Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions and Zero Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales.
In this interview, Andy talks with Mike Schultz, best-selling author, world-renowned consultant and sales expert, and Co-President of the RAIN Group. They discuss:
- The definition of sales acceleration
- Why many salespeople fall short of sales acceleration
- How to access your goals to ensure you are working on the right things
What is Sales Acceleration?
Sales acceleration is how you go from selling what you’re selling right now, to selling more and doing it faster. It’s something that we all want to do, and we all know is possible. There’s something we should be doing today to make sure that our results come in faster and our results are as strong as possible. It’s the universal pursuit when it comes to selling.
Falling Short of Sales Acceleration:
So what is holding sellers back from accelerating their sales? Each salesperson probably has their own reasoning. There is something that keeps them from meeting their potential and unleashing their performance. For example, if a salesperson doesn’t have goals or an action plan, they could be selling all day, and yet not doing things that would get them to their desired results. Or, perhaps a seller is focusing on all of the right things, but they aren’t properly engaging the buyer or finding out the ways to add value to their customer’s lives. They could be prepared for what they needed to do, but not achieve sales acceleration because they didn’t lead the sales conversation properly.
Assess for Acceleration:
There are a series of universal things that we all know sellers need to do to succeed, but which one of them each seller needs to do is individual, based on what could help them the most. Salespeople must ask themselves: “where am I going?” A lot of times, people don’t have that end goal. They might have a quota, or a number, but they don’t necessarily know why they’re going to get there, or if it’s even really possible. They also don’t know what they need to do to achieve it. Once they have a goal that is meaningful and have a reason to wake up and be passionate about what you’re going to do, you can then break that down into: “what can I do this quarter, or this month, to get to where I want to go?” When sellers do that, they become so much more confident. When they wake up, they know they’re doing the things they should be doing, they know they’re getting it done, and it results in sales acceleration.
Of course, when it comes to sales acceleration, we think that the right choice of CRM solution means everything. Get your free trial of Pipeliner CRM now.