Our Sales Team is not Performing...

“Our sales team is not performing. We have tried everything. We have put them through sales training twice in the last eighteen months. Are we missing anything?”?

This is a common concern voiced by business owners who have outbound sales or business development teams.

The solution?

More sales training?

We believe sales training can be effective at helping sales consultants:?

• Develop a sales process?
• Develop a sales script
• Develop a sales strategy?

However, sales training is rarely effective when sales consultants have psychological?or emotional resistance, which many times they themselves may be unaware of.

To compliment traditional sales training, we run sessions with business owners and their sales consultants, that go beyond rapport building, objection handling and closing techniques.

We work on their paradigms around selling. Our program is called “Bizhearts”.

The paradigm shifts we aim to create through Bizhearts allow sales consultants to emotionally connect with their ‘why’ for selling.

Our aim is to facilitate reflection on the following points:

• Is the solution they are selling providing a positive outcome, does it solve a problem or cause sustainable transformation?
• What are the key benefits their customers experience, both at the initial stage and on an ongoing basis?
• Why do they deserve to earn commissions or bonuses?
• Have they themselves experienced the benefits of what they are selling? Can they articulate the benefits of the benefits?
• Why does the solution that is being sold deserve a promotional platform or exposure?

The objective of Bizhearts is to ensure sales consultants deeply connect with their work.

It is to go beyond the intellectual and logical considerations of selling. It is to make them deeply connect with their work and find meaning and purpose in what they do. It is to develop the leader within them.

If sales consultants see their role as primarily tactical, transactional and driven by quotas, they are at risk of experiencing burnout, disconnection and discouragement.

Bizhearts seeks to bridge the gap between the intellectual strategies of effective selling, and the emotional connection that we all seek with our work.

It serves to enable sales consultants to sustain their intrinsic motivation for long periods, resulting in increased performance for themselves and their business units.?

Ron Malhotra | Advisor & Mentor to Ambitious Professionals, Visionary Entrepreneurs & Business Owners