To increase sales, profit and top line growth. To build a world-class sales team that rivals the competition and dominates the market.
It's a known fact that the 80/20 rule applies to virtually all sales teams, that about 80% of your sales are produced by only 20% of your salespeople. And what's worse is that an even a lower percentage of sales managers are effective at coaching-up the bottom 80% of your sales team.
Part of the problem is bad hiring decisions. The other part of the problem is ineffective coaching. As a result, virtually all companies experience high turnover (costly) or worst yet are keeping dead-weight on their sales team draining them of profits and moral (sound familiar?).
What can you do differently (and better) that will help you make better hiring decisions and train your salespeople more effectively to achieve the above stated goal? Free 30 Minute Consultation with Michael>>
What would you think about a Doctor who prescribed major medications to you or a loved one without having first given you or them a thorough examination, tests, and blood work? Not much, right?! But that is exactly what most companies do when they provide sales training to their people - it’s one size fits all (the ole' shotgun approach). They say to their salespeople, “this is our sales methodology, these are the skills you need to master and this is a list of daily activities you must perform in order to be successful (does that sound a little familiar?). It makes sense right? Well, not really. If it were that simple all your salespeople would be rock stars and super successful. But we know that’s not the case (studies reveal that about 80% are not performing at the level they need to be). Don't get me wrong, those things are very important but they are not nearly as important to the success of your sales team as understanding what makes each salesperson tick. In other words, what drives them, what are their core competencies, what's their mindset, what are their strengths and limitations and what mental roadblocks are holding each salesperson back from succeeding--ALL relating to sales. Therefore, the key to having a sales team full of sales studs (and studdesses), not duds (and duddesses) is not just providing them with the road-map to success, but more importantly getting them all to consistently follow the road-map and execute on it every day. Therein lies the challenge and problem. And that problem will never be solved until you have a deeper understanding of what makes each salesperson tick and how to motivate each of them so they take action on what matters most...so they make more sales. Remember, it all starts with making good, better, okay, the best hiring decisions. But how?
Well, it's pretty clear that first, you have to get the right salespeople on the bus. That means you have to make better, more informed hiring decisions. Not decisions like you've made in the past that were based on gut feelings, what the resume said or how the interview went, but rather decisions based more on scientific data ascertained from an assessment taken by the applicant prior to hiring. This is important, it just can't be any assessment, it has to be an assessment specifically designed for salespeople that will determine their likelihood of success "in sales". More on that below.
Second, how do we take the salespeople you already have on the bus and make them better? The goal is to take the approximately 80% of your under-performing salespeople and transform them into sales superstars or at the very least seriously elevate their game. Like I said above, the key is not just providing all your salespeople with the road-map to success (sales methodology, skills training and daily activities), the key is getting them all to consistently follow the road-map. That's the challenge and the only way to do that effectively is by having a deeper (more scientific) understanding of what makes each salesperson tick, what their core competences are (relating to sales) and how best to motivate each of them so they take action on what matters most (making more sales). And that can only happen by having each salesperson take a sales and behavior assessment, whereby, strengths will be revealed and weaknesses (gaps) will be uncovered. Then and only then can an effective “individualized” coaching plan be created for each of your salespeople, ensuring the highest likelihood that the “road-map to sales success” is executed on consistently so the desired sales results are achieved consistently.
As a peak performance coach committed to delivering the very best results to my clients, it was critically important that I had a sales assessment that matched my level of training and enhanced the ROI I delivered to my clients. Hiring or training salespeople without using an assessment is like a Doctor prescribing medicine without examining the patient first and doing the necessary tests. It just doesn't make any sense. And certainly will not deliver the best outcome.
Spot-on sales assessments when used in combination with my peak performance training are the winning combination to increased sales, profits and top line growth. That's how together we can build a world-class sales team that rivals the competition and dominates your market. It's GO time!
FREE 30 MINUTE CONSULTATION WITH MICHAEL>>
"Prescription without diagnosis is malpractice in any industry."