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 post-pandemic new normal.
I prefer interactive presentations to create engagement while improving retention when I speak at events. I opened the session with a question:
How many 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?
Not one arm was raised, so I changed the question.
How many leaders feel with 75% certainty their sales teams have the sales effectiveness to deliver 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 to deliver this years’ sales plan?
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 gaps we 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.
What do our buyers want and need today?
They want business consultants masquerading as salespeople.
Buyers want salespeople who have industry insights and share things not found on their websites. Buyers want and need sales reps to evolve into trusted advisors.
What skills do top-performing trusted advisor salespeople have in common?
Value Selling Skills
Comfort talking about money
The need to be respected
Business acumen
Do you have the right people in the right role with the right skills for today?
Over 60% of CEOs surveyed shared they have adjusted their sales structure post-pandemic.
When we assess the sales skills, beliefs, motivations, systems, and processes today, we can determine if our sales teams need training and coaching.
If you want to raise your hand high with 100% confidence that your sales team will deliver the sales plan you promised your shareholders. We suggest the following.
- Assess sales skills by role
- Capture the voice of your customers
- Invest in sales skills training and coaching to close any skills gaps you discover
If your team wants to learn more about sales effectiveness, please reach out, and I would be happy to help you.
