leading breakthrough sales performance: 6 quick tips for every sales leader
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Times have changed, and it’s time for sales leaders to take action. Making basic changes to the way you manage and motivate your team can lead to big results. Sticking with the status quo means getting left behind. To help you get started, I’m sharing 6 crucial tips for every sales leader.TRANSCRIPT
Leading BreakthroughSales Performance
How the world’s best brands are turning customer transformation into an opportunity for growth.
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Being a sales leader is a lot different than it was 20 years ago. Or even 5 years ago.
First things first:
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Customers are more informed. The sales cycle looks completely different.
What’s changed?
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Peter OstrowThe Aberdeen Group
“Because of online research, the pendulum
of power has swung very much over toward
the buyer. The majority of the decision cycle
happens before the sales rep ever speaks
with the prospective buyer.”
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Leading a sales team isn’t a hands-off, corner-office job anymore.
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How can you make sure your sales team is ready to meet customers where they are today?
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Today’s most successful sales reps have a
very different DNA than they did a decade
ago. Look for salespeople who are curious,
interested in the industry, and committed to
managing their own learning and
self-development.
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Teach your team how to thoroughly prepare for every sales call and ask customers insightful questions.
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Then, audit every call. Give reps direct, honest feedback. Manage underperformance. Raise the bar.
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Questions you should ask after a sales call:
What are your customer’s key value drivers?
What commitment did you earn today?
Are you advancing the relationship or just presenting information?
How did I add value?
How will I be remembered by the people I worked with today?
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Engaged employees are driven by:
A feeling they can grow and develop at work.
Confidence in the future of the organization.
A sense of personal accomplishment at work.
Being connected to the organization’s values.
(Source: Modern Survey study, fall 2013)
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Create team goals and celebrate big wins. People are motivated by working together and achieving goals as a team.
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Millennial.mil•en•ee•uhl
noun
1. Anyone who was born between the early 1980s and the early 2000s.
2. Your new workforce.
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Millennials approach work differently than Gen Xers or baby boomers.
They want regular feedback, coaching and career development.
They like using new tools and technology.
They value flexibility and open-mindedness.
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But that doesn’t mean they’re lazy.
Once millennials get into the workforce, they generally want to have an impact immediately.
“They have career aspirations, they know they’re going to work hard, and they already have their sleeves rolled up.”
- Aaron Williams, sales director, HP
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Smart companies are shifting to be more compatible with younger workers’ expectations.
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New tools make it easier than ever to gather data about your team’s performance. Use that data to make smarter leadership and coaching decisions.
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72% of B2B buyers said they used social media to research the solution they purchased.
(Source: Demand Gen Report research, 2014)
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Social media is the ultimate leveling of the playing field. Every tweet, blog post and video is a potential sales asset.
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Social selling isn’t about the latest tools or technology. It’s about meeting your customers where they are. Social media helps power referrals!
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5 things you need to do right now if you’re a sales leader.
Watch the video:
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Get the full story, including examples from sales leaders at the Dallas Cowboys, Grainger, Hewlett-Packard Co., MassMutual and Medline.
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