Sales is an interesting profession; too often people believe that you’re either born a natural salespeople, or you’re not. While some people certainly seem to possess the innate skills necessary to excel in sales, that doesn’t mean that others can’t rise to sales “superstardom.”
At QuotaFactory, we pride ourselves on our training programs; with over a decade of experience, we have identified best practices and developed skill sets that allow our reps to hit the ground running and provide top-tier service for our clients. That being said, we can’t rest on our laurels, and that’s why constant coaching and feedback are important for not only us, but for every sales organization, to make sure reps are blowing out their quotas each and every month.
Here are three techniques we use here that will help sales reps become sales superstars.
1. Plan and Share a Vision with your Sales Reps.
This may be one of the single most motivating factors for sales reps, especially those new to the field. Many reps do not realize how many times they need to hear “no” before they hear a “yes” and that can be defeating, leading them to lose faith in themselves and their abilities. Creating and sharing a vision with your reps allows them to see the end goal. This should not only pertain to their sales process, but should also incorporate into their career aspirations and even life goals.
If people can envision themselves as successful, and have a written plan to do so, then likelihood of success is heightened greatly.
2. Your Sales Meetings are not Effective.
How many times have you sat in a weekly or daily meeting droning over the same action items over and over? Now think about how useful you find these meetings or how much you’re actually paying attention. if your answer was very little, your sales reps are likely thinking the same.
Rather than just going over the same KPIs, quotas and announcements, use your meetings as time to train. Rather than three half-hour meetings a week, have one hour-and-a-half meeting and use this as an opportunity to foster an effective environment of peer coaching and collaboration. Have reps do mock calls, handle objections, and brainstorm new unique ways to approach prospects in this time.
3. Share Best Practices.
Now this one may seem so basic that it probably shouldn’t belong here. However, the funny thing about salespeople is that, by nature, we do not like sharing tricks of the trade with our colleagues because — as we’re all familiar with — in sales, one day a technique will work, and three weeks later, your prospects will turn numb to them.
Once a sales rep uncovers a trick of the trade, they usually want to keep it to themselves and utilize it for as long as possible. If they share their tip, they think it will circulate and sooner or later will no longer work.
During your weekly meeting that I outlined above, encourage each of your sales reps to share at least one best practice. They may be hesitant at first, however they will soon find that their numbers will rise. While they may be giving up a “trade secret” of their own, they’re gaining many more to apply to their call plans and will be excited to continue to share and learn from their peers.
What type of techniques are you using to ensure your reps are sales all stars?
While these are just a few tips that I like to use with my team here at QuotaFactory, there are many more out there to help your team exceed quota. So in the spirit of this article, I encourage you to share some of your favorite training techniques with us below.