Salespeople Expending Energy but not Expanding the Market?

The problem is not with your salespeople but with what they are confronting out there in the market. Selling has never been this tough ever before and it takes a deeper understanding of the core issues to find a solution

The Sales Industry is in a Crisis and it's only getting worse...

Sales is the lifeblood of any organization and among the most critical factors that determine the health of an organization is the ability of its salesforce to create new customers for their products or services, to succcessfully engage with them in understanding and addressing their needs and in achieving the targeted sales and revenue figures.

However, today, the entire sales industry is in a crisis; the cost of acquiring new customers is sky-rocketing, it’s becoming increasingly difficult to retain existing customers, there are new players and new disruptions in every industry that are threatening to take market share away, salesperson effectiveness is at an all time low and customer loyalty, as a concept is on life-support.

Why is Salesperson Productivity so Low?

At the root of the problem is the late stage at which customer engagement happens in the sales life-cycle. Thanks to the internet, there has never been such a wealth of information that is available to the customer as now; information that enables the customer to understand his problems, research prospective solutions, identify brands and vendors and read reviews and opinions, all of which were traditionally the domain of the salesperson. Thus, the salesperson is only entering the conversation at a time when the customer has already made up his mind to a great extent, severely limiting the influence that the salesperson can exert on the sales life-cycle.

Compounding this is the mismatch between the skills that are required to sell to the customer of the 21st century and the skills that 80% of salespersons are trained on; techniques and processes from the 20th century.

It is clear that drastically different results cannot be expected unless the frontline salespersons are up-skilled in the techniques and process that are aligned with the way people buy today. A look at the shocking statistics below will illustrate this point clearly. 

Salespeople who achieve their quotas

Salespeople who do not achieve their quotas

0 %
Percentage of Salespeople who say that their most difficult challenge in closing a deal is LOW COST PROVIDERS
Source: Harvard Business Review Report
Stage of Sales Lifecycle when Customer Engages with the salesperson (pre Internet era)
20%
Stage of Sales Lifecycle when Customer Engages with the salesperson (today)
60%

Why Traditional Methods of Sales Training do not Work anymore?

We believe that the primary reason behind this situation is that most sales training interventions are more of a Tactical approach. Salespersons are imparted skills in prospecting, qualifying, making calls, negotiations, objection handling techniques and closing skills.

Howerver, as we can see from the research data shown below, most sales programs fail. Very little of the skills that are imparted are understood and absorbed by the participants and even less is remembered and applied in the real world.

A strategic approach, on the other hand premises that lasting change can happen only with behavioural change. Salespersons need to understand how customers make the decision to buy or not and how to build a conversation that would naturally lead to building influence. This calls for various levels of skills pertaining to understanding and controlling emotions, asking powerful questions, creating value and building relationships. Thus, we see that sales processes that are aligned with the way customers buy rather than being based on the way salespeople sell are far more effective and lead to higher sales throughputs.

$ 100 B
Amount spent on Sales Training annually worldwide
Sources: Research by the Sales Management Association, American Society of Training & Development (ASTD), McKinsey
0 %
Percentage of companies who felt Sales Training had no impact beyond 120 days
Knowledge that is Forgotten
Only Training 77%
Knowledge that is Retained
Coaching followed by Practice 75%

The Sales Shift Coaching Framework

MINDSET SHIFT

Understand what a positive mental attitude means and learn how to develop one. Leave behind negative thinking and develop resilience

BELIEFS SHIFT

Learn how to understand your values and beliefs. Identify self-limiting beliefs and replace them with those that serve you better

ENERGY SHIFT

See how your energy gets depleted with no corresponding results. Learn how to generate energy and charge the sales atmosphere with positivity

CONFIDENCE SHIFT

Understand how to go from desperation and no-confidence to a state of high self-assurance, serenity and balance

INFLUENCE SHIFT

Go from indecision and being stuck to feeling invincible with a strong sense of direction and ability to influence the outcome

EMOTION SHIFT

Understand the role of emotions in buying decision and learn to manage your own and your buyer's emotional states

SALES/SHIFT SALES COACHING

What is the Sales/Shift Sales Coaching process?

The Sales Shift Coaching program is a 12 week journey that the salesperson undertakes along with a Certified Coach. During these 12 weeks, they follow a structured and scientific 6 step process called the SALES SHIFT COACHING FRAMEWORK.

What are the benefits from Sales/Shift Coaching?

As we have seen previously, lasting change can happen only with behavioral change and research shows that for any behavior to change, it takes 3-4 weeks of continuous application. As such for any effective transformation, the upskilling needs to happen over a longer period of time than the traditional session based sales training

How is the Sales/Shift Coaching Process different from traditional sales trainings?

Unlike sales training workshops which focus on putting skills into salespeople, the Sales Shift Coaching process is about getting results from salespeople. This involves the participants understanding the essence of who they are, the values and beliefs that they hold, an analysis of whether these qualities are helpful to them in their sales efforts, replacing self-limiting beliefs and negative mindsets to achieve greatness.

What is the methodology that is followed in the Sales/Shift Coaching process?

During the entire duration of 12 weeks, the Coach works on each of the 6 steps, followed by a practical application of the new behavior on the field and group learnings based on the experience on the field. Thus, the new behavior is actually experienced live by the salespersons by themselves which leads to a faster and longer lasting adaptation

What is the duration of the Sales/Shift Coaching Program?

The entire 6 step process happens over a period of 12 weeks. Each week would be a 90 minute session. Thus the entire coaching program can be completed in 6 months (normal track) or 3 months (fast track). Each step is covered over 2 weeks with the first week being one of learning and the subsequent week being one of practice and group discussions.

Advantages of the Sales/Shift Coaching Program

Science Based Coaching

Science driven content based on Positive Psychology, Emotional Intelligence (EQ), Neuro Linguistic Programming (NLP) and Cognitive Psychology. Science based coaching is not a distillation of successful techniques from other salespeople but rather on understanding how potential customer's brains make buying decisions.

No Loss of Productivity

Unlike traditional sales training workshops that take your sales team away from the field and customers, the Sales Shift Coaching program is structured in such a way that there is no disruption to the salesperson's daily routine. This means that you do not lost out on sales opportunities while the team is getting trained.

Real World Application of Skills Learned

Unlike conventional sales training workshops, the techniques and skills learned in the first week are practically applied in the field and during the subsequent week, participants are encouraged to share their experiences, the issues they faced and the group learns as a whole from one another. This method creates a shared learning experience and retention of key skills.

ROI Easy to Measure

Results and improvements that participants show after learning new skills and techniques are applied in the field immediately and the results are analyzed and discussed. Thus, qualitative as well as quantifiable results can be appreciated right away. As the entire program runs for an extended period of 6 months, actual progress of the individual can be seen.

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