Leverage success across your sales team

November 28, 2018

 

There is always at least one salesperson in every team who has a great success story.

You’ll hear them talk about it wistfully on occasion.

“I visited this customer, they needed this, I told them that and so this happened. And it has worked every time I’ve done it.”

But how many people within a sales organisation hear about and are able to use that success story to their advantage?

Generally very few, maybe that person tells a couple of their friends, and those friends will half-remember what they had been told about the customer situation and what solution was presented and how it was aligned with that customer’s needs.

This does not allow the rest of the team to benefit from the experience of the individual, resulting in the waste of a hugely valuable asset: knowledge.

But how many people within a sales organisation hear about and are able to use that success story to their advantage?

Generally very few, maybe that person tells a couple of their friends, and those friends will half-remember what they had been told about the customer situation and what solution was presented and how it was aligned with that customer’s needs.

This does not allow the rest of the team to benefit from the experience of the individual, resulting in the waste of a hugely valuable asset: knowledge.

Or what I like call “Sales Intelligence”.

But leveraging success is very difficult unless the team are working in a highly connected environment. In the case that the success story was documented and then distributed in traditional corporate means (generally a mass-mailed PowerPoint), it can often go un-opened by the group, and so again the benefits go un-realised.

So, what is the solution, and remember that the aim is to utilise existing success to enable growth by the rest of the team?

To achieve successful growth using the experience of the team is easily achievable, and this is easily achievable the continual analysis of the success of the team by firstly analysing their success – not by the traditional means of measuring the revenue they deliver, but by the automatic measurement of their performance within customer facing meetings and pushing revised messaging & process to every member of the team.

This delivers a unified message across the organisation, enabling relevant customer conversations and increasing success across the team.

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