5 mindsets of top performing sales reps.
Posted on Thu, Oct 14, 2010
Summit Session: "Five Secrets to Creating and Coaching a Superstar Sales Force"
Summit Instructor: Lisa Earle McLeod, President, McLeod & More, Inc. 
Lisa revealed what America's top performing sales organizations do differently. There are five critical mindset that differentiate the simply stellar sales team from the merely competent.
Here are the highlights of Lisa's session!
5 signs your sales force might be just average.
1. You want your salespeople to focus on
customer goals and challenges. BUT their internal thought track is focused on their own products and services.
2. You train your salespeople to ask questions and get customers engaged. BUT when they get in front of a buyer, they’re so afraid of the unknown, they often fall back into a pitch.
3. Your solutions provide meaningful value that extends beyond your basic offering. BUT your sales force struggles to connect the dots, often leading with non-relevant features and benefits.
4. Your goal is to create long-term partnerships and show customers that you care about their success. BUT buyers often perceive you as just another vendor.
5. You want salespeople who are passionate, engaged, and love what they do. BUT you suspect that many of your people are just
going through the motions.
WHAT CAN A SALES MANAGER DO ABOUT IT?
Research based on over 10,000 hours of observing sales people from across all industries in the USA and abroad showed some interesting results.
It's not just what a superstar sales person does, it is how they THINK that makes the real difference in success.
GOOD Sales people are:
- Company focused
- Have a plan
- Know products
- Want to be successful
- Like their job
GREAT Sales people are:
- Company AND customer focused
- Plan AND are flexible
- Think customer first, then product
- Create success for everyone
- Love their jobs!
The 5 Mindsets of Superstar Sales People
I. Hold two agendas in their mind at the same time
II. Sit with uncertainty
III. Brains work backwards
IV. Define success differently
V. Show up with love
McLeod & More, Inc. is a core group of highly skilled consultants, coaches and facilitators dedicated to one simple mission: We change the way people think. We specialize in helping organizations increase sales, improve customer retention, increase employee engagement and escalate project speed.
EcSELL Institute www.ecsellinstitute.com
