessment will be hosting a webinar about "The 6 Hidden Sales Weaknesses that Limit Sales Results" on June 14th to help you answer your questions about Sales DNA. You can use this link to learn more or register.