Most Companies Can Boost Sales From 30-100% in Just One to Two Years

Posted by Dave Kurlan on Thu, Sep 10, 2020 @ 18:09 PM

maserati

Your teenage daughter, growing 4-6 inches per year, asks for two new pairs of sneakers.  She's already outgrowing 3 pairs each year and these two, which are completely unnecessary, would keep her in fashionable footwear for only a few months.  It would make total sense for you to say, "Let's wait a few months until you've stopped growing so fast."

An employee asks for a new car, believing that an SUV crossover (not the Maserati in the picture!) would be more practical than a mid-size sedan.  There are 8 months left on the lease so it would be completely reasonable for you to say, "Sounds good.  Let's make that change when the lease comes to an end in 8 months."

In both 2012 and 2016, companies everywhere were telling salespeople, "We're going to wait until after the election."  There was tremendous uncertainty surrounding those two elections and companies didn't want to commit to anything until they were sure who the next President of the USA would be.

Surprisingly, in the year of the pandemic, salespeople are not hearing the dreaded, "We're going to wait until after the election."   Despite the polling, pandemic, and incredible divisiveness, companies are not pushing the pause button.  But why?

It's not because salespeople have become so strong that they have obliterated that put-off!  89% of all salespeople accept stalls and put-offs and that's changed by only a quarter of a percent since before the start of the pandemic.  That's right.  There has barely been a change in salespeople's ability to overcome stalls and put-offs since before the pandemic.  Ugh.

Biden has promised to raise both the corporate income tax and the capital gains tax if he gets elected so it can't be fear of that.  

It's not because there's a vaccine on the way which will help stop the spread of the virus because when it comes to Covid-19, nothing is certain.

So what is it?

Many companies already experienced at least 3 to 6 months of uncertainty and they can not withstand even 2 more months of that.   As a result, companies are investing, streamlining, expanding, hiring and going all in to save their 2020s, and position their companies for historical growth in 2021.

As I review what our clients are hearing, what OMG's partners are sharing, and adding my own anecdotal experience, there has never been a better time to sell!

But seller beware. Favorable conditions do not equate to easy selling.  There is tremendous pressure on margins, competition is fierce, and the selling challenges are more difficult than ever before.

Current conditions require resistance proof sellers however only 54% of all salespeople fit that description and that's improved by only 1% since the start of the Pandemic.  Current conditions require salespeople to take a much more consultative approach and sell value.  Unfortunately, only 12% of all salespeople have the Consultative Seller competency as a strength and only 30% have the Value Seller competency as a strength.  Among the weakest of all salespeople - that's half the sales population - the percentages drop to 2% and 7% respectively.  As we begin to purge the virus, how can companies surge when half of their salespeople suck at selling?

Companies don't really look as I just described them.  We don't see many companies where half the people in the sales organization suck.  In many of the companies whose sales organizations we evaluate, most of the salespeople suck!

You don't think that applies to your company but you aren't really sure whether a quarter, a third, half, or all of your sales force sucks because some of your people sell more than others.  Don't be misled by distribution of revenue.  Keep in mind that distribution of revenue usually has more to do with quality of the territory, number of established accounts, size of the established accounts, length of time in the industry, repeat business and call-in business than sales capabilities.  There are only two ways to compare the relative sales capabilities of your salespeople:

  1. Have every salesperson look for new customers under the exact same conditions (calling on the same size accounts in the same vertical against the same competition in the same territory)
  2. Have us evaluate your sales force and from the more than 180 findings and 21 Sales Core Competencies, compare Sales Percentile scores.

The ability to compare the sales percentile scores of your salespeople is not the ideal reason to evaluate your sales force.  But identifying where your challenges lie and learning what it will take to significantly increase sales is. Large and small companies alike that evaluate their sales teams learn that with targeted training and coaching in the areas identified, sales increases of between 30-50% within one to two years are very achievable. Some companies are able to double sales in the same period of time.

This is not the time to purposefully do nothing, wait and see, or worse, hope for the best.  Improving sales effectiveness has a greater impact on your top and bottom lines than any other thing you can do, including cost-cutting, operational efficiencies and lay-offs.

When it comes to sales transformation, you don't say, "let's wait until things get better" because sales transformation is the very thing that makes things better.

Topics: Dave Kurlan, Consultative Selling, sales process, objections, sales statistics, election, selling value

The Benefits of Completely Bashing Your Competition

Posted by Dave Kurlan on Wed, Oct 26, 2016 @ 16:10 PM

circus.jpg

Image Copyright: 123RF Stock Photo 

The circus will be coming to an end in just under 2 weeks.  Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos.  In the past 60 days I'm certain that even if you don't live in the United States, you've seen at least part of the circus.  Yes, even you.  I'm referring to the circus known as the 2016 Presidential Election. It has moved from ugly to downright terrifying as we watch two presidential candidates slinging the most horrible attacks on each other.  And the worst part is that most of those attacks are well deserved.  But there is an important selling lesson we can take from all of this.  Does bashing your competition ever work?

While it was expected that we would hear each candidate attack the others in their 3 debates, on Twitter, and in their television advertising, we didn't expect it at the recent Al Smith Dinner in New York City.  It was a festive environment with completely different expectations, but after the two candidates finished telling their best jokes, they each went on the attack. The attacks were not well received and there was even some booing.

Let's take look at how they could have exposed each other's weaknesses and liabilities during a debate and then we'll discuss how you can apply these lessons to selling.

Let's pretend that we are Donald Trump and Hillary Clinton.  For most of us, this will be an incredible test of our acting ability.  It will probably be a disaster.  

Trump has a YUGE supply of potential material about Hillary's lack of integrity, abundance of corruption and foreign policy failures. If he attacks her she will attack back and put him on the defensive and most people find him unlikable when he defends himself.

Hillary has a book full of material about Donald's business dealings, refusal to release his tax returns, lack of knowledge about policy, bad temperament and treatment of women.  If she attacks him, his return attacks will be even more vicious.  There's that as well as the fact that most people don't find Hillary very likable and when she attacks it makes it even worse.

We know what it looks like, sounds like and feels like when they attack each other and we are no longer rooting for them to do so.  We are cringing.  So how would it sound if they proceeded to expose weaknesses and vulnerabilities without attacking?

Donald might say, "I like Hillary, I invited her to my wedding, Bill and I were friends, she has a long history of service to our citizens, and she has always done her very best.  At the same time, most of you have probably heard or read the news reports detailing Hillary's alleged crimes, corruption, lies, cover ups, and deceit.  My opinion about that doesn't really matter, and you can form your own opinions.  Just do the research. Look it up.  Instead, I want to use my time to talk about the issues.  Let's talk about how my plan for a tax reduction will help the economy and benefit the middle class."

Hillary might say, "I've been an admirer of Donald Trump for 20 years.  I've come to know his family and I like them a lot.  We don't always agree but he has supported my campaigns in the past and I have a great deal of respect for him.  However, a lot of people are concerned about Donald's refusal to release his tax returns, his lack of transparency, all of those lawsuits against the failed Trump University, his uneven record in business, the video from a Hollywood set, and the 11 allegations of unwanted sexual advances.  You can make up your own mind about his values and behavior, but I tonight want to talk about my plan to fix Obamacare."

There is a huge difference between an attack and pointing people in the direction of commonly available news stories.  There is a huge difference between complimenting and name calling. You've heard the names and I believe that they are unnecessary.

Applied to selling, it means that you must be complimentary to your competition, ask questions about any dissatisfaction rather than pointing out problems, and don't say that you're better or that they're worse.

For example, at Objective Management Group (OMG) we are often asked to compare our sales force evaluations and sales candidate assessments to other assessment brands.  We always agree that the other brand is a good and accurate assessment.  Then we mention the category the other brand is part of.  For example, Myers-Briggs and Caliper are excellent Personality Assessments. DISC and Predictive Index are excellent Behavioral Styles assessments.  While we compliment the brand or the company, we use criticize the category - personality or behavioral styles - to point out that neither type of assessment was built for sales, neither type is predictive of sales success, and neither type measures the 21 Sales Core Competencies.  We always say that the assessment they mentioned is good, and that if they were using (a personality assessment) to determine how well an individual fit within their culture that would be a good use.  Or if they were using (a behavioral styles assessment) to understand the best way to work with and manage an individual that would be a good use.  But if they wanted to accurately predict whether a candidate would succeed in this particular sales role, at this particular company, selling into this particular market, against their particular competition, and at their specific price points, only OMG has the track record, predictive validity and sales expertise do that.

Bashing the competition - even in Politics - doesn't lead to very good outcomes and the same is true in sales.  Play nice!

Topics: Dave Kurlan, election, sales assessments, objective management group, Donald Trump, beating the competition, hillary clinton

Election Day - Like Decision Making Day for a Sales Opportunity?

Posted by Dave Kurlan on Mon, Nov 01, 2010 @ 23:11 PM

Vote ButtonNovember 2 is Election Day in the USA when the candidates, along with the rest of us, learn who the big winners will be.  The winner benefits from the work initiated 18 months ago, culminating in a frantic  last minute push to win votes.  The decision that voters make is the result of TV ads, endorsements, testimonials, media attention and most importantly, one-on-one visits between candidates and voters.

Interestingly, this is very similar to the sales process to a large corporation.  An 18-month sales cycle, lots of one-on-one meetings, many group presentations, a frantic, last-minute push and a result based more on the work over the 18 months than anything that happened on decision-making day.

Politicians get elected one vote at a time.  Salespeople win sales one prospect at a time.  The problem is that too many salespeople take shortcuts and attempt to sell prospects in groups.  While it is possible to make a great group presentation, that is not where the selling actually takes place.  Selling takes place one-on-one, and much earlier in the sales process.  The presentation, and still later, the proposal, are simply a formality that leads to getting the business when the selling that was conducted earlier was effective.

Topics: Dave Kurlan, sales process, Sales Force, selling tips, election

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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