sales team characters, Uncategorized

4 Characters in your Sales Team – Is your sales superstar a diva?

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Sales rep archtypes in your sales team

The Diva: He is young, loud, extroverted and you can feel his presence when he enters the room. His charismatic attitude fulfills every team with an additional kick of motivation, energy and competition. He isnt shy to show off his closing skills and successes. In most cases he will be  one of your strongest characters in your team. He screams when he gets rejected but will find ways to win the deal in the end. But be careful with his big ego, it needs to be nurtured and to bring him to the next level mentor him and set clear rules and processes for him, he needs guidance even if he doesnt think he needs them. You goal is to bring his full potential out.  He will be mostly likely a lonely wolve, something drives him to reach and exceeds targets. (see resources for a commission model that fits) . Make sure his targets are high enough to stay challenged. Keep him on track and motivated. He will be the one that hits targets even if it seems to be unreachable for the rest of the team.

 

The Silent closer – the soldier: He is not crazily charismatic but has his own style of doing sales and closing deals. He could have great passion for the product, technical expertise or a great skill set how to relate to your clients in a different way than the diva or soldier type. He needs a mentor and consistent training as he is hungry for knowledge and experience. A long term career plan is his way up the ladder for him, not quick success but due to his consistency he wins the race.  Every sales team needs one of these archetypes as he is great for your long-term planning ( he can be a good number 2 or subteam leader). He is a perfect fit for every team and a great team player. He will be loyal and thankful for every minute you invest to train or enhance his skills, or show him new ways how to sell or decrease the time to convert a client.

 

The loud and toxic narcissist: Very similar characteristic than the diva but within a couple of weeks or month you will realize that he is lacking integrity and negativity will influence the rest of the team. He will try destroy every vision you try to create for the rest of the team or firm. He is lacking empathy and could demotivate other team members , when he is not performing well and blame the product, the leadership or company for his own failures.  Its everyone else fault but not his own. Hire fast but fire faster is the credo here otherwise you will loose loyal team members and sales.

The faker that hopes until he makes it: He was great in the interview, hungry, knowledgeable, amazing performance in his previous company and promises to bring massive amount of value to your firm within short time. It looks like the best and easiest decision ever to hire him. After a couple of weeks you realize his plan and skills , compared to CV doesn’t add up.  On the first sight he seems to be a mixture of the diva and your soldier, but shortly you realize, he is very sure of himself but can not back it up with knowledge or sales/conversion. Training and further mentor-ship, together with a clear  action and training plan how he can offer more value to your firm as a result within 1-2 months can help here, otherwise you need to let him go as you could have spent this money rather on 2 soldiers or a diva.

 

 

SAAS sales and Cold CALLING, Uncategorized

Is Cold Calling Dead? 4 Step method to make cold calling successful!

QDDD-Method

Qualification – Qualify your target before reaching out to them , see in linkedin or on their corporate website who the decider is the ,CEO or the department Head you need to speak to pitch on the phone. Otherwise your cold call is lost before it even started and you potentially pitch either the wrong person or to early in the sales process and the person that receives the pitch wont put you forward. Your aims is to pitch at the right moment to the right decider to bring your benefits forward. Dont sell in first place, instead inform what you could do for them, spark interest as example; ” We can help you to make your sales team more efficient so they spent less time on admin and more time on actively selling ( as example if your product is a crm tool that automates parts of the sales process) your pitch could be received well as the product could be of interest.

Decider: Pitch the decider the benefits not the tool your aim is not to sell, your aim is to book in an appointment for another call, online presentation to make him get to know you and the product. Now the cold lead becomes a warm, qualified lead.

Demo: your are prepared for the online presentation/ demo. Do not make it another boring product pitch, relate relate relate. Relate the benefits your products brings to their company and specific needs. At the end of this appointment you want to know the potential deal value with the client and next steps and timeline. How many sales people could increase their productivity through this tool? Collect Feedback to see what could hold them back to go forward? Lead the next steps on as example iam going to prepare an offer for you for xyz licence so we can see how much time i can already save your team to be more productive ( special discount, to get him started). Book in a realistic time slot for a follow up so he is expecting you to either make the sale happen for a smaller package ,if hes not ready yet or up sell him. Send him the offer together with the appointment with the next call in an email , so he pencils you in in his diary.

Decision: You already pretty much close the deal in the demo, your call now is either to have buy if he hasent done it during the time between demo and now or if you make him an offer , make him feel special, special discount works (even if its standard discount everyone gets) and try to sell him more licences.