How far can you and your team improve, right now? 10% 20% 30% higher?

Killer Strategy #2

Raise Every Salesperson’s Results: model and spread winning behaviours to everyone else

Sales effectiveness is a function of motivation, confidence, competence and curiosity.

Effectiveness = Motivation x Confidence x Competence x Curiosity

or…

E = MC3

(No longer a Theory of Relativity, nor rocket science, get everyone winning!)

Motivation: better yourself, seek wisdom, explore below the surface, relate to people and situations, analyse facts, follow process

Confidence (as opposed to arrogance) know, execute: when to listen (ask), when to learn (bide time) and when to advocate (articulate)

Competence and knowledge in 4 verbs, to: Connect, Inspire, Prove and Proceed

Curiosity (to explore below the surface) about: selling, the customer, the customer’s industry, self, technology, your company, the world, and beyond….

So what do top performers do differently from average performers?

I have personally researched answers for 15 years. My studies include cross industry interviews and workshops with hundreds of salespeople, sales managers, directors, consultants and customers around the world.

International clients include: IBM, Cisco, Xerox, Reebok.

UK clients include: Northgate HR, Erevena, Tibco and Cotoco Ltd

So now I …

  • Model what your top salespeople and consultants do and …
  • Provide (with my associates at Cotoco Ltd and Rotherfield) you with a "transfer mechanism" to get your whole salesforce mimicking top performers.

Outcome: average performers (and newcomers) pick up the winning behaviours and techniques, used by your top performers, in minutes.

Simple!

Case Study: A pan Europe, Middle East and Africa (EMEA) survey, by a Top 5 Global IT Firm, reveals a boost in sales millions of dollars.

  1. UK, Regional Business Development Manager: "Sales are up because 30% more Account Managers are going out and selling solutions that otherwise wouldn’t have."
  2. Middle East and Africa: Within 6 months of the launch, sales surpass $2.5M, in a region where hitherto, no Account Managers had been selling these solutions proactively.

    3. Q: "How much has the approach contributed to the $2.5M revenue sum?"
    A: MEA Regional Business Development Manager "Contribution to sales? I’d say more than 8 out of 10."

  3. Scotland: Regional Channel Partner Manager: "I started in May. The subject matter was new to me. I hadn’t been on any courses. I shared your "transfer mechanism" with our Business Partners. They were impressed.
    It’s now July, I’ve displaced our competitor as Business Partner of Choice and just won the first piece business, worth over $100,000,, that competitors were due to win.."

…on to Killer Strategy #3