Leveraging Behaviors to Improve Sales Performance

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As sales managers, we live in a results-based world —always focused on the outcome. The inherent problem lies in our focus on results as opposed to the individual behaviors that drive those results.

Let’s Be Honest

Selling is hard work. In today’s competitive marketplace, success in selling is more challenging and requires a higher level of skill. Give your team the opportunity to be successful by leveraging their natural sales style.

A Real-World Example

I work with a company whose business owner came to me and suggested that one of the members of his inside sales team was not going to work out.

“He’s not a real engaging type of guy,” he stated. “He just seems to be really, really mundane and he’s not engaging on the phone.” The business owner agreed to let me use a sales profile assessment to help the salesperson.

The sales assessment revealed that he is a task oriented extrovert who had the ability to act as an introvert. This is nearly a perfect profile for an inside sales person. I helped the salesperson understand his profile and he was able to recognize that when he’s in a social environment he’s not introverted at all. It’s only when he’s on the telephone.

I set up a scenario that allowed him to role play a telephone sales call, and I asked him to pretend he was in a social setting. This allowed us to change his script to better fit his personality and make him more comfortable. Immediately, he began connecting with his prospects and booking appointments. Not long after, he made his first sale and his confidence got the lift it needed.

At RedRock Leadership, we’ve seen the value in individualized training and coaching to help improve sales. Our unique processes and proven platforms have helped sales managers build teams that actually sell and generate profits. Contact us today to see how we can help you.