John Glenn. Buzz Aldrin. Buzz Lightyear. Every sales team has them: those out-of-this-world sales performers that seem to effortlessly outrank their peers and exceed their quota. Somehow, they’ve cracked the code on how to break through to customers, and it seems like they’ve got it all figured out on their own.
It’s perfectly normal for every sales organization to have a few of these rock star sales performers. And, hey, more power to them! But their existence does beg the question:
If one rep has figured out how to be successful, and they’re willing to share that information with their peers, why don’t we see teams where everyone is achieving the same amount of success?”
Sure, there’s a discrepancy in natural sales talent. But, with the right information in hand, companies should be able to replicate the success of their top sales performers… right?
It’s clear that these sales performers are the most valuable members of their respective teams. But the best sales leaders are constantly searching for ways to replicate those reps’ success by documenting their process, sales pitch, email communications style, and more.
And it works.
Flip up your arm radio and buzz in the Aberdeen Group — according to their observations, best in class companies take this approach far more frequently than all other sales leadership actions.
54% of “Best in Class” companies provide internal tools for sales collaboration.
So how can sales teams find the time and resources to study their top sales performers and share that knowledge team-wide?
We created our newest eBook “Houston, We Have a Sales Problem,” to help answer that question:
It’s a Millennial Thing
Aberdeen’s “Social Selling” research proves that millennial-aged employees have a higher degree of willingness to share best practices, especially given the opportunity to capture and share their most successful sales pitches, content, and strategies.
Buzz Lightyear to the rescue!
But the struggle with duplicating this success lies in the sales collaboration process. Without the right systems in place, it take a lot of time and resources to document, analyze, and replicate a sales rep’s success. And let’s face it… ain’t no millennials got time for that.
It Takes the Right Tools
Documenting the activities of your best sales performers may have been an arduous, manual process in the past, but current sales tools enable this type of learning and collaborating automatically. A modern sales team can share knowledge, email templates, see what’s working (and what’s not) all on their own — no prompting from a sales manager required.
SalesLoft, for example, surfaces the top performing messages and strategies in a dashboard for the entire team, allowing reps to take and repurpose the best techniques, on the fly.
To infinity… and beyond!
It’s Not Just Possible, It’s Crucial
The most dangerous sales problems are the ones that slowly creep up on your organization over time. As technology and buyers have evolved, a number of such problems have embedded themselves in the daily lives of sales professionals.
From the time-consuming effect of technology, to the increasingly inaccessible customer, the deck is certainly stacked against the modern sales professional, even your out-of-this-world sales performers.
But addressing these problems head on, with the right tools, can rejuvenate a sales team and launch them on to greater success than they previously thought possible. It’s time to acknowledge the systemic problems and free your sales team to be the best version on themselves. Your sales mission depends on it.
Are your best sales performers flying solo?
Download your copy of the eBook today to launch into greater detail on each of these issues, how deeply they impact a sales organization, and what using the right sales tools can do to solve them.