Salespeople Will Close 50% More Business By Changing This One Thing They Do!

Posted by Dave Kurlan on Thu, Aug 05, 2021 @ 07:08 AM

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We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.  Is it any wonder that there is so much pushback over their latest (as of August 2) guidelines?

At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions.  Allow me to introduce you the competency called Supportive BuyCycleTM.

BuyCycleTM represents how salespeople go about the process of making a major purchase and there is a 100% correlation between how they buy and the behavior they accept from their prospects.  For example:

Salespeople who conduct research before they buy are more likely to provide their prospects with all the information they want early in the sales process, without first making sure they are a good, qualified prospect.  This results in A LOT of unqualified quotes that will never be won!

Salespeople who shop for the lowest prices are more likely to understand and help prospects who want the lowest price.  This results in low margin business that can't be retained because it will be lost to the next company to come in with the lowest price.  It's a race to the bottom!

Salespeople who comparison shop are more likely to understand and tolerate prospects who want to talk with them along with 3-5 competitors.  This makes it difficult for salespeople to stand out and differentiate themselves from the others.

Salespeople who think a relatively small amount of money is a lot of money are more likely to understand and cave to prospects who claim that the amount they are asking for is a lot.  As a result, they find it difficult to advocate for themselves, their offering and the value it represents.

Salespeople who need to think things over at closing time allow their prospects to do the same thing, opening the door for other, more aggressive competitors to take the business.  This results in a much lower win-rate.

A new, sixth attribute is about to join the five original attributes of BuyCycleTM. Salespeople who dislike being sold or dislike salespeople in general tend to overcompensate and are terribly ineffective, resulting in prospects being thoroughly unimpressed.  These salespeople don't seem to want the business!

I mentioned that there is a lot of pushback to BuyCycleTM.  Some salespeople, whose BuyCycleTM does not support ideal sales outcomes, become very upset and emphatically deny that the way they buy has any impact on the way they sell.  It does.  It always does.  But it takes time before they allow themselves to see it.  

And the most important fact is that salespeople who do change so that the way they buy supports ideal sales outcomes, close 50% more business!

There is some very compelling evidence to back this up.  Consider the following science:

Competency Top 5% Strong Bottom 5% Strong
Supportive BuyCycleTM 67% 3%

As you can see, the top 5% of all salespeople are 2200% more likely to have Supportive BuyCycleTM as a strength than the bottom 5% of all salespeople.

Now that I have unmasked the science behind BuyCycleTM, perhaps there should be a mandate that salespeople change the way they buy until their BuyCycleTM supports ideal sales outcomes.

Image copyright 123RF

Topics: Dave Kurlan, Sales Coaching, sales core competencies, Closing Sales, improve sales performance

What Happens When You Force a Square Sales Peg into a Round Sales Hole?

Posted by Dave Kurlan on Fri, Mar 02, 2018 @ 14:03 PM

carwithplow.jpg

Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots?  Back in April I wrote about our new puppy.  Now he's 1-year old and has grown to 60 pounds, but could you imagine putting a saddle on him and selling rides on the beach?  Could you imagine if the US arsenal of nuclear weapons consisted of putting 1,000's of firecrackers into a plastic cylinder and then saying to North Korea, "try us!"

These are all examples of trying to put a square peg into a round hole - things you just don't do.  And that's how I felt when I received an email asking how to deal with the following sales challenge.

The reader asked me to write an article explaining how to improve the sales effectiveness of their mostly altruistically motivated salespeople.

Most salespeople are either extrinsically motivated or intrinsically motivated.  I explained the science behind the different types of sales motivation in this must read article where I shared some awesome statistics that showed how motivation correlates perfectly with performance.

If you read the definition of altruistic you will understand why altruistics comprise only 7% of all salespeople.

I dug into Objective Management Group's (OMG) data and found some interesting facts.  OMG has evaluated or assessed 1831605 salespeople and sales managers and while the altruistic finding has been measured for only a year, we still have nearly 100,000 rows of data that include that finding.

OMG measures 21 Sales Core Competencies and 6 of them are in the category of Sales DNA, the combination of strengths that support the execution of sales process, sales strategy, and sales tactics. Altruistics have an average Sales DNA of just 61 and that's well below the low end of the scale.  For instance, a sales role with zero difficulty requires a minimum sales DNA of 64 while the most difficult sales roles require Sales DNA of 82 or better!

Sales QuotientTM is OMG's overall score and it ranges from 0-173 as detailed below:

  • Over 140 is elite and only 5% of all salespeople are in this group 
  • 130-139 is strong and only 17% are in this group
  • 115-129 is serviceable and 35% are in this group
  • Under 115 is weak and 43% fall into this group.

All, as in every.single.one of the altruistic salespeople are extremely weak, with Sales Quotients averaging under 100.  

45% of those who are altruistic also lack the commitment necessary to achieve sales success.

One of the minor findings in the OMG Sales Assessment is Enjoys Selling.  Most people who are in sales score fairly high on this scale but Altruistics score quite low because they don’t enjoy selling.

If you forget for a moment that they are altruistic, and see how weak they are as salespeople, a role they don’t enjoy, I’m sure you will agree that they would be extremely difficult to train and coach.  Then, add to that challenge that they are altruistic, and you have a scenario where it becomes nearly impossible to train them to be more effective at selling given the embedded self-limiting beliefs, fears and motivation.  Altruistics are perfect for customer service!

Coming full circle here, an Altruistically motivated person in sales is a square peg in a round hole. 

Image Copyright Racer.Lt

Topics: Dave Kurlan, sales motivation, improve sales performance, altruistic motivation

The Secret - The Ancient Scrolls and its Impact on the Sales Force

Posted by Dave Kurlan on Tue, Mar 24, 2009 @ 12:03 PM

Al Turrisi was kind enough to give me a book called the Power of the Kabbalah.  Its ancient scrolls originated around 4,000 years ago, inspired The Secret and predates Moses and the Bible!  Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one's life.

Seven of the desired behaviors are consistent with the philosophies in Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group's Sales Assessments:

The importance of Desire. Read the Top 10 Factors for Salespeople to Overachieve.

It's not about you.  Over the past several months I have found myself telling an awful lot of salespeople and sales managers that it's not about them.  It's even become a finding in Objective Management Group's Sales Manager's Evaluation - The It's All About Me finding.

Need for Approval or what happens when you need people to like you.  This is the second most powerful weakness in all of selling. Here's an article about that.

Becoming Emotionally Involvedor reacting instead of proacting.This is the third most powerful weakness in all of selling. I wrote an article about this.

Resistance or the great challenge that presents itself rather than an obstacle.  I wrote a an article about this earlier this month and another one a couple of years ago.

Certainty or having faith that what you say, ask, or do will get the desired outcome.

Doing What's Uncomfortable.  I wrote an article about this a while back too.

Many of the articles I linked to were Baseline Selling Tips.  Speaking of Baseline Selling, this is the third anniversary of the publish date of the book, a good reason to reread or order it.

So in summary, simply by having your salespeople overcome their sales weaknesses, doing the very things they are uncomfortable doing, having faith in their abilities and having a strong desire for success will cause those very same people to experience life changing experiences.

(c) Copyright 2009 Dave Kurlan

 

 

Topics: sales assessment, Dave Kurlan, Need for Approval, Baseline Selling, assessments, sales skills, Salesforce, Sales Force, Changing_Behavior, over achievement, sales weaknesses, Motivation, sales core competencies, assessment, sales evaluation, over achieve, improve sales performance, sales winners, overachievers, sales assessment test, Baseline_Selling, sales assessments, sales test, objective management group

Ultimatums for the Salesforce - Do They Work?

Posted by Dave Kurlan on Tue, Nov 18, 2008 @ 23:11 PM

Suppose you deliver an ultimatum to a salesperson...

Suppose you deliver it to the entire sales force...

How would you expect them to react?

Is it predictable?

It is if you break it down by A's, B's and C's.

Ultimatums are embraced by A's - they thrive on the pressure, the challenge, the urgency of it all.

Ultimatums will provide the answer to the question, "can my B's become A's?"

Ultimatums will accelerate the process by which your C's leave.

One more thing about ultimatums - they don't work.  UNLESS:

  • Expectations are clear;
  • The "how" is clear;
  • You support them as needed;
  • They get the coaching they need;
  • They get the training they need;
  • They receive the development they need;
  • Accountability is tightened up;
  • They are committed to the end result;
  • You are committed to the end result.

What do you think about ultimatums?

(c) Copyright 2008 Dave Kurlan

Topics: sales training, sales management, selling, Sales Coaching, Salesforce, Sales Accountability, improve sales performance, sales expectations, sales development

Improve Sales Performance with More Effective Pipeline Management

Posted by Dave Kurlan on Mon, Nov 10, 2008 @ 09:11 AM

I have written extensively about the sales pipeline.  Here are a few examples:

Sales Pipeline Can Provide Sight for Blind Executives

More on the Pipeline

Misleading Sales Numbers Part 2

Be Still my Pipeline

I'll be talking extensively about how to close more sales by managing the pipeline More Effectively in a Business Experts Webinar, Thursday, November 13, at 11:30 ET. Click here to learn more and register.

Related to pipeline, I hate inappropriate blog commenting. That's when people seek out a blog only to use it as an excuse to write about what they're promoting on their site. It's the other form of SPAM. The way it manifests itself on this blog is when someone targets one of my posts on closing or pipeline management and then adds their comment about how you can solve this problem by using lead analytics software or search engine optimization. I'm all for tools of this type and I love Hubspot'slead analytics and SEO but let's be real.  SEO and on line analytics help to generate leads; they have as much to do with closing effectiveness as Michael Jordan has credentials for baseball's Hall of Fame! Over achievers, using their sales competencies, create improved sales performance.

Analytics are a very important part of effective pipeline management and that's one of the reasons I like Landslide so much.  Their pipeline analytics are second to none.

So if you want to learn more about managing the pipeline in a more effective way and how to coach salespeople based on what you can learn from the pipeline, register herefor Thursday's webinar and you'll get some of my insider information!

(c) Copyright 2008 Dave Kurlan

Topics: sales competencies, Baseline Selling, sales pipeline, improve sales performance

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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 nine 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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