Which Thoughts Affect How Successful You Will be in Sales?

Posted by Dave Kurlan on Mon, Jun 27, 2016 @ 08:06 AM

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I finished reading Game 7 - Ron Darling's book on the final game of the 1986 World Series, and I'm half way through Shoe Dog - Nike creator Phil Knight's memoir.  They're similar books because each devotes so much ink and analysis as to how their own thinking and beliefs - both positive and negative - shaped their actions and outcomes.  Read them and imagine sales instead of baseball and entrepreneurship, and both books will help shape the ideal thought process to support selling!  I highly recommend both books.  I wrote a lot about beliefs in selling in both Mindless Selling and my best-seller, Baseline Selling.  As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

We're half way through 2016 and I've posted 60 more articles to my Blog.  I used to measure the effectiveness of an article by the number of reads, but these days, that's more a measure of whether the title or first sentence successfully got a reader to click through.  Today, I think a better measure of an article's overall impact is the number of LinkedIn shares it receives.  As I usually do every six months, I listed the top ten articles from January through June ranked by LinkedIn shares.  Chances are that you didn't read them all so here goes:

#1 - Breaking News - More Salespeople Suck Than Ever Before

#2 - Must Read - This Email Proves How Poorly the Bottom 74% of Salespeople Perform

#3 - Learn How We Discovered They Had the Wrong Salespeople

#4 - The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

#5 - How Boomers and Millennials Differ in Sales

#6 - Sales Coaching and the Challenges of Different Types of Salespeople

#7 - What do you Blame When Salespeople Don't Schedule Enough New Meetings?

#8 - What Percentage of Sales Managers Have the Necessary Coaching Skills?

#9 - How Wrong are Company Methods to Rank and Compensate Salespeople? 

#10 - Why Uncovering Pain Doesn't Close the Sale with a CEO and the 3 Conditions You Do Need

While those were the most shared, there are a couple that should have been shared more often but weren't:

The 3 Most Important Questions about Sales Process

It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Topics: Dave Kurlan, sales process, Sales Coaching, Top Performer, sales performance, self-limiting sales beliefs, sales compensation, linkedin, uncovering pain, phil knight, nike, ron darling

Why Uncovering Pain Doesn't Close the Sale with a CEO and the 3 Conditions You Do Need

Posted by Dave Kurlan on Mon, Apr 04, 2016 @ 15:04 PM

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Other than birthdays, anniversaries, holidays and sporting events, how many occasions are there when you have repeated an event, in one form or another, for at least 22 years. Not many, right?  This past weekend, I hosted 130 sales experts from around the world as part of Objective Management Group's 22nd Annual OMG Conference.  I'm proud that we kept these sales experts engaged to the point where there were just as many people in the room for the end of the final presentation as there were for the beginning of the first presentation. I want to share 5 out of more than 100 important insights that they took away which apply equally to you too.

Playing Your Part

There were some great take-aways from our keynote speaker, Brandon Steiner, CEO of Steiner Sports.  He offered dozens of insights and suggestions and shared some great stories, but the two that really stuck with me were:

  1. "Are you a participant or a spectator?"  In my opinion, there are just so many salespeople that would fall into the spectator category - reacting, responding and facilitating - instead of the participant category where they are proactively building their pipeline, gaining traction, achieving velocity and closing business.
  2. "The underdog has nothing to lose - it's like playing with house money!"  It's just like this quote from Band of Brothers which I included in this article, "You're Afraid to Sell Because You Have Hope."   Actual video clip...

Selling to the CEO

One participant asked why it was so difficult to get a CEO to pull the trigger despite having uncovered some pain points. I explained that pain points alone may help to eventually create some urgency, but they represent only one of the three conditions necessary to create enough urgency to cause action.

You may be able to use the pain you uncovered to create the second condition - quantifying the opportunity.  Properly quantifying an opportunity requires using math in a way that helps you build your case, and you can see it demonstrated here.  Quantifying may help you develop a compelling reason for the CEO to move forward, but as I mentioned, it's a CEO, and a CEO may need three conditions to be in place.  The third condition is a connection to their end game - their overall long-term strategy. When CEO's can't see how your solution helps to achieve their long-term strategy and goals, they may not buy despite the pain you uncovered!  

As I explained to the group, it's a lot like a Nor'easter.  For a blockbuster snowstorm like a Nor'easter to materialize, there are three conditions that must exist.  The first is that there must be cold air from Canada in place.  No cold air?  No snow.  The second condition is that the storm must pick up a significant area of moisture from the Gulf of Mexico or the waters off of the southern coast of the US.  Without the moisture, there can be no big storm regardless of how much cold air there might be.  But there is a third condition that must occur, and that is a favorable track of the storm.  If the storm tracks too far inland, the storm will be in the form of rain.  If it tracks too far to the south and/or east of New England,  only Cape Cod and the islands will see snow.  The storm must track just to the south and/or east of Cape Cod and then most of New England gets a major snow storm.  When salespeople uncover only pain, that's the equivalent of the moisture - but we don't have the cold air in place and the track of the storm sends it out to sea.

21 Sales Core Competencies

We shared the latest enhancements and new features of our Sales Force Evaluation and the attendees were very excited about the expansion of 5 of the Sales Core Competencies for which we already had findings.  Effective today, we have expanded the competency sets for:

  1. Milestone-Centric Sales Process
  2. Relationship Building
  3. CRM Savvy
  4. Social Selling
  5. Pipeline Management (sales management)

We previously included findings/scores for these competencies, but now we show approximately 8 attributes for each of these 5 competencies - a lot more details and explanation. They round out the 21 Sales Core Competencies that we measure and report on.  The 21 Sales Core Competencies can be seen here.   

Motivation

Last year, we announced that we had expanded our measurement of sales motivation.  We had already begun looking at both intrinsic and extrinsic motivation when we began measuring 7 additional ways that salespeople are motivated.  This year, we announced that in addition to intrinsic and extrinsic motivation, we will begin measuring altruistic motivation.  This is important because sales managers are finding it more difficult to help salespeople who are not motivated by money. When sales managers understand how salespeople are motivated, they can use other strategies and tactics to help maintain motivational consistency.

Zero's are Like Carbs

One of the big take-aways for the group was my comment that zero's are like carbs - they're bad for you.  All of the zeros that appear, when the value of a huge sales opportunity is entered into the CRM application, cause salespeople to become inappropriately excited.  They facilitate instead of pushing back.  They respond instead of being proactive.  They get happy ears instead of continuing to question things.  Just cross out the zeros and treat it like any other opportunity!

There were literally dozens of other insights and take-aways that I don't have time to share today, but if you like these, let me know and I'll share some more in my next post.  I'll know you liked it if you click the LinkedIn share button at the top of the article.

Topics: Dave Kurlan, sales force evaluation, objective management group, creating urgency, selling to the CEO, uncovering pain

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About Dave

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

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