By Lori Richardson, Founder & Sales Strategist, Score More Sales.
This blog post is part of the INBOUND Speaker Insights series: where industry leaders share their expertise, actionable tips, and innovative strategies for success in sales, marketing, leadership, and more.
Quota attainment is down and sellers are moving sooner to new roles often at another company. Sometimes they are being asked to, and sometimes it is on their own. How can sales leaders look to the past for ideas on solid, sustainable revenue growth?
We know what has worked previously that top companies are still doing today. They are taking a people-first approach to their revenue teams and with their buyers. Here is what many are leading with.
RIGHT PEOPLE IN THE RIGHT SEATS
Your sellers need to be coachable.
Your sellers need to have the will to be successful – not just skilled at selling. The “will” to be successful in sales includes: desire, commitment (do whatever it takes), responsibility, outlook, and motivation.
Your sellers need to have the will to be successful – not just skilled at selling. The “will” to be successful in sales includes: desire, commitment (do whatever it takes), responsibility, outlook, and motivation.
They need the right sales “DNA” which includes how well they support themselves toward their goals.
Beyond that, there are core sales skills that many people teach, such as being a consultative seller and a value seller. Without the foundation of will, DNA, and coachability, those tactical skills won’t get them where they need to be.
Sales Managers need to have a combination of strengths to help their team be able to execute on a buyer-focused strategy, sales plan, and using a process that ensures all of the touch points with the buyer. This is a very interesting aspect of what we used to refer to as a “sales process” but now we are working with our buyers’ best interests in mind, and are working to actually help support them in knowing how to make a decision.
Marketing and customer success work hand in hand with sales for a cohesive flow of ideas. When all working together we can shift outcomes that benefit our buyer and support our own process.
THE RIGHT MINDSET
Setting the bar high by setting stretch goals and then working to make them happen is a tried-and-true way toward success. We are relentlessly supportive toward our goals and work to eliminate sabotage. Think of how many times you have sabotaged yourself by what you say in your head? Focus on what is possible, what is do-able and make it happen.
How can you best help your buyer solve tough problems? You need to know how to do this, which is where understanding of their issues plus your offerings are critical.
COLLABORATIVE LEADERSHIP
The leader(s) set(s) the tone when marketing, sales, and CS are all working together. One of the biggest needs from leadership is to regularly share the vision and also to hold others accountable – and not blame the competition, pricing, timing, or buyers.
Good leaders make us want to work for the common goal, vision, and mission of the company. We won’t leave when we know our voices are being heard and that we are celebrated, not just tolerated.
We will grow if we have professional development opportunities and when we understand the possible career paths for us. The best leaders convey this to us, either through our managers or directly.
If you work in marketing, sales, or customer success, the three things you can do personally are:
- Be your best every day. Start fresh, with a new set of eyes as you look to the day’s opportunities.
- Support yourself and others by what you say. Don’t sabotage anyone by the mindset you choose.
- Work toward the big vision and help your buyers get what they need to solve their problems while at the same time helping your company to succeed.
Lori Richardson is a sales strategist at Score More Sales. She’s helped over 200 companies to solve revenue growth issues like hiring stronger and in using data to evaluate existing sales teams. Lori is an author, podcast host, and revenue growth trainer. Find her on LinkedIn and Instagram.
Want access to more content like this? Subscribe to our email list below for first dibs all things INBOUND:
