Presentation outlining the different types of salespeople and how a top performing salesperson is impacted by their strengths, skills & severity of weaknesses. Provides a brief summary of the sales assessment we have used on almost 1million salespeople around the world to determine whether they will sell. More details at www.evolutionpartners.com.au
18. 30%
Demand - the 3% rule
Jeremy Miller of Stick Branding
7%
30%
30%
Not interested in
you at all
Content
definitely won’t
change
Irritated, but not
enough to
change
Intend to change
3% Active buyers
19. 30%
Jeremy Miller of Stick Branding
7%
30%
30%
Not interested in
you at all
No matter what
you do, they will
never choose
you.
Demand - the 3% rule
20. 30%
Jeremy Miller of Stick Branding
7%
30%
30%
Content
definitely won’t
change
Maybe recently
purchased or
too small.
Messages fall
on deaf ears
Demand - the 3% rule
21. 30%
Jeremy Miller of Stick Branding
7%
30%
30%
Irritated, but not
enough to
change
Currently experience
pain, but have other
problems. Unlikely to
take action until issue
becomes a priority.
Demand - the 3% rule
22. 30%
Jeremy Miller of Stick Branding
7%
30%
30%
Intend to change
Passive buyers.
Respond to well
timed marketing or
cold call. Not
shopping for options
Demand - the 3% rule
23. 30%
Jeremy Miller of Stick Branding
7%
30%
30%
3% Active buyers
Actively shopping
for vendors and
want to purchase
within 90 days.
Demand - the 3% rule
25. Our analysis
of sales
people1989 research - factors
responsible for sales
failures.!
Rexer analytics
Previous research only
benchmarked - look at
success factors.
28. Major
weaknesses
1. Need for approval!
2. Tendency to become
emotionally involved!
3. Self limiting beliefs!
4. Non Supporting buy
cycle!
5. Uncomfortable
discussing money!
29. Our analysis
of sales
people
25 years!
~ 980,000 sales people!
All industries & sizes!
!
Rexer analytics
172 criteria!
22 million variations!
30. Analytics &
Predictive
validity
94% likelihood in the top
half of the sales force
within 6 months if
recommended !
!
70% likelihood if not
recommended left within 6
months!
Rexer analytics
31. 74%
Supply - the 26%
Objective Management Group results
20%
6%
Weak
Capable
Elite
32. 74%
30%
Elite 6% draw from 40% of the market
20%
6%
Capable
Elite7%
30%
30%
Prospects Salespeople
Not interested in
you at all
Content
definitely won’t
change
Irritated, but not
enough to
change
Intend to change
3% Active buyers
Weak
34. 74%
30%
Capable 20% draw from 10% of the market
20%
6%
7%
30%
30%
Prospects Salespeople
Not interested in
you at all
Content
definitely won’t
change
Irritated, but not
enough to
change
Intend to change
3% Active buyers
Weak
Capable
Elite
35. 74%
30%
Weak 74% draw from 3% of the market
20%
6%
7%
30%
30%
Prospects Salespeople
Capable
Elite
Not interested in
you at all
Content
definitely won’t
change
Irritated, but not
enough to
change
Intend to change
3% Active buyers
Weak
36. It’s not just that
the weak are
competing
against the
elite, the elite
deal with 6
times as many
prospects.
37. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
38. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Desire
Commitment
Outlook
Responsibility
Motivation
Enjoy selling
39. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Need for approval
Controls emotions
Supportive beliefs
Buy Cycle
Comfortable with money
Handles rejection
40. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Role specific needs
Sales process
Supportive beliefs
Obtains commitments
Listening
+ 16 others
41. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Hunter %
Consultative seller %
Qualifier %
Closer %
Account Manager %
Farmer %
Posturing %
42. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Trainable
Coachable
Figure it out Factor
43. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
% Skills identified
against ideal for role
44. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
% Strengths
identified against
ideal for role
45. Major factors influencing success
The will to sell
Sales DNA
Sales Quotient (SQ)
Competencies
Development
Skills
Strengths
Weaknesses
Combination is key
Need for approval
Non supportive buy cycle
Self limiting beliefs
Emotional tendency
Handles rejection
+ 10 others
46. DISC
D I S C
Salesperson
High DI is no
correlation that
they will sell
54. Hunters /
Rainmakers
Capable non selling
professionals
New opportunities
Clients with growth
opportunity
Clients without
growth opportunity
Incapable non selling
professionals
Who is capable?
55. Hunters /
Rainmakers
Capable non selling
professionals
Train on specific
hunting skills &
strengths deficiencies
& weaknesses
Don’t train on sales
Incapable non selling
professionals
Train on specific
account management
skills & strengths
deficiencies &
weaknesses
Who is capable?
56. Names withheld
to protect the
innocent
Names withheld
to protect the
innocent
Names withheld
to protect the
innocent
Hunter
Not a
hunter
57. Names withheld
to protect the
innocent
Names withheld
to protect the
innocent
Names withheld
to protect the
innocent
Account
Manager
Not
account
mgr
70. Firm B
Dedicated BD focus!
10 Staff (2 in BD)!
Each know 100 people
(total pool 200)!
!
40% pool =!
80 opportunities
“Can you grow annual
revenue by $50k per
month?”
71. Firm B
Dedicated BD focus!
10 Staff (2 in BD)!
Each know 100 people
(total pool 200)!
!
40% pool =!
80 opportunities
Firm A
Everyone sells!
10 Staff!
Each know 100 people
(total pool 1000)!
!
3% pool =!
30 opportunities
77. 0% 20% 40% 60% 80% 100%
Debriefs Efficiently
Handles Joint Sales Calls Effectively
Asks Questions
No Need for Approval from Salespeople
Controls Emotions
Doesn't Rescue the Salespeople
Has a Sales Process
Knows Why People Buy
Knows How People Buy
Effective at Getting Commitments
Consistently Coaches and Debriefs
Beliefs Support Coaching
Sales manager coaching skills
79. 1. Decide to take action
2. Understand who is capable -
assess your team
3. Consider how your team will
work in a model - build a process
4. Specific issues training