Why Can’t Your Salesperson Sell? Understanding The Sales Mindset
Recently I have been working with several business owners who are struggling with installing a “Sales Mindset” in the people on their team. I have an insurance agent, a high-end designer jewelry store owner, and a Car dealer client that are all working on this same project. Changing the mindset of sales teams from “order takers” to proactive sales professionals is a major difficulty facing many business owners in today’s competitive economy. A relatively complacent market has long determined the sales tactics for many businesses. Salespeople were able to be successful by simply waiting on customers and completing paperwork. As competition grows, this antiquated way of selling is insufficient. Business owners and sales executives now understand that their teams must measure success by tangible results, such as the quantity of goods sold or policies written.
The Shift From Order Takers To Sales Professionals
I’ve recently worked with a variety of clients – including an insurance agent, upscale jewelry store owner, and a car dealer – who are all trying to instill a “sales mindset” among their team members. So, what’s hindering sales success? The issue lies in what I call “The Makeup Of A Strong Salesperson”. This Makeup is essential for coaching existing staff and hiring new candidates. A few key components include:
- Mindset: A proactive, problem-solving mentality is essential for a successful salesperson. Rather than just receiving orders, they must be motivated to identify the needs of the consumer and offer customized solutions to meet their needs.
- Skill Set: A particular skill set is needed for effective sales, including strengths in communication, relationship building, and negotiation. Salespeople need to know how to actively engage with customers, understand their needs, and effectively present solutions.
- Resilience:
- Motivation: To be successful in sales, an individual must be self-motivated. Successful salespeople are always looking for ways to improve their performance and generate new leads, without feeling the need to have outside motivators.
The Right Hiring Process Is Essential For Maintaining A Strong Sales Team
A strong sales mindset is not just important for existing team members to have; it’s vital to evaluate it amongst candidates during the hiring process as well. Hiring a poor salesperson can have negative effects on your sales team and business as a whole. These effects can look like:
- Lower Morale: Poorly-performing salespeople can disrupt the dynamics of the sales team, leading to frustration among team members who may feel they have become burdened by the underperformance of their peer(s).
- Missed Sales Opportunities: Sales staff that do not have the right sales mindset can cause the business to miss out on sales opportunities, affecting overall revenue.
- Poor Customer Experience: Unsatisfactory experiences with sales people that lack the sales mindset can lead to upset customers, which can impact your reputation and reduce the likelihood of repeat business.
Coach Your Sales Team For Success
To develop a strong sales mindset among your team members, try using focused coaching techniques with them. Concentrate on developing the qualities listed in the Strong Salesperson’s Makeup above. Offer continuing training and education, foster an environment of open communication, and motivate members of the sales team to share their experiences and knowledge with one another.
Professional One-On-One Coaching For Business Owners
Transforming your sales team’s mindset from “order takers” to “proactive salespeople” is not going to happen overnight. By understanding the importance of a strong sales mindset and the key attributes that contribute to success in sales, you can build a more effective team for your business.
If your business is struggling with sales performance, contact Wayne Herring at Business Builder Camp to learn more about his professional one-on-one coaching sessions specially designed for business owners. With the right approach, your sales team can thrive and contribute to the growth of your business.