Solutions to most sales challenges lie within strategy, process and tools. With QCSS Sales Mastery you can focus your energy in these three areas for more consistent, repeatable sales behaviors.
Mastery requires deliberate practice and genuine endeavor, and its rewards include higher quota attainment, faster ramp-up time, and enhanced sales skills for everyone in your organization.
1. Establish a coaching culture
Every sales leader and CEO hopes that their salespeople achieve sales mastery. They recognize the fact that those who do have achieved it tend to be higher performers, more fulfilled individuals who earn promotions faster than their counterparts who don’t.
Mastery in sales requires purposeful practice and the pursuit of objective metrics. To accomplish this goal, sales organizations must establish an effective coaching culture.
To create an effective coaching framework, it is critical that managers and reps set clear expectations about mandatory coaching processes and maintain consistency of coaching methods so salespeople understand that this part of their job duties.
An effective coaching process should include call coaching (before, during and after sales calls), role plays, reinforcement plans and teach-backs as essential components to helping salespeople master sales techniques and ultimately increase bottom line performance. By taking this approach you will see positive effects in terms of revenue.
2. Teach-backs
As sales professionals, we possess many tools that support virtual coaching and sales enablement; yet CSO Insights reports that sales rep quota attainment remains below 60%; there is room for improvement here.
Salesmasters are open-minded learners. They listen with empathy and strive for win-win outcomes with customers. Sales masters recognize that everyone sees the world through different eyes; therefore they seek to recognize these different lenses and approach customers as equals without showing ego or creating barriers between themselves and them.
No matter your professional status or leadership position in B2B sales, this dynamic virtual coaching experience can bring tremendous benefit. This program consists of high impact learning bursts over an extended period so it’s easy to incorporate what you learn into daily routine and build sales mastery as part of the daily experience.
3. Reinforcement
For salespeople to achieve mastery in sales, it is vital that they have access to an effective reinforcement plan. Such plans should include scheduled coaching (before, during, and after sales calls), role plays, team meetings to go over specific topics, gamification tools as well as any other appropriate approaches that help salespeople take their newly acquired skills and put them into action.
Be sure to include reinforcement activities tailored specifically for each of your high priority capabilities. Pop quizzes with explanations for answers are another effective way to reinforce learning and keep reps engaged.
QCSS helps you design a sales mastery training program tailored specifically to your abilities and needs. Whether you are an independent consultant managing multiple client projects or a startup with limited staff resources, finding an appropriate sales training solution can help your business expand and prosper. Contact us for a complimentary consultation session!
4. Continuous learning
The best sales professionals strive to continuously develop. They adopt a “learning mindset” and look out for information and perspectives that will enhance their skills, increase effectiveness and help win more business. Doing this allows them to understand that sales = income while they strive to maximize every buyer interaction.
Smart organisations recognize that continuous learning is the cornerstone of improving salespeople’s performance. They establish standards of sales excellence – including articulated selling-buying processes – then implement leader-led development programs that continuously train and coach their sales teams according to these standards. This eliminates “sales drift” while keeping everyone on a single methodology; additionally it saves both time and resources by eliminating retraining requirements; it is an ideal approach for both large and small B2B sales teams alike.