Podcast Episode Details
Back to Podcast EpisodesHow to Get Ahead of 99% of Salespeople
Most salespeople think their role is to complete a bunch of semi-random activities to “hopefully” get a deal over the line.
They set targets to complete a specific number of cold calls, business cases, sent proposals, discovery calls…
And this is not how high performing salespeople operate.
Having our focus spread across lots of non-connected activities each day leads to overwhelm.
This is why salespeople only spend 30% of their time each week actually selling (Salesforce, State of Sales Report) and burn out faster than any pretty much any other career.
I've trained over 2,500+ high performing sellers and the quickest way to improve sales performance for both teams and individuals is to get the sellers is to transform their list of random prospecting and closing activities into a defined, step-by-step sales process that they follow each day.
Each step of the sales process needs to have specific activities assigned to it. Each activity then moves the prospect to the next step of the process. Over and over until a deal is complete, or the prospect is qualified out.
This transforms sales performance because our brains love to follow processes as they have clear start
Published on 2 weeks ago