10 Questions and 5 Steps to Bringing Your ‘A Grade’ Sales Game to the Table
BRING YOUR ‘A GRADE’ SALES GAME
I was running a sales training session in a Board room last week with a high powered sales team in the Investment Services-High End Property game.
Have you ever had one of those ‘stream of consciousness’ moments when even you are surprised by the power of what you say?
It hit me like a ton of bricks as the words came out of my mouth.
You can dress like an ‘A Grade’ Player..
But are you doing all the things an A Grade Player does??
- A Grade Time Management?
- A Grade Health Management?
- A Grade Prospecting?
- A Grade Rapport Building?
- A Grade Needs Discovery questioning?
- A Grade Presenting of your companies unique solutions and products?
- A Grade Handling of objections and concerns?
- A Grade getting the business (without being rude, pushy or unprofessional)?
- A Grade Follow-up?
10. A Grade Account Management?
etc etc etc..
Want the Benefits — Do the Bloody Work…
I see too many people who want the benefits of being in A Grade but dont do the things that make an A Grade player..
They think they are doing all the things an A Grade player does..
But when we audit them and actually check..
It’s more like a B or C Grade Player..
Problem: Their EGO is telling them they are A Grade but their results are telling them they are C Grade..
So they blame the market.. their boss.. the weather… etc … etc..
They say that the others on their team who are making sales are just lucky.. in the right place at the right time..
Wake Up Pal...
Your results are called FEEDBACK..
You may not like what they are telling you…
BUT THE STATS DON’T LIE..
AND NOW — 5 CRITICALLY IMPORTANT STEPS FOR BUSINESS OWNERS AND SALES MANAGEMENT
Now, to all you Business Owners and Sales Managers
STEP ONE: ONLY RECRUIT ‘A GRADE’ PLAYERS FOR Seven West
80% of the Sales Success is in the Recruiting.
Get it right.
Use the right systems to Recruit A Graders.
Want to know more, touch base with us.
I have just the right system I can put in place for you..
STEP TWO: INDUCT THEM AS A GRADE PLAYERS
Dont let them loose on your customers until you have inducted them right..
Otherwise, they will burn leads and burn money for you..
STEP THREE: TRAIN, TRAIN AND RETRAIN THEM AS A GRADE PLAYERS
Thats what we do everyday..
Thats what any A Grade athlete does every day..
Training and retraining..
Dont just train on live paying clients..
it will cost you..
STEP FOUR: COACH, MANAGE AND MENTOR THEM AS A GRADE PLAYERS FOR YOU
Even A Graders need ongoing mentoring, coaching, management to stay on track.
What you dont Measure you dont manage.
Make sure you have A Grade S.A.M.S (Sales Activity Management Systems) in place.
I see way too much looseness in this area..
STEP FIVE: IF THEY KEEP UNDER-PERFORMING AND NOT RESPONDING TO YOUR TRAINING PUT THEM (AND YOU) OUT OF THEIR MISERY LET THEM GO..REPLACE THEM WITH SOMEONE BETTER.. RECRUIT THE RIGHT PERSON THIS TIME..
Support, Support, Support, but if you dont respond
lets part company..
Teams hate Managers taking forever to put under-performers and poor performers out of their misery..
You’re not a charity.. or a home for sick dogs and cats..
Is it skill or is it attitude??
Sort it out one way or the other..
80% of the answer is getting the Recruiting right in the first place.
If you want the inside running on getting the best Salespeople or Sales Managers for Your Business, ACT NOW.
A Service I am now offering (after much prompting from my clients) is SPECIALIST RECRUITING OF ‘A GRADE’ BUSINESS GENERATORS and ‘A GRADE’ SALES MANAGERS.
Give me a call or hit reply and write Recruiting ‘A Graders in the Subject line.