With twinkling lights and chilly nights, the New Year is just around the corner. December is a month that places us in an anticipatory mood.
Indeed, there are targets still to be hit, and your team of high performers will be striving to end the year on a high.
As a leader, you need always to be two steps ahead of everyone else, which is why now is the time to plan for next year. But I want you to forget about targets for a moment and undertake an honest appraisal of each team member.
In equal measure, what excites and frustrates you about their performance? In specific detail, what do you believe are their strengths and weaknesses? How do they communicate with prospects and clients?
It is simply impossible to grow any business unless you develop the people in the business. So in its simplest terms, every company has a strategy to grow.
You see, if you invest in your team, then results will follow. Yes, I am talking about sales training!
Before we go any further, I may have covered any objections you may have in this video. So go and take a watch, and then come back here when you are ready.
I am sure you already have a large part of your strategy ironed out for the next 12 months. There will be ambitious targets in there – and good for you. Only good things come when shooting for the stars.
However, whether that vision includes selling to larger companies, growing accounts, launching new revenue streams, etc., a high-performing team must be continually trained and coached to succeed.
The challenge we have as sales professionals is the wealth of information at our prospect’s fingertips. Our marketing teams can sell the benefits of any product across a plethora of digital channels, so by the time they come to us, they already know about our product.
Be a detective and crack the case
Therefore, sales training is not just about focusing on answering your prospects’ questions or closing sales. Instead, just like a detective trying to crack a case, what is much more important is learning the right questions to ask.
Our proven Buyer Facilitator system transforms the mindset of a typical salesperson. Your team will begin to see results on day one as they radically shift from trying to sell to helping people buy. They will discover real client needs, close more sales, and exceed their goals.
High-performers demand and expect continued development. They thrive on feedback. But even if you have some underperformers in your team, as the role of a leader, make it your mission to unlock their potential and turn them into high performers.
A culture of accountability will allow your team to recognize, in a safe space, what techniques and strategies are not yielding the returns for which they had hoped. This then creates an open forum between you, the leader, and the team member, to pinpoint ongoing areas for development.