Why do Some Salespeople Succeed Where Others Fail?

The answer to this question is critical when developing, promoting or recruiting and selecting Salespeople and is one that could cost your organisation plenty. How Much? Numerous empirically (evidence) based research studies have found that Salespeople improved their Sales Performance by an average of 23% when compared to salespeople who do not receive Sales Training.

Two Big Myths around poor sales performance in Salespeople
 

1.   The first big myth surrounding poor Sales Performance in Salespeople is
that it is caused by a lack of competency (skills, knowledge and abilities).
In other words, Salespeople would sell more and be recognised for it if they only knew what they had to do; right? Wrong!!!

Many well credentialed and high profile Sales Training gurus end up delivering a training program that teaches Salespeople a whole bunch of stuff they already know. While lack of ‘competency’ may be contributing to poor Sales Performance in some Salespeople, by far the failure of many otherwise competent and capable Salespeople can be most attributed to a lack of ‘willingness’ to engage the competencies they already have!!!

2.   The second big myth around poor Sales Performance in Salespeople is that any and all learning from Sales Training will be immediately and successfully transferred into the workplace in the form of increased sales. As many sales training participants and managers will testify; this is rarely true. Many otherwise well designed and delivered Sales Training interventions fail because the training participants were unwilling or unable to transfer their newly acquired Sales knowledge into the day-to-day functioning of their job. The result is a negligible effect on sales performance and a poor return on investment from your well intentioned, but ineffective Sales Training investment.
 

Consequences of Poor Sales Performance That Will Cost You

·                Fewer Customers

·                Smaller sales

·                Reduces Sales margin

·                Poor Customer Satisfaction

·                Lost repeat business

·                Poor Productivity

·                Salesperson  Turn-Over

·                Salesperson Burnout

·                Low Morale

·                Conflict

·                Absenteeism and social loafing

·                Poorer Sales Talent Pool

·                Mistakes

·                Lateness/Tardiness

·                Increased Costs

·                Poor Quality

·                Tarnished Reputation

·                Increased OH&S Risks

 

Here Are Just Some Of The Success Factors That Lead To
Exceptional Sales Performance:
 

·    Persuasion: The ability to convince potential customers of the value of one’s 
    product or service in such a way that it is accepted by them

 
·    Gaining Customer Commitment: The ability to enrol Customers in their idea,
    solution or recommendation        

 
·    Goal Directedness: The ability to maintain direction and stay on target.
 
·    Handling Rejection: The ability to bounce back and not take rejection,
    or criticism personally.   

 
·    Initiative: The ability to initiate own actions without an external catalyst.        

 
·    Long Range Planning: The ability to identify long-range goals and design
    realistic plans to attain them.    
     

·    Persistence: The ability to remain motivated to accomplish goals in the
    face of adversity or obstacles.      
       

·    Results Orientation: The ability to identify actions necessary to achieve task
    completion and to obtain sales results.
 
·    Self Starting Ability: The ability to find one’s own motivation for
    accomplishing a task, and the degree to which a person will maintain
    that course in the face of adversity.
 

·    Customer Motives: The ability to understand the needs and desires of
    Customers such that this knowledge may be used to motivate and
    influence them

 

WHY IS QUANTUM DIFFERENT?

Using the latest empirically based sales training methodologies, Quantum will custom design a targeted and needs based behavioural sales training program, specifically aimed at bridging the behavioural gaps holding your sales professionals back. Based on principles of discovery and adult learning, Quantum delivers the training material in a way that stimulates and challenges your sales professionals such that they are actively involved in their own learning. Upon completion of the sales training, Quantum activates an individually tailored, one-on-one sales coaching program that assists each of your Sales Professionals to integrate their new Sales knowledge into their jobs and have a profound and meaningful impact on sales performance.

SALES TRAINING FEATURES