How can you develop a successful sales style for new representatives?

Sales style is very different than sales competence. All of this makes sense for developing credible salespeople. The "style" is working with their personality to incorporate that credibility into an engaging demeanor that differentiates that salesperson from others.

This is all about managing activity instead of revenue. If your sales team should be working on 10 opportunities and they are not, the reason they are not is normally a coaching subject. And that reason could be different for each member of the team. Focus on the specifics of the activity and the individual, and it will help you identify the root cause of the issue.

For me, this is the art vs. science mentality of sales. Of course there are activities and actions we can scientifically say will work to help them, there is also the "art", incorporating their personality and style into a way that leads them to the right results.

?? Training Programs: Provide comprehensive sales training. ?? Mentorship: Pair with experienced mentors. ?? Goal Setting: Set clear targets and expectations. ?? Customer Persona Training: Teach target customer understanding. ??? Effective Communication: Focus on active listening. ?? Scripting and Role-Playing: Practice scripts and scenarios. ?? Sales Data Analysis: Analyze data for improvement. ?? Psychology of Sales: Educate on buyer psychology. ?? Sales Tools: Introduce sales automation. ?? Continuous Learning: Encourage ongoing education. ?? Market Research: Stay updated on industry trends. ?? Pitch Refinement: Improve sales pitches. ?? Customer-Centric Approach: Focus on value. ?? Time Management: Teach effective scheduling.

From my experience, sales style doesn't have nearly enough flexibility within organizations as it deserves... Too often a company is set to their style of selling and get caught in the archaic belief that, "this is the way we do it, because this is the way we've always done it." That being said, to develop a sales style, (keyword being, develop), it will take time to hone in... So assessing their strengths, weaknesses, role plays, etc., are all valuable parts of the process. But above all else, authenticty must be the foundation to one's style. When you combine that with your only job as a sales professional, which is to help them [prospect] make the best decision for themselves, a reps sales style will naturally take shape.

This is one of my favorite areas to discuss with sales team members. It is vital that they can clearly articulate exactly what their value prop is in order to effectively connect with their client's potential needs. Take the time to work with them on every detail of the value prop until they truly understand it and can express it effectively.

Although this doesn't sound like the most exciting exercise it is one of the most valuable. I use examples from companies they recognise to illustrate how to do it: Apple, Slack and Uber have great value propositions. So break down the elements: 1. It must be clear and straight to the point 2. It must show the results your customers will get 3. It shows how you are unique or different 4. It is quickly understood It is actually quite hard to drill this lot down into a great value proposition, so it's a great exercise.

As a leader, we need to understand each situation and the way the salesperson sees it, and then get them to think and come up with the way they should adapt. They have the answers 90% of the time.

I like to train on the competence/confidence loop from my old psychology class. As you increase your competence, your confidence will also increase, which in a loop can then increase your competence because you are confident enough to try more things. Thus, it is a chicken or the egg thought process... how to increase confidence? increase competence and vice versa.

Hey, when you're working with new reps, it's super important to just let them be themselves when talking to potential customers. You know, authenticity is key because it helps build trust and a good connection, and that's what makes sales work. Also, make sure they're adaptable. Sales situations are all different, so having a flexible approach is way better than a one-size-fits-all deal. Teach them how to adjust their style based on what the customer needs – whether it's being more consultative, a bit assertive, or focusing on building a solid relationship. It's all about being in tune with what works best for each customer.

Sales isn't like 'tying your shoelaces' (one or two ways of doing this), the only way a salesperson can develop is to practise. There are so many variations in sales, but they need to understand that not everything works each time, and just making an improvement here and there has a huge impact.

Again, there is an art and a science to sales. Above just trying new things, I would recommend to not fall into the trap of thinking the way you've been doing things (even if it is working) is the best way. Appetites from consumers change, different approaches can lead to better results.

I make it clear that if they are not making mistakes they are being too safe. So whilst I am not chasing mistakes and errors, they need to know that, as long as they are trying and improving they will be supported. Then we look at what has gone wrong and that becomes a lesson. With successes, it might not be the obvious things like winning a sale, it could be celebrating great questioning, or insight or improvements. The trick is to do it all holistically.

With the Adult Learning Principle (ALP), people value their own conclusions more than they value what they are told. A salesperson makes most mistakes in front of a client who doesn't tell them they made a mistake; they are unaware of areas they can improve. So the ALP is magnified by 10 with salespeople!!!!!!