I recently delivered a keynote for an association for C-suite leaders. Approximately 160 CEOs, CFOs, and other senior leaders in attendance focused on strategically adapting to the postpandemic new normal. I prefer interactive presentations to create engagement while improving retention when I speak at events. I opened the session with a question: Howmany leaders in attendance feel, with 100% certainty, their sales teams have the right sales structure, process, systems, beliefs, and skills to deliver this years’ sales plan? Notonearmwas raised, so I changedthequestion. How many leaders feel with 75% certainty their sales teams have the sales effectiveness todeliver this years’ sales plan? This time about ten arms were raised. How many leaders feel with 50% certainty their sales teams have the sales effectiveness todeliver this years’ sales plan? By Mark Roberts How we Sell is More Important Than What We Sell Today Now about half the room has their arms raised. We should not be surprised by this lack of sales effectiveness confidence. When CSO Insights surveyed sales leaders, they found that only 16% felt their sales teams had the right sales skills to deliver their sales plans effectively. Recognizing less than 50% of most sales teams have not received any formal sales skills training, we often identify specific sales skills gaps when we assess the sales teams’ current state of sales effectiveness. Common skills gapswe see in sales teams include: Discovery and qualifying skills Prospecting skills Consultative Selling Value Selling Closing Negotiations Decision-makers have had enough of pushy sales reps trying to hit their quotas.
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