Sales Coaching Achieves Superior Sales Results
Why Sales Coaching?
As a sales leader your days go by quickly. You are constantly multi-tasking, addressing a variety of issues, looking at reports and often reach the end of the day without being involved in a single sales conversation. If you didn’t, you might have missed the opportunity to ask your key sales personnel what they’re thinking about what’s going on and how things are going.
Honestly, how often do you make the opportunity to sit down with each of your sales people and ask them what’s working and what’s not. With a full plate of day to day tactical decisions, it’s very easy to miss the opportunity to allot 15-30 minutes a day to sit down and ask the most important question, “How can I help”? You may wonder, whether sales coaching really makes a difference? Or, can you just tell them what to do and then get out of their way. Statistics reveal an interesting story.
The Sales Intelligence System
The Sales Intelligence System is based on the principle that when you consider Intelligence (IQ), Emotional Intelligence (EQ) and Personality Styles, you will achieve Superior Sales Results. While there are many excellent training approaches in the world of selling, most focus on skill and technique. We have found that customers make decisions with two reasons in mind.
- What will it do for my business?
- What will it do for me personally?
The question becomes which one is most important and will they share this with the sales professional? When we take into account the customer’s personality style it can be the difference in winning the sale over your competition. Find out how in this whitepaper.
The Sales Intelligence System –
Insurance & Financial Services
In the fields of insurance and financial services, you can actually break down the customer’s decision-making criteria even further into: financial impact, expertise, service and product portfolio. Most sales training approaches focus on a process entirely from the business perspective. Whether it’s training in asking questions, prospecting skills, presentation skills or strategic planning, the approach is from an educational perspective where technique and process is the main emphasis. This is what we call intelligence or in academic terms IQ – the Intelligence Quotient, which is your ability to learn and apply. But, sales is a game of momentum where other factors must be considered. “The Sales Intelligence System” considers three perspectives when approaching potential customers:
- IQ– the Intelligence Quotient for the skills, techniques and process to approach customers who have a need and therefore want a solution. The emphasis here is aptitude.
- EQ– the Emotional Quotient is being aware of what is going on emotionally in the meeting between all parties involved. What are the feelings of the individuals interacting? Are they positive, negative or indifferent and how can this be influenced? You can call this intuition or people skills.
- Personality Style– being able to understand the personality type of the customer to leverage and anticipate what is important to their temperament. We can gain insight into the person’s behavior based on the preferences of their personality style.
Recruiting for Results in Insurance & Financial Services
Considering personality styles is critical to recruiting success. Generally, it will help you conduct a more focused, productive and valuable interview. More specifically, using personality styles will also help you:
- Position your company’s values in ways that are important to their personality type
- Understand their strengths and what comes naturally to them and where the training focus needs to be
- Know what motivates them to action
- Develop a culture that works better together leveraging the strengths of each personality style
