Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side.
It used to be having the “gift for gab” was all that was needed to be successful. But today, with tougher competitors, less product differentiation and less time in front of buyers, sales pros also need more structure, more consistency and more process controls.
How strong are your rep’s understanding and controls of the steps of a sales call? What about defining, and following your multiple-stepped “ID to Close” selling process? How are they getting higher, wider and deeper within their accounts?
What can you do to work with your team to instill more “science skills” to help your sales team increase their revenues and success?
Today’s video discusses the challenge of selling being an art vs a science. And when your team can master both sides…they’ll tend to sell even more!