Salespeople work hard. They try to be better. Do things faster.
Make more calls. Get more appointments. Feed the sales funnel. Fill
the pipeline. Drive to close. Drive to open. Drive. Drive. Drive.
What can they do in order to accomplish more with less? Is 'more'
even the right focus? Do they really have 'less'? More what? Less
The answer is not continually beat up a sales team for
the reasons why a sale wasn't booked. What's important is to
understand how you can help the salesperson with their selling
style and their target's buying style; and how they can integrate.
What does it take to make a sale lately?
Salespeople focus on the "Sales Cycle." The problem with the
traditional definition of the 'Sales Cycle' is that it is focused
on the sales team and not on your prospect first. More recently,
the focus has shifted to the 'Buying Cycle' and learning how to
synchronize it to gain a win-win relationship. To sell successfully
in today's market, your focus must be on the integration of the
'Sales Cycle' and the 'Buying Cycle' into an overall sales system
based on trust, ethics, win-win, and driving towards a transaction.
This "commerce cycle" is rooted in the buying and selling
relationship, with special emphasis on value - the value that both
the buyer and seller each bring to the relationship.
Driving your sales means to understand "What" the sales profession
is. To do that, salespeople must continuously improve and seek the
help of books, tapes, seminars, and others. Find the "what" as it
pertains to you - the truth is out there.
What is selling? Do you know how buying and selling integrate and
how to help salespeople within that relationship? Just like the
laws of nature, for every action there is an opposite reaction. The
same holds true for sales.
To effectively sell, help the sales person realize:
1) the buyer(s) and his/her buying cycle(s),
2) their sales cycle, and
3) how and when the two intersect.
Accomplishing these three points will 'reduces the sales cycle.'
Understand the buyer(s), and the buying cycle(s), and the
salesperson will understand the commerce cycle - then he or she
will be widely successful.
All sales professionals, no matter their functional area of
expertise should be able to understand the strengths and weaknesses
of their selling abilities in their various markets. Having a
"universally functional" understanding will help you attain higher
levels of sales success. Various examples of universal
functionality may include: solution selling methodologies,
commodity selling methodologies, high volume selling methodologies,
and methodologies used when selling a service.
It's a cluttered sales world out there, and you need to help
develop a model that helps you better understand the balance of
selling and buying in today's global economy. The model you develop
must be rooted in an understanding of the seller's activities and
the buyer's activities. Strive to make your model open and flexible
to account for faster or slower sales cycles.
From the CEO to the front-line sales representative, the key is to
develop an organizational understanding of the processes and
framework of professional selling. Professional sales people are
the revenue generating engines of any company. Yet few sales people
are measured on standardized metrics of performance. Often, a "what
works for you, won't work for anyone else" approach is taken when
it comes to training and nurturing the professional sales person.