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Why Are My Salespeople Not Perfoming as Expected?

Posted by Tony Cole on Fri, Jun 26, 2020

Why do so many of my salespeople fail to perform as expected?  It's a loaded question.  Or, is it?  In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

From poor diagnosis of the right contributing factors for success, to other candidates being eliminated due to weaknesses rather than hiring on sales STRENGTHS, there are specific reasons that not all of your salespeople are performing the way that you thought they would.

Did you hire them this way or did you make them this way?  Let's take a look...

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If you are a sales leader and you look at your numbers and the people producing those numbers, do you ever scratch your head in confusion over why you are looking at a lack of sales results?

Certainly, you didn’t hire these people to be in the middle of the pack or at the tail end of the conga line, but that is right where they are.  I know you don’t believe you hired them that way, but it’s either that, or you made them that way.

Don’t get upset with me here.  The reality is that your team’s performance is a result of who you’ve hired or what you’ve done (or not done).

So, in general, why do so many salespeople fail to perform? I have detailed answers to that question that you will be hard pressed to find anywhere else besides right here.

  • Underperformers have 80% of the desire of top performers. *Note – not all performers have off-the-chart desire – that is about 7% of all top sales people.
  • Those that underperform have about 44% of the commitment to succeed in selling that top performers do.
  • These two factors combine to measure motivational level. Underperformers have about 60% of the motivation of your top people.

SUMMARY – Underperformers just are not as motivated to succeed.

SOLUTION – STOP hiring people that are not motivated to succeed at the highest level of performance!

Using the Objective Management Sales Evaluation, there are over 100 data points to measure the opportunity for sales growth of a sales team/organization.  Additionally, this data helps us to predict the likelihood of success of new sales people and managers. 

Here are some interesting findings based on the raw data I have from assessing salespeople (as well as firsthand knowledge of some of the people in the study).

  • Top performers are trainable and coachable
  • Top performers have a high figure-it-out factor
  • Top performers have a low need for approval and…
  • Top performers score an average of 86.8 (higher score is better) and underperformers score 39.6 for handling rejection!
  • Top performers are hunters, consultative sellers and closers (average score for skills is 55% of required skills while underperformers average 39.6% of required skills)

SUMMARY  Salespeople – regardless of tenure or previous success - need training and coaching. Also top performers handle rejection extremely well and move on.

SOLUTION  Do not hire based on past performance. (It’s like investing in a mutual fund – past performance is not a guarantee of future returns.)  During the interview process, reject the heck out of the candidate – the strong ones will recover and attempt to close you over and over again!

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The following data indicates that sales strengths are better indicators of success rather than sales skills:

  • Underperformers have 85% of the sales skills of top performers and have…
  • Only 71% of the sales strengths that support execution of sales skills and…
  • The severity of their sales weaknesses are 52% higher than that of top performers

SUMMARY – The skills are about the same, but those with strong strengths of desire, commitment, outlook and responsibility win.

SOLUTION – Make sure your pre-hire assessment process looks for strengths and “will sell” rather than just skills, personality and behavioral traits.

So, back to the original question:   “Why do so many of my salespeople fail to perform as expected?”:

  • Poor diagnosis of the right contributing factors for success
  • Candidates eliminated due to weaknesses rather than hiring for sales strengths
  • Too much credit given to sales skills exhibited during interview process
  • Lack of solid training and development on the root causes of poor performance

Now that you have the answers to the question, what will you do about it?

Topics: improve sales, sales management secrets, sales meetings, individual sales success, sales management responsibility, humor, inspect what expect, sales management skills, 8 Steps for Closing, hiring salespeople, sales practice, sales management, sales results, sales management success, improving sales results, sales metrics, inspiration, sales problems, hiring sales managers, sales management, sales success, keys to selling, sales pitch, sales performance management, sales prospects, how to manage salespeople, sales onboarding, hiring better salespeople, sales menagement, sales management tools, #1 sales assessment, hunting for sales prospects, how to improve sales results, initial sales meetings, how to get a commitment to buy, how increase sales, hiring top salespeople, sales recruitment, sales motivation, how to close a sales deal, how to hit goals in sales, sales skill assessment, consultative selling, 5 keys to coaching sales improvement, how to prospect, sales productivity tools, professional sales training, consultative sales coaching, insurance sales training, 5 keys to sales coaching, online sales management training, insurance prospecting system, consultative sales coaching cincinnati, consultative selling cincinnati, sales management training cincinnati, sales productivity tools cincinnati, hiring sales people cincinnati, increase sales cincinnati

11 Concepts For Managing Yourself and Your Employees During Change

Posted by Tony Cole on Fri, May 15, 2020

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change. 

In this article, we bring you 11 concepts to adopt for managing yourself and your salespeople; to help increase sales, productivity, and trust within your organizations.time-for-change-sign-with-led-light-2277784

  1. What would you do if today where your first day on the job?
  2. What kind of attitude would you have?
  3. How would you respond to the responsibilities of your new job?
  4. You would you interact with your new co-workers?
  5. You come in the 2nd day of your new job and the company asks you to do something different. How do you respond?
  6. Who is more valuable in the marketplace, someone that adapts or someone that resists change?

Consider this: “You think you understand the situations, but what you don’t understand is the situation has changed.”  Putnam Investment advertisement

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Concept #1 – Commitment is a gift you should give to yourself

  • What are you committed to?
  • If you are not committed to do whatever it takes to succeed and increase sales, then you must:
    • Set personal goals that are non-negotiable
    • Have a vision of where you want to go (and where you want to end up)
  • Failure to do these things will lead to failure to fully commit 

Concept #2 – Senior management must empower all others to think like a CEO.  If senior management can accomplish this, then non-managers will think and act like they are CEOS; looking out for the entire company, and not only for themselves.

  • Support people to make decisions
  • Train them on how to make decisions
  • If bad decisions are made, it is because of the following:
    • Leadership hired the wrong people
    • Failure to communicate well
    • Failure to train on decision-making

Concept #3 – The use of technology

  • You must use it and demand it of yourself and your team!
  • If you have people that have a belief that ‘You can’t treat old dogs new tricks’, get those people off of your stage

Concept #4 – Flexible thinking and changing beliefs are critical.  There are some truths that you will have to accept.

  • Life isn’t fair!
  • Life isn't fair!
  • Life isn't fair!

Concept #5 – Companies are curious:

  • How can you increase my top line?
  • How can you add to the bottom line?
  • How will you prove it via accountability to measurable achievements?

Concept #6 – Your company will be asking, “Why should I keep you”? 
You must demonstrate that:

  • You are a good employee
  • You work hard
  • You get things done
  • You are capable of learning
  • You have experience that is valuable to YOU and to the future of the compnay

Concept #7 – Lifetime learning

  • Information doubles every 5 years
  • Power and speed of the microchip doubles every 18 months (Moore’s law)
  • The cost of computing drops roughly 30% every year while working faster and better
    • Are you twice as smart today as you were 5 years ago?
    • Have doubled your capacity in the last 18 months?
    • What are you doing today to be twice as smart in 18 months?
    • How much are you costing the company? Are you a better “buy”

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Concept #8 – Job security

  • The ability to initiate new relationships
  • Being able to create and sell creative solutions to qualified buyers
  • Your ability to facilitate decisions to buy from you

Concept #9 – Make sure you contribute more value than you cost

  • The company’s perception about contribution vs cost is the reality
  • You are not entitled
  • Prove your worth
  • If you consider leaving, would the company do whatever it takes to keep you?
  • How is your value measured by the company?
  • How is your cost measured?
  • The value of every company is outside the company (The marketplace) what are you doing to bring that value into the company?

Consider This: “The factory of the future will only have two employees, a man / woman and a dog.  The person will be there to feed the dog and the dog will be there to make sure the person doesn’t touch the equipment.”  Warren Bennis


Concept #9 – Serving others

  • What does it take to please them (everyone in your sphere is a "them")
  • How can you contribute to the success of others?
  • The person at the next desk, down the hall on another floor; make no mistake they are your clients and customers.
  • The "Best Bargain" is based on the value you bring. The consumer will seek and find the best bargain. They will either get it from you or from someone else

Concept #10 – Ownership / Responsibility / Accountability

  • You are responsible for your attitude
  • Philosophy > Attitude > Behavior

Concept #11 – Be a fixer, not a problem creator

  • Create or find solutions vs. announce and identify problems
  • Base conversations and actions on principles rather than your own personal position
  • Focus on getting outcomes instead of creating rules regulations and procedures.

Consider This:  Who are you holding captive for your success, you or your employer?

How appropriate are these concepts today?  Everyone of these thoughts, ideas and action items can and will help you lead yourself and others through challenging times. 

What I think you might find interesting is that these notes are a result of a book I read by Pritchett and Associates titled: The Employee Handbook of NEW WORK HABITS FOR A RADICALLLY CHANGING WORLD.

Price Pritchett does a great job of outlining 13 ground rules for job success in the information age. The booklet was written in 1994!  However, the principles and ideas make as much sense today as they did back then.  Some of the technology data might be a bit off given the advancement of the IT science but if anything, the technology has gotten smarter and faster due to big data capabilities.

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Topics: hire better salespeople, online sales training, hire better people, insurance sales training, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, sales team evaluation, keys to selling success, keys to selling, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

Go For The "No" Early in the Sales Process

Posted by Tony Cole on Tue, May 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process.  It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.  

When we go for the "No", we force a prospect to think of the value we bring to the table as salespeople. Are they really interested?  Will something more come from this meeting?  Go for the "No" early to ensure that you are on the right path with your prospect to increase sales, or move on to the next one!

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One of the keys for more effective selling is going for the "No" early in the sales process. I learned this concept years ago especially when I was vulnerable to "Think It Overs" (TIO). I would get TIOs at several stages in the sales process and maybe you have received them as well:

  • On the initial phone call when you’re trying to get an appointment –
    Let me think it over.  Give me a call next week.
  • At the end of your initial meeting –
    This sounds really good and something I should consider. Let me think it over and I’ll get back to you in the next couple of days.”
  • When you finish your presentation and you ask for the sale – 
    You made a very compelling presentation and we are impressed with your depth of knowledge and your very creative solutions to our problems. Let us meet as a group and go over this one more time and crunch some numbers.  Let’s plan on talking next week.

Sound familiar?

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These TIOs are keeping you from being more effective in your sales process. That’s nice to know or consider but the question becomes,

“What do I do about it?”

Your potential buyer will tell you that they need to "Think it Over" because:

  • They really don’t intend on making any changes, but you impressed them with some information that they want to take to their current provider.
  • They have a "need for approval" and instead of telling you they are not interested, they want to let you down easy. Telling you they want to "think it over" gives you hope and get’s them off of the hook until the next time you talk.

To fix the problem, you must eliminate "Think it Over" as an option for your prospect!

Let your prospect know that when you finish the next meeting, next conversation, or the final presentation, they will have everything they need to make a decision then and there.

You can tell them that you will be prepared to answer all of their questions and when you are finished, they will be in a position to make a decision – a "yes" or a "no."  Then, simply ask what objections they have to that process. 

No hard feelings.  Nothing personal.  Just business.

This one key will help you close more business, more quickly, and at higher margins.

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Topics: hire better salespeople, sales effectiveness training, professional sales training, consultative sales coaching, corporate sales training, sales force performance management, online sales training, insurance sales training, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, keys to selling success, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

4 Steps to Create Loyal Client Advocates

Posted by Walt Gerano on Fri, May 08, 2020

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business. 

If you are looking to increase sales in 2020 and beyond,  it is important to create a consistent experience for your customers and those that chose you to work with in the first place. 

If you are not providing a superior experience, your clients might start asking "Then, who will?"

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Today's question is this: “What are you doing to keep your clients coming back and telling their peers about your business?"

Is your organization providing an excellent consumer experience for your clients? 

Are you getting to know the wants, needs, and pain points of your customers each and every single day?

Are you under promising and over delivering results? 

Now, can you think of a place where you go and wait in a long line, spend a lot of money, and yet, can’t wait to tell others how great your experience was?  Well, that could describe a number of places, but the frame of reference I want to use today is the Disney experience.  

No one would argue with the success that Disney has in exceeding expectations and creating loyal advocates. When you go there your first time, it is more beautiful than you ever imagined.  You have such a magical time that you forget about how much things cost or how long the lines are for almost everything.  

In his book, Inside the Magic Kingdom, author Tom Connellan explains the seven keys to Disney’s success and how they work to create a dazzling experience for all of their guests.  As you read the book, you can only imagine what would go into building and sustaining that kind of relationship with your customers.  

In order to achieve “dazzling”, you must have a process that is consistent and predictable.  People need to know what they can depend on when they trust you with their business.  In other words, it’s not a once-in-a-while thing; it is just the way you do things.

Keep in mind that it does not have to be the same thing for all of your clients.  The way you support your top 20% needs to be different from how you support your bottom 20%.

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But, at the heart of it all, everyone gets the basics.  However, if you want to increase sales within your organization and stand out from the competition, your organization must be willing to impress, dazzle, and treat your advocates like members of your family.  It may sound drastic to some, but there is a reason that some companies truly stand out in a crowded market.

It's the little things that matter in business.

So, how do you create loyal advocates for your organization?

  1. You have to find out what they wantHow do you do this?  Ask!  Give them a list of things to choose from with the option to add things that might not be on the list.
  2. Next, prioritize critical areas. The key here is to find out what they won’t tell you.  How many times have you left a restaurant after you told your server everything was fine when they asked?  Some of your clients may do the same thing.
  3. Identify performance levels and find out where they are setting the bar; don’t assume you know.
  4. Negotiate expectations. Now is the time to deal with anything you are not willing to agree to. Sometimes we say “yes” because we think it’s a deal breaker; just ask and then decide.  If it is outside your process, then you are better served to move on because, unfortunately, it will always be a struggle and they will never become an advocate anyway.

The only way to exceed your customer’s expectations is to know what they actually are, not what you think they are.  Start by having that conversation first and soon you will have them coming back for more and telling their friends.

Topics: sales effectiveness training, banking sales training, professional sales training, consultative sales coaching, corporate sales training, sales training courses, online sales training, insurance sales training, handles rejection, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, insurance prospecting system, assessment tools for salespeople, life insurance call script, sales team evaluation, keys to selling success, prospecting personality definition, star sales training, keys to selling, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

How to Sell in Any Market

Posted by Tony Cole on Fri, Apr 17, 2020

There is always something going on in the market that makes selling difficult.  However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.

Take this time to really get to know your clients and their needs, fears, and pressures so that you can help solve their problems, while helping to push both of your organizations forward.

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Earlier this week, I conducted a 30-minute Live Zoom Broadcast titled, “How to Sell in Any Market”.  The primary focus of the session was to help people understand the following:

  • There is always something going on in the market that makes selling difficult. If you’ve been in sales long enough – more than 10 years – something is always happening with the economy, politics, health crises, competition or decisions made by your company.
  • Don’t let outside conditions be the reason you don’t succeed. Maybe the market has shrunk as it did in 2008 – 09 but it didn’t disappear unless you were making recreational vehicles in Elkhart, Indiana or Houseboats in Cumberland, Kentucky.
  • No one owns 100% of the market, so if there are 100 opportunities and the “800lb gorilla” in your market has 20% market share, that leaves 80% for you to go get in addition to taking some of the low hanging fruit from the “gorilla.”
  • Old technology still works – pick up the phone and call someone! Don’t rely on emails that are getting deleted by the dozens.
  • Have a strategy:
    • Get face to face – via virtual technology – with the top 20% of your client list
    • Call and talk to your next 40%
  • Email, or better yet, snail mail the next 20% of those that you believe have the potential to grow to the top.
  • What you are doing today is either helping you race to the top or race to the bottom, you get to decide!
  • Identify the 3 things that you should be doing NOW to help your build relationships and forge friendships, rather than the 3 things that will help you increase sales. Remember, those that you are calling on in B2B business have lots of things they are worried about and buying from you may not be top of the list.  These worries may include:
    • How is my business going to survive this crisis?
    • Who do I let go and what’s the best way to do that?
    • How do I best serve and keep my clients safe and secure?
    • How do I protect myself and my family from harm and illness?
    • How do I take care of those people that have helped me build, run and grow this business?
    • I do have a business to run so unless you are bringing something valuable and unique to my situation, I don’t have time to talk to you or respond to your emails.

In closing, here are some responses below that we received from some of the 50 participants in our session.

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Thank you be safe and stay healthy.

  1. It’s time to make friends not money
  2. Run zoom rooms with top 20
  3. Using the quote about “People want to know how much you care before they care how much you know.”
  4. Change my attitude
  5. Make sure you listen to your clients
  6. Get to know your clients better
  7. Assume that your clients need a solution, not a sales pitch
  8. Short term actions lead to long term results
  9. Your best clients look great to competition at any price
  10. Human Touch in a High-Tech World….love this!
  11. Make friends, not sales
  12. Take advantage of technology, learn to provide creative solutions, pick up the phone and be unique!
  13. Be persistent, but not pestilent.
  14. Think Strategically

Interested in Leadership Development for your organization? While our program is personalized, it will often include an initial in-person kick-off training day or virtual zoom-cast, followed by a series of focused Coaching Calls with the “Leader in Development” as well touchpoints with the Executive team.

Leadership Development 

Topics: hiring better salespeople, train the trainer, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, insurance prospecting system, assessment tools for salespeople, life insurance call script, sales team evaluation, keys to selling success, star sales training, keys to selling, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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