During the last year, we at Teneo, have been on a mission to determine what makes sales people good and, what makes them Great!
We began interviewing buyers and conducted two webinars (Cracking the Code) to explore what it takes to secure meetings with busy decision makers. These individuals’ shared key insights that great sales people consistently execute compared to their “good” counterparts.
We then took it a step further and interviewed several sales leaders to find out what their teams were doing well and where they needed to improve. We revealed these insights earlier this year during our “From Good to Great” webinar.
From these interviews and webinars as well as our work in the field with sales reps, we have uncovered some of the characteristics that separate the great sales people from the good ones. Here are some of those insights.
| Good Sales Reps… | Great Sales Reps… |
| Know their sales cycle & territory plan | Know your customer’s buying cycle & goals |
| Prepare for their client meeting in car | Research, industry info, trends to position as expert |
| Provides product solutions with benefits | Provides business solutions to meets clients KPI with ROI |
| Delivers great service & responsive | Strategic Partner who is pro-active, valuable resource |
| Find 3- 5 new customers each year | Are disciplined with their time, pipeline and reason to meet |
| Ask more and good questions | Ask great & tough questions about client business/future |
What does this mean?
Good sales people will continue to survive. However, it will become increasingly more difficult to achieve sales targets and goals, maintain market share and stand out from their competition.
If you are tasked with goal of achieving double-digit growth in 2015, you may have to step up your game and start making the transition from good to great.
For more detailed information, download our Sales Leaders Insightes Revealed ebook or listen to the “Sales Leaders Insights Revealed-Transforming Sales Teams from Good to Great” webinar to see what you can do to help your team make the leap from good to GREAT!
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.