Let's ask ChatGPT about making Quota!

Ok, there's been a lot of "chatter" about ChatGPT lately and I thought I'd put it to the task. The task of increasing seller productivity and getting more of them making quota. I asked ChatGPT the following 2 questions:

• What are some things that a Sales Manager can do for a sales team that is not making quota??
• How can training get them exceeding quota?

What's interesting about the responses ChatGPT gave is that they align with age old training techniques and modern day sales readiness platforms (like Mindtickle). So there's no magic bullet or easy answer (ChatGPT didn't reveal any surprises) to solving the sales rep quota performance challenge.

Question # 1: What are some things that a Sales Manager can do for a sales team that is not making quota??

[ChatGPT] Conducting a thorough analysis of the team's performance to identify specific areas where they are struggling. For example, are they having trouble with lead generation, closing deals, or retaining customers?

[GFOX] Many sales managers and enablement teams miss this step. Before running off and doing product, persona, customer training, take time to identify the core competencies of a sales organization and then plot where your sellers rank against these competencies. Mindtickle calls this "defining excellence". Understand your sellers' "Ideal Rep Profile" (IRP) and build training designed to expose gaps (and strengths) by these competencies.

[ChatGPT] Providing additional training and coaching to address any identified skill gaps. For example, if the team is having trouble with lead generation, the manager could provide training on prospecting and lead qualification techniques.

[GFOX] Once you've found the gaps, then deliver targeted training that will actually help your sellers. Too often, sales enablement is delivered as "one size fits all" and sales teams get no benefit (training is not aligned to identified individual seller gaps). And coaching (core selling skills coaching) can probably do more to help a sales rep close more business than another training session!

[ChatGPT] Reviewing and adjusting the team's sales process to make sure it is efficient and effective.

[GFOX] A Sales Process is critical to insuring success! There are a number of sales methodologies available, pick one and use it! Many of our customers want to reduce the length of a sales cycle and executing a cycle using a methodology will help clearly define buyer and seller roles and deadlines.

Question # 2: How can training get them (Sales Reps) exceeding quota?

[ChatGPT] On-the-job training: Shadowing more experienced salespeople, or providing opportunities for team members to observe and learn from successful sales calls.

[GFOX] In today's Sale Tech stack, there are many tools to help increase productivity. Using a Conversation Intelligence tool is probably the #1 tool for on-the-job training. According to Forrester Research, Conversation Intelligence is Sales Enablement's "New Superpower"! Learn more about Mindtickle's Call AI and why it's better than the other Conversation Intelligence tools available.

[ChatGPT] Role-playing exercises: Practicing different sales scenarios, such as handling objections or closing deals, in a controlled environment.

[GFOX] According to most sales enablement statistics report 84% of sales training is forgotten within the first 3 months and that most of the "real" learning occurs after the formal training ends. Everyone hates role-playing BUT it does 2 critical things: 1) demonstrates knowledge comprehension and 2) helps build muscle memory. These are critical to long-term learning. Mindtickle has video role play and forgetting curve tools to help sellers build comprehension and muscle memory in a gamified learning environment - to make learning engaging and memorable.

[ChartGPT] Sales coaching: Providing one-on-one coaching and mentoring to help team members develop their skills and reach their full potential.

[GFOX] Core selling skills coaching is proven to move more sellers towards achieving quota. Effective sales coaching can improve win rates by as much as 29%. When you combine coaching with competency enablement, your sellers will improve and get closer to hitting quota!

[Summary] Selling is tough. Even tougher in today's market. Sales reps need every tool in their "bag" to help them succeed. A complete Sales Enablement platform that can deliver enablement, coaching, practice, reinforcement and conversation intelligence in a single solution will help them achieve quota quicker!