Sales Leadership with Jim Pancero
Sales Leadership with Jim Pancero
How many of your reps follow a “Ready – Fire – Aim” selling philosophy?
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
Give one of your rep’s a new sales lead…what will they do first?
Sadly, most immediately grab their phones calling the lead to get a conversation, or even better, schedule a face-to-face appointment.
But these reactive “Ready – Fire – Aim” people are just “shooting into a darkened room.” It’s kind of hard to hit something if you don’t know what you’re aiming for and can’t see the target.
Could you improve your chances of selling this prospect if your salesperson’s first action were to conduct company and contact name online research? Check LinkedIn to confirm job titles, prior jobs and education levels? What about Facebook to learn more about their hobbies and interests? And checking company records to see if they’ve ever been a customer?
A sales team improves when they improve their selling steps, processes and approaches. Success in selling today requires reps to see selling as a habit of processes.
Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?
How are you as a sales manager changing the habits of your sales people? Hi, I'm Jim Pancero, helping you and your team be more effective in selling today. And one of the ways as a coach and leader of a sales team that we can increase the effectiveness is to make sure that we improve the habits of our sales people. Too many sales people are intuitive and they're reactive in how they sell. So because of that, they tend to have a ready, fire, aim philosophy of selling. They give me a sales lead. Instead of going and researching online to see what they can learn about the company, looking at LinkedIn to see what they can learn about the individual, or looking at their own records to see if we've had a past relationship with that account, they'll just pick up the phone and call them. Ready, fire, aim. We need to make sure that we have our sales team understand that one of the habits they need to have is the habit of process. So if they get a new opportunity, they do research first. So when they actually do talk to the client or prospect, they're more persuasive. They can relate more. The customer will be more impressed because the sales rep knows their company and knows what they're talking about. What can you do as a leader of your sales team to work to improve the habits and reduce the amount of time your sales people are spending ready, fire, aim?