How many reps on your team are still selling like independent gunfighters, each selling their own way with their own selling style delivering their own unique selling message?
For decades sales reps were successful based on each being an independent gunfighter. Each rep had their own style, put attention on different customer segments selected the products they were most comfortable selling. Since each was doing it so different, there was no value in a sales manager trying to conduct team coaching. Managers could only motivate each individual to do as much as they could.
Selling has changed. We have much higher sales quotas than we’ve ever had, less time to sell than we ever had, and facing more aggressive competition than we’ve ever had.
We no longer can afford independent gunfighters taking too much management time to deal with all their exceptions. Today we need a sales team functioning as a SWAT team. Defining consistent best practices and defining the steps and processes of how we’re going to address the needs of our customers. Then we need to make sure we’re consistently implementing these best practices.
What can you do to make sure your team is functioning more as a SWAT team than a bunch of independent gunfighters? Join me as I talk about how you can increase your team’s selling efficiency, effectiveness and overall success if and when they adapt to today’s newer style of selling as a team…so they can sell even more…