A sales team that is confident about their products and services and knows how to most effectively sell them will produce significantly better results than a sales team without those attributes. While this might seem obvious, the implications are not. For example, if 80% of your sales team is competent at the sales discovery process, but only 10% truly excel in being able to consistently uncover hidden needs that your customers have, you might mistakenly believe that you only need to work on the 20% of your team that is weak with the discovery process.
In an ideal world, your entire sales team would be as effective as your top 10% for any given portion of the sales process. However, it can be difficult to identify which salespeople are good in specific areas, especially when weakness in one area (such as discovery process) can be masked and somewhat overcome by excellence in another area (such as closing).
How the Insight Sales Process™ helps you identify your star performers
One of the important aspects about the Insight Sales Process™ is the way in which it quantifies information that was previously subjective. Instead of having your sales team provide subjective notes on prospects and customers (usually entered as text in your CRM system), the Insight Sales Process™ puts each step in the process into easily quantifiable data, which can then be compared and contrasted amongst the rest of the sales team.
For example, you might have one sales rep that is great at identifying qualified leads, but not as strong at closing the sale. You might feel that this rep is a drag on your overall sales performance, and might even consider letting them go. Another sales rep might be absolutely ineffective at sourcing leads, but be a high performing closer, so you acknowledge their success, despite their weakness in a crucial area of the sales process. By using the Insight Sales Process™, you can identify the specific strengths and weaknesses of each of these two sales reps.
Have your sales team build each other up
By identifying the strong suits of each sales rep, you can have the best of the best in your sales team teaching the rest of your team the best practices that they use to be successful. Instead of simply having the top sellers doing the teaching, you can have each sales rep teaching the area they know best. For the rep with low sales numbers but who is great with sourcing qualified leads, this can be an opportunity to make him or her shine, giving them the confidence to excel in other areas of the sales process. It also allows the rest of your team to benefit from someone who might have otherwise ignored (due to their low sales numbers). Ultimately, this process can build a sense of unity that is important your sales team feels for each other, while providing targeted education from the reps that have proven they know it best.
It is worth noting that this process would not be possible without the specific and quantifiable metrics provided by the Insight Sales Process™. The benefits of the process include the shift to a more powerful data-driven process to manage sales effectiveness and more accurate pipeline forecasting. Remember, in sales, knowledge is power, and there are few ways that are more effective to increase the amount of usable knowledge you have at your disposal than the Insight Sales Process™.