According to a recent CSO Insights Sales Compensation and Performance Study, over 40% of sales professionals fail to produce enough revenue to meet quota. And, salespeople reaching quota has dropped by 10% over the last five years! In the How To Behave So Your Buyer Will Too!™ keynote, we reveal three natural human tendencies that plague under-performing salespeople and prevent them from fulfilling their potential.
Too Many Salespeople Still Underperform
On average, 1 in 3 salespeople fail to reach annual quota.
They achieve activity metrics assigned them, keep the CRM system updated, and are liked and appreciated by their peers.
The 80/20 rule states that roughly 80% of the effects (sales) come from 20% of
the causes (salespeople).
If you doubt this, stack rank your company’s salespeople by current or year-to-date results. (Yours may be better or worse but the results of this simple exercise may surprise you.)
What Behaviorally Separates the Top 20% of Salespeople From the Bottom 80%
This is a question I have been thinking about for nearly the last 10 years!
To some degree, the answer to this question is the holy-grail of sales productivity improvement, harkening back to the late 1970’s, when Neil Rackham conducted his pioneering research that led to his seminal book: SPIN selling.
I Believe a Salesperson's Success Hinges on a Few Simple Behaviors That can be Taught and Coached
In my How To Behave So Your Buyer Will Too! TM keynote, I reveal three natural human tendencies that plague underperforming salespeople and prevent them from fulfilling their potential.
These three afflictions tend to manifest themselves in the first three minutes of a sales call, destroying trust and connection with a prospect.
I Provide a Proven and Simple Remedy
- Is over 140,000 years old.
- Is the most effective means of delivering insights with buyers
- Builds trust and connection, improving the quality of sales conversations.
- Makes your messaging sticky.
- Facilitates buying decisions.