You want to upskill your sales game. What's the most effective way to do it? Whether you are new to technical sales or a seasoned professional, there is always room for improvement. In this article, you will learn six practical tips to boost your sales skills and performance.
The first step to upskill your sales game is to know your product inside and out. You need to understand its features, benefits, and value proposition for your target market. You also need to be able to demonstrate how it solves your customers' problems and meets their needs. The more confident and knowledgeable you are about your product, the more persuasive and credible you will be as a salesperson.
-To understand your product/services along with your target audience very well. -Active listening while developing your communication skills is a must. -Utilize Sales Tools and Technology
Knowing your product in and out is discounted today in the sales ecosystem. It’s 30-40% of why your buyers even get on a call. Just knowing the problem will never help, tying it back to the product and making sure they understand the tangible outcomes makes a win-win situation.
Why should someone buy a pencil? To write, to draw, to impress, to decorate - the list of things someone might use a pencil for is long. Knowing your product is important, but much more important is knowing what your customer needs to get done. Ask and listen to your customer. Then present only those features of your product that your customers needs to get their situation improved. The best sales person knows a lot about their product. But more importantly, they know how to describe the product to a potential customer so that it makes sense for the customer.
Understand the use cases for the pain points your product solves. When onboarding, meet with the top sales reps or sales engineers, learn from them, of course, but also make sure to meet with the Product manager for their depth of understanding of the product and meet with the CEO to understand the vision for the product and company.
Know thy self, and know thy... Most enjoyable for me is developing a genuine interest in your clients business and personal motivations of the individuals you speak to and listening for what is behind their positions and how you can help achieve their objectives, being provocative can help change their thoughts and provoke new insights. This may well be the foundation for new long term business relationships. Happy selling!
The second step to upskill your sales game is to know your customer. You need to research your prospects, their pain points, their goals, and their decision-making process. You also need to listen actively, ask open-ended questions, and empathize with their challenges. The more you know your customer, the more you can tailor your pitch, offer solutions, and overcome objections.
Sales is about helping people achieve success in ways they might not have known were possible. The most important part of sales is knowing the customer and understanding how your solution can help them a) deal with a real challenge, or, b) improve business through increased efficacy. Step one is always developing an understanding of this ourselves before we can convince the customer. Empathy, curiosity and honesty lay the foundation for trust in relationships with customers, and success in sales.
Who is the main buyer? - What’s their job title? - Their buying behaviour? - Where can you find them? (What channel of communication?) - What do they do in their day to day? - What challenges do they come across in their days? - What are their objectives within a company? Answer these questions and you’ve got yourself the foundation of a solid buyer persona.
Build a relationship. Know your customer like they are your best friend, and treat them the same way. When you're speaking with them, connect with them on a personal basis. Speak to them and advise them like you would a friend, not a customer. When you understand your customer and their needs, desires and goals; you can support them better in understanding how your product or service can add value. And that's the bottom line. Always Add Value.
Remember, at its core, sales is about connecting with people just like us. Picture your prospects at their desks, surrounded by the usual office clutter—pens in a cup, sticky notes everywhere. To really grasp what matters to your customers, step into their shoes. Imagine their weekly meetings, the endless internal emails they sift through, and the reality of their everyday work life. Understanding their daily grind lets you speak their language more fluently. And if your product can genuinely solve a problem for them, communicating its value becomes much simpler. When you truly know your customer, you're not just selling, you're offering solutions that fit into their lives.
We need to move forward from being perceived as Sales People to being perceived as Consultants. Every costumer needs to trust you not because they feel that the company you represent has the most powerful tool around but because you anticipate costumers needs and you are able to present them the right solution in order to solve their problems. In the end, it is always about active listening. And if your tool is not the right one for them, ask yourself whether it is the right ICP or not.
The third step to upskill your sales game is to know your competition. You need to identify your direct and indirect competitors, their strengths and weaknesses, and their unique selling points. You also need to differentiate yourself from them, highlight your competitive advantages, and position your product as the best choice. The more you know your competition, the more you can anticipate and counter their moves, and win more deals.
Never ever trash talk your competition, it never ends well. What you should do is: - identify direct and indirect competitors. Understand their strengths, weaknesses, and unique selling points - differentiate yourself by highlighting competitive advantages - position your product as the best choice based on your understanding of the competition - anticipate and counter competitor moves to win more deals
Never get pulled into a feature by feature comparison, no matter how much FUD you will encounter you need to keep focused on the value and benefits your organization delivers that are relevant for your prospects and remember when they go low you stay on the high, don’t smear anybodies name or make direct comparisons between you and your competitors
Network with other sales professionals within and outside your organization to exchange ideas, share best practices, and learn from each other's experiences. Join sales-related groups or associations, attend industry events, and participate in online forums to expand your network and gain valuable insights. Stay informed about industry trends, market developments, and changes in customer preferences. Understanding the broader landscape can help you anticipate customer needs, adapt your sales approach, and position yourself as a trusted advisor to clients. Focus on understanding your customers' needs, challenges, and goals. Adopt a customer-centric approach to sales by actively listening to customer feedback and asking insightful questions.
Knowing who else is in the arena is half the battle. Understanding the differences between Vendors, their unique strengths/weaknesses and Value Props will only help you better position your offering. Battle-cards are a great resource (if updated regularly) in helping Sales Reps understand their competition. By having updated BC's in place, you enable sellers to better position your offering against competitor offerings. Whether that be through feature comparisons, unique competitive advantages, or market insights.
Know who is your competition Keep track of their marketing, novelties Do your due diligence:work with marketing and analyse what makes your company/product different Keep it positive, focus on your strengths vs talking negatively of your competitors Know where you stand in the market and what makes you stand out.
The fourth step to upskill your sales game is to know your numbers. You need to track and measure your sales activities, results, and performance. You also need to set and review your sales goals, quotas, and forecasts. The more you know your numbers, the more you can evaluate your progress, identify areas for improvement, and optimize your sales strategy.
Working backwards from your targets help achieving them. For instance, you know you have 100K target. Avg customers come in at 25K, which means you need 4 customers. Your conversion ratio is 10%, means you have to have 40 potential customers in pipeline. For 40 customers, you might have to reach out to 400 customers. That's how planning your numbers and your activities can be made easier.
Making sure we hit quota is what matters for us and the company we work for. It’s important to know the numbers in our outbound metrics. How many opportunities do we need in order to reach our closed/won deal target? How many calls must we make to reach the number of conversations we require to book enough opportunities? These are the sort of numbers you must know. DM me for access to a calculator for these.
Remember, numbers don't lie. They show you the raw truth about your performance. Keep it honest, keep it consistent, and those numbers will guide you to up your sales game.
Knowing your numbers isn't just about hitting sales targets; it's about understanding the story behind those numbers. I liken it to being a captain of a ship navigating through foggy waters. You need to know your position, your destination, and the obstacles in between. Whether it's sales metrics, customer acquisition costs, or churn rates, these numbers tell you where to steer your efforts. I remember analyzing our sales cycle length and realizing we were spending too much time on unqualified leads. By adjusting our qualification criteria, we significantly improved our efficiency and closed deals faster. It's about making data-driven decisions to keep your sales ship on course.
Pour conna?tre ses chiffres ils faut les monitorer. La plus part des gens n'aiment pas le faire car ils trouvent ?a long. Faite le au fur et à mesure, sur des outils qui vous plaisent vous permet d'y prendre plus de plaisir. Sans monitoring, il n'y a pas de vrais chiffres. Cela vous permettra également de mieux cerner votre activité, ce qui réussir et ce qui est à revoir ou en baisse.
The fifth step to upskill your sales game is to know your tools. You need to leverage the technology and resources that can help you streamline your sales process, enhance your communication, and increase your efficiency. You also need to learn how to use various platforms, software, and applications that can assist you with prospecting, CRM, presentation, proposal, and closing. The more you know your tools, the more you can automate and simplify your sales tasks, and focus on building relationships.
- AI is not going to replace you as a salesperson but another salesperson who uses AI will be soon replacing you - There's a plethora of tools with mind-boggling features that you can access to. Simplify your lead journey, deal cycle and closures using these tools as they save a lot of time! (they do for me) - And I am not just talking about CRMs, but also tools that utilize intent data, email sequencing, AI content generator etc
Always learn to leverage the tools at your disposal. By embracing your tech stack, you can enable many of the "heavy-lifting" tasks you may need to complete. That can be through automation, ways to enhance your comms (grammar, emails, etc.), or to stay on track of how things are progressing (in CRM). Remember, those tools are also an extension of yourself. Knowing how to best use them in different scenarios to enhance your processes is key. From prospecting (SI tools), and follow-up (CRM), to outbound (automated SI/outreach tools), they can only be as effective as you make use of them.
In the realm of software sales, your tools are your arsenal. I've always been a gadget guy, but when it comes to sales tools, it's about choosing the right weapon for the battle. Whether it's CRM software, communication platforms, or analytics tools, mastering these can give you a significant edge. I recall a time when integrating a new AI tool for lead scoring transformed our pipeline management. It was like going from a map and compass to GPS navigation overnight. The key is not just to have the tools but to become a wizard at using them. They can automate the mundane, giving you more time to engage meaningfully with prospects.
Look into Oneflow :) In the evolving landscape of sales, mastering tools is foundational. It's akin to wielding a powerful instrument in a tech-driven era. Sales professionals must not just understand but fluently speak the language of contemporary business through proficient use of platforms and applications. Learning tools for every phase of the sales journey, from prospecting to closing, is crucial. Sales today demands more than a good product; it requires navigating the digital landscape with finesse. Automation, as mentioned, goes beyond time-saving. It strategically reallocates resources, allowing sales professionals to focus on the heart of their role – building and nurturing relationships.
Plus de que les outils, il faut aussi savoir comment fonctionne le mécanisme Logique, Naturel et Humain de la confiance pour utiliser les bons outils de communication
The sixth and final step to upskill your sales game is to know your coach. You need to seek feedback, guidance, and support from someone who can help you grow and develop your sales skills and performance. You also need to be open to learning, experimenting, and improving. The more you know your coach, the more you can benefit from their experience, insights, and advice, and achieve your sales potential.
Every great athlete has a coach, and the same goes for sales professionals. My mentor, a seasoned veteran in the software industry, taught me more through stories and real-life examples than any training manual ever could. He always said, "Sales is part art, part science, and all heart." Finding a coach or mentor who can guide you, challenge you, and push you out of your comfort zone is invaluable. They provide perspective, wisdom, and sometimes the hard truths we need to hear. Remember, the goal isn't just to sell; it's to grow and excel in your craft.
Know Your Coach ? Seek Feedback and Coaching: Regularly seek feedback from your sales manager or coach. Use their insights to refine your sales approach and strategy. ? Mentorship and Networking: Engage with mentors within your organization or through professional networks on LinkedIn. Learn from their experiences and apply their advice to your sales practices.
You can leverage people at your own company to help coach & mentor you in sales. There are also external Sales coaches who you can pay to teach you Sales mindsets, habits, and strategies. You'll want to be coachable, open-minded, and actually execute on the advice that's given to you.
What separates high performers? It's more than just skills. Here's what I've observed: Ownership & Accountability: They take charge, readily accepting responsibility & tackling challenges head-on. Growth Mindset: They relentlessly seek improvement, always learning & evolving. Coachability: They embrace feedback & guidance, constantly pushing their limits. Process-Driven: They focus on the HOW, knowing consistent effort leads to success. Composure Under Pressure: They stay calm & collected, making clear decisions even in tough situations. These are just some hallmarks of top performers. Invest in these skills & unlock your own potential!
Invest in skills training. Most needed skills: - active listening - discovery - demo - negotiation Don't just organise a 2-day training. Consider to: - involve managers - embed the skills in the organisation - follow up on the training - organise coaching on the job - set up recurring assignments - use certification programs - seek for trainers who stay around.
All the high-earning reps I have worked with were certified in one or more sales methodologies like SPIN or Challenger. These programs give you a proven framework for approaching a buyer and getting a deal done.
High performers never rush to sell. Their aim is to understand, empathise, build a relationship and help. To be able to do all this they have to have a great deal of insight into themselves and they are eager to learn and improve.
You need to understand the value proposition and your target market. Also actively listening and empathizing with the prospects challenges, and understanding the decision-makers and the process. All these combined can help you tailor your pitch. You also need to know what tools and technology can help you streamline your sales process, communication, and increase your efficiency. For example tools like CRM, tools for prospecting etc.