So many businesses struggle to generate enough new sales to take their growth to the next level…and it doesn’t have to be this way.
Last week, I wrote an article – CEO! Sales Are Struggling Because of YOU! – on why salespeople often struggle to discover and create customer value because of the way YOU talk about your products, services and solutions – what they are vs. what they do specifically for your customers.
In the course of my sales growth advisory, training and coaching engagements over the last ten years, it’s become apparent to me that much of the responsibility for sales organizations that struggle lies at the feet of the company’s most important salesperson: you – the CEO.
If you’re a parent, you’ll know that your kids model what they see you doing and what they hear you say – not necessarily what you tell them to do.
The same applies if you’re a CEO or sales leader – your salespeople will model the behaviours they see, hear and experience from you habitually.
Many of my clients hire me because they want more meetings or @bats.
Those with a more strategic orientation choose to work with me because they want to execute a competitively distinct prospecting and selling motion that starts top-down – with the CEO. They do this because they want more quality pipeline, faster sales cycles, bigger deals and more wins.
Perhaps your sales team isn’t struggling to get enough appointments. If so, you’re one of the fortunate ones.
And, are they winning enough opportunities to hit their quota and for you to hit your number?
If you’re losing opportunities to competition, or your potential customer decides to stick with what they already have after speaking with your salespeople, then competition and status quo aren’t your challenge.
Sales playbooks are a common tool used in the onboarding of new sales hires. The intent behind them is sound – to accelerate the time to productivity of new sales hires so that they and the hiring company are successful. Seems to be an obvious win/win.
CEOs and Sales Leaders! If the customer testimonials on your website are from VP, Dir, or Mgr job titles, then your salespeople are prospecting and selling too low.
How do I know?
Ah, those elusive unicorns! The “A” player salesperson.
Everybody wants them – and there aren’t enough to go around.
So, how can you identify if you’re interviewing an “A” player vs. a good “B” player?
Here are a few signs based on my experience as a former sales recruiter, sales leader and company executive.
In today’s hyper-competitive market, what are your new business sales hunters doing differently to accelerate your sales cycle and improve your win rates?
If they’re anything like the growth leaders I work with, they’re making sure their salespeople are prospecting to and speaking with the person who can say yes to what you sell – the ultimate decision maker: the CEO or their designated senior executive.