Potential Sales & Consulting Group
Volume 1, Issue 4
December 2016
Is Your Sales Team an Elite Sales Force? Merry Christmas & Happy New Year ! From all of us at Potential Sales & Consulting Group
Inside this issue: Ask the “Sales” Neurosurgeons
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Do You Have Drive and Commitment?
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About Potential Sales & Consulting Group
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Do You Know Why Your Sales Are Not Growing? Motivation Speaker, Victor Arocho
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Now Hiring
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Potential Sales & Consulting Group Values
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In every sales team, there are usually a handful of top performers…and then there’s everyone else. Imagine how much more successful your organization could be if every salesperson was an elite top performer. Think that’s not possible? Think again. In other areas, we see groups of elite people who band together for a common goal or purpose: Super Bowl teams, Navy SEALs, top-rated college marching bands, etc. In any of these groups, you don’t see one or two people doing all the work, outperforming their peers, or being the lone superstars. Rather, everyone on the team is an elite member. The group as a whole shines because each member contributes greatly, plays an integral part, and gives 110% at all times. If it’s possible with these groups of people, then it’s possible for your sales department as well. Creating an elite group of salespeople involves much more than placing a help wanted ad on a job board. It requires a specific hiring process that attracts only the best of the best. Here are some tips to do that.
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Make joining your sales team difficult.
You cannot create an elite team if becoming a member is easy. Would a Super Bowl team be spectacular if they let anyone with a helmet on the field? Of course not. In order for any team be considered elite, there must be a stringent process to join the team. 2.
Create a six-week intense new hire training program where no more than 60% pass.
For every three people who make it past your initial hiring process, only one of those should actually become a salesperson for your organization. While this may initially sound like a waste of time and money, it’s really an investment in making your sales team the best it can be. 3.
Have consistent, ongoing (monthly) training.
During these sessions, do role-playing, train on specific sales skills, and find out any specific challenges your team is facing. It’s also a good idea to use these ongoing training sessions to create bonding experiences for the sales
team. Have them help each other solve problems, offer suggestions, and share best practices. Why? Because the goal is to continually develop a team, not an individual. 4.
To be the best, recruit the best
Sales isn’t an easy profession. So joining an elite sales team shouldn’t be easy either. That’s why you need to shift your focus from filling a sales position to building an elite sales force. After all, your sales team really is the face of the company. Shouldn’t only the best of the best be representing your brand? The sooner you take this approach to building your sales department, the sooner your company’s sales (and profits) will grow. Potential Sales & Consulting Group specializes in exponentially growing sales by bringing accountability to the sales process and crafting a sales culture of success. Contact us at 954.634.2886 to help you form and maintain an elite sales team.
Ask the “Sales” Neurosurgeons Q: I’ve heard the term ‘Non-Supportive Buy Cycle’. Can you explain what that means? A: Yes, just to be clear, you already know what a sales cycle is, right? It’s the length of time between when we identify an opportunity and when that opportunity closes and the client pays.
“Peak Performance
Salespeople have their own version of that (their buy cycle), which is how salespeople go about the process of making a major purchase. There is a 100% mirror image correlation between how they buy and the behavior they will toler-
Sales Professionals
realize that achievements are the result of drives and commitments.”
ate from their prospects. By behavior I am talking about stalls, put offs, and objections that the salespeople understand and won't push back on. A non-supportive buy cycle will prevent sales from being closed because the salespeople will be susceptible to the stall and delays that prospective clients tell the salesperson. They will buy into their reasons for not making an immediate buying decision which will invariably lead to pipeline bloat; prospects that remain in the pipeline with relatively few of them being closed or eliminated.
The “Sales” Neurosurgeons column is a Sales advice column in the format of anonymous questions and answers submitted by readers with an issue in the form of a question.
The expert advice of the “Sales” Neurosurgeons provides a response. Submit your questions to: Newsletter@potentioalsalesgroup.com
Do You Have Drive and Commitment? When first asked what kind of desires people have, many might respond that money is a major desire for a lot of people today. This response confuses a result of desire and a commitment to acquiring goals. Money is simply a means of trading for what we want. Our commitment is what pushes us to spend the energy and time working towards achieving what we want. Pushing us to do the things that earn money is just one of the effects of commitment. Commitments are manifested in the form of vitality and energy. They energize our emotions. They work at directing our ef-
forts towards certain goals, goals that represent our desires and commitments. A plane uses most of its energy to get off the ground. Peak Performance Sales Professionals realize that achievements are the result of drives and commitments. Over centuries of development, man has gone from caves to condominiums. The symbols that represent the results of the drives and commitments to their achievements.
Peak Performance Sales Professionals know that success does not necessarily mean making lots of money. It can mean satisfying all their drives, but that still doesn’t mean they are successful. They know with persistence and consistency aided by drive and commitment they will reach their sales targets and goals.
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Potential Sales & Consulting Group (PSCG) is an established sales
development firm whose goal is to provide value for its clients and
Organization
change the way the world views the Sales profession. Privately held and headquartered in Pembroke Pines, Florida, the team works
Potential Sales & Consulting Group Corporate Headquarters 18501 Pines Blvd, Ste. 365 Pembroke Pines, FL 33027 Phone: 877-608-9900 Email: Newsletter@potentialsalesgroup.com
with clients globally supplying an array of sales solutions to help clients fix sales problems, thereby, increasing sales. Founded in 2012, PSCG has grown to incorporate a team possessing more than 60+ years of collective sales and marketing experience. PSCG specializes in exponentially growing sales by evaluating your sales teams and providing an executable plan for growth as well as assessing and hiring ‘A’ players utilizing a sales specific sales tool. With Potential Sales & Consulting Group’s passion and strategic style of sales, the team has assisted multiple companies ranging in size from $4m to $2b grow their business on an average of 25% or more per year.
“Accelerating people and companies to reach their full potential”
WE’RE ON THE W EB P OTENTIALSALESGROUP . COM
Potential Sales & Consulting Group’s Mission: Holding teams accountable to the Sales Process and to grow Sales.
Do You Know Why Your Sales Are Not Growing? Is it lack of opportunities in the pipeline or the quality of the opportunities in the pipeline? Do you know why? Could there be call reluctance by the sales team? Are the salespeople comfortable with your expectations? Is the company hiring the right kind of salespeople? What do you track? Is the sales force being held accountable? Is the sales force capable of carrying out your strategies? Could there be Issues with desire or commitment?
Could there be a problem with skills? They could do it when the economy was stronger but don’t have the skills to do it now? Are you sure you have the right people in place? Assuming you have at least some of the right people, do you really know what it will take to fix the problem? The first step is to evaluate – people, systems and processes. You need to know: If you have the right people and what kind of help they’ll need. The quality of your
pipeline and how to improve it. Can your salespeople support your strategies? And most importantly, what is it going to take to profitably grow revenues? Are you willing to invest to have these problems fixed once and for all? Contact PSCG at 954.634.2886 and let’s get started!
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Contact Sales Neurosurgeon, Victor Arocho, to Speak at Your Company or Event 877.608.9900
Please visit our website at: PotentialSalesGroup.com for available Sales positions. If you are an employer and would like to post a sales position, email us at:
Newsletter@PotentialSalesGroup.com or call us, and we will add your job posting to our website at no charge.
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