Almost all typical sales training programs focus on knowledge sharing and not on skill development. With the increasing velocity of business and growing competitive pressure, traditional sales training is simply not keeping up.
Who has time to sit through a seminar instead of being out on the road or on the phone selling? Studies show that with traditional training often only high performers – about 20% of participants – benefit from training and build new skills for sustainable impact.
The remaining sellers view training as an event and move on. Following our Four Stages of Selling Proficiency and research-based strategies, the same 80% are Stage I and II sellers and account for only 20% of revenue. Your top 20%, Stage III and IV sellers, create demand and succeed by understanding sales as a management science.
You can elevate sales people at every skill level and transform your entire sales team into high performing, demand-creating sellers. The way to move everyone up the sales performance chain is to help each person understand and leverage three game-changing habits:
To truly instill these winning habits you need to understand the behaviors of sellers. By knowing how individuals and teams are learning and selling, you get an inside look into what is working and what is not. This data is prescriptive, so you can guide your sellers to work on specific aspects that will boost their habits. Some key behavioral metrics to consider include:
Highlighting these metrics leads to behavioral change. You can see the game-changing sales habits take hold and lead to bigger, better deals.
Start instilling the habits that will create demand and value in their live deals. Your team will keep selling while they continue to improve their habits. You’ll see an improvement in your revenue, too.
[The Holden Adaptive Platform is built around driving game-changing sales habits through behavioral analytics. Learn how you can transform your team with our free white paper.]