you can’t teach people to sell by teaching people …you can’t teach people to sell by teaching...
TRANSCRIPT
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You Can’t Teach People to Sell by Teaching
People to Sell
Mike EsterdayCEO, Integrity Healthcare
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Agenda
Why Skills Training Isn’t
Enough
Action Ideas
Model for a New Way of
Thinking
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Question
Why do salespeople with similar skills and experience perform at different levels?
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Global Sales Study with SMA
Attitudes, Values, Beliefs, Motives and Achievement Drive
84%
26%
Effectively Address Achievement Drive
Those that do = 20% Increase!
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Why the Discrepancy?
Skills & product training are simpler to deliver.
The subject matter is too personal.
Expect people to be strong when hired.
Never done this type of development before.
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Three Critical Conversations
Withcustomers
1 With yourself
With your coach
Are these two conversations
aligned?
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Sales Congruence:A New Way to Think About Mindset
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Congruence releases energyand achievement drive.
Gaps create conflict and disengagement.
View of Selling
Commitment to
Activities
Values
View of Abilities
Belief in Product
Congruence
™
Sales Congruence
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Rate Rep or Sales Team 1-10
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Action Ideas
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e
Address these issues in training.
Managers coach to more than activities.
Ask related questions when hiring.
Sales Congruence
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Skillset Mindset Disciplined Process
Measurable Results and ROI
Training Must Include
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e
1. Event Based – no follow-up or accountability
2. Limited Manager Engagement – to model and coach
3. Only Teaches Skills – doesn’t address attitudes and mindset
4. Lack of Cultural Integration – or sustainment strategies
4 Reasons Sales Training Isn’t Effective
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Belief in Product
Equip managers to…
1. Ask about a professional or personal goal the rep wants to achieve.
2. Ask what skills/capabilities are needed to achieve this goal.
3. Ask what the rep can do to build belief that this goal can be achieved.
Coaching
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Belief in ProductBooth 606
To Learn More
www.integritysolutions.com
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You Can’t Teach People to Sell by Teaching
People to Sell
Thank You!Mike EsterdayCEO, Integrity Healthcare