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    Welcome to Authentic Journeys - ഓതെന്റിക് ജെർനീയ്സ് - US-India Cross-Cultural Training

November 20, 2016

Assessing Your Sales Team

Dave Kurlan, CEO of the Objective Management Group (OMG), is a guru on sales and improving your sales team's performance. Recently, I have come across his profile online and checked out a webinar he gave recently titled, The 6 Sales Weaknesses That Limit Sales Results.

I've taken a few notes from the video that I will share with you below. But, to make the most effective use of the notes, take a look at his video and use it as a spring board for conversation on your own sales team. 

Looking for motivation?
If you give sales presentations to US clients over webinars, we can help you!

After watching the video, I have extracted some self-reflection questions you could use with your sales people when reviewing best practices:

Questions to ask yourself about Sales Cycles:
  • What is your typical sales cycle?
  • How much time is the average time it takes your sales people to close a sale?
  • Ideas on what makes a sales cycle shorter? Longer?
  • Can the ideas for making sales cycles shorter be applied to other prospects?
  • What is the difference in a sales cycle when it comes to re-engaging previous clients?
Win Rates:
  • What factors create lower or higher win rates?
  • Is your sales team keeping statistics to help track progress?
  • What are the quotas? What is being done to keep sales people accountable when it comes to quotas?
  • If sales people have time limits for their phone calls, how have the time limits been set? How does the time limit help or hinder closing a sale?
  • What are the characteristics of your sales pipelines?
  • Are there bottlenecks in the pipeline (pipeline velocity)?
Getting to the Decision Makers:
  • How many times does a sales person have to call to get to the decision maker? How does this effect the sales cycle?
  • What are best practices your sales team has identified to be able to get through the gatekeepers to reach decision makers faster?
  • How many calls would a sales person make before giving up? (The video suggests most people give up after getting to the fourth level contact.) 
  • Are sales team members comfortable with leaving voice mail

Analyze the Salesperson “Sales DNA” (Watch from the 4 minute mark)

Sales DNA is the combination of strengths that create a winning sales formula. Six aspects of the sales DNA include:
  • Non-Supportive Sales Cycle
  • Need For Approval
  • Become Emotional
  • Difficulty Recovering from Rejections
  • Self-Limiting Beliefs
  • Difficulty Discussing Money
Unfortunately, the webinar is not available online. See this page for more tips

More Negotiation Tips from Americans: 
How to write better cold emails 
3 Tips To Effective Negotiations - With A Short Video Talk 
Putting Customers/Clients on Hold or Transferring a Call (Video tutorials)

How to Impress American Customers 

Authentic Journeys: Bridging Culture on Virtual Teams

We help build effective, culturally competent global teams with focus on the cultures of the USA and India. Jennifer Kumar, Managing Director, an American citizen, has almost 10 years experience living, studying and working (owning a business) in India. Authentic Journeys Consultancy is registered as a Private Limited in India (Kerala) and an LLC in the USA (Salt Lake City, Utah). We provide onsite and live-online instructor-led courses, facilitation and corporate coaching.