CEOs and SALES LEADERs: if, as research firms suggest, 53% of sales reps are not hitting quota, this is a LEADERSHIP issue. 2 suggestions…
- Review your value proposition and messaging. If it looks and sounds like this, then you need to change it because it is focused on you/your company and not your potential customer.
“I/we help companies to…”
This OLD message framework forces your sales people to focus on “why choose us” messaging, which stops them from creating outcome, impact and results focused messaging that your potential client will be interested in. This OLD messaging framework positions you/your company as hero.
Focusing on impact/outcome/results messaging answers the “why change, why now” question in the clients mind and positions you/your sales people as guide and mentor and your clients as the hero. Think you as Obi Wan Kenobi and your client as Luke Skywalker.
2. Are your sales people talking to people who can say “yes” AND mobilize internal resources and create or access budget (according to The Chasm Group 85% of budgets are already spoken for on existing initiatives) ?
To often sales people are wasting their time with mid ranking executives who are “invested in the status quo, can’t say yes, but can say no.” And, even if they are working with a mid ranking exec who wants to drive change, the mid ranking exec probably can’t push the deal through/up the chain of command.
What difference would it make to your business if your sales people were speaking to executives who are interested in change or can drive change…and create budgets?
And here’s the kicker. If you’re a CEO or Sales Leader reading this, what would you do if you wanted to do business with another company? Would you reach out to a mid ranking exec with a Manager, Director or even a VP title?
No? Why not?
The answer I get from most leaders is because they know that decisions to change are made at the C suite level and that those decisions are made fast.
If that’s the case, then why are you letting your sales people prospect into mid ranking execs where they have low probability of success (research from SBI shows that as much as 58% of deals end in ‘no decision’.) You’re wasting your sales people’s lives and putting your company’s growth at risk.
If you’d like to have a conversation about how to solve for these issues, contact me. I’ll share some uncommon ideas and insights that could well accelerate your growth trajectory.