Where do your sales people need development?

Click yes on areas you would like to develop sales people.

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Sell Whole Portfolio.

As a Customer would you engage with a sales person if…

Success

a sales person was committed to your success?

No, I would continue to have loyalty to my existing supplier.

Listen

a sales person effectively listens to you?

No, I would not share with a sales person, particularly if I thought they would use it against me.

Useful

a sales person has proven they do what is useful for you?

No, I would judge everything on its merits and try to have a standard set of specifications.

Sell New Offerings.

As a customer would it help consider a new offering if…

Application

you could articulate how that new offering will be applied in your context?

No, I prefer sales people give me the full list of features.

Value

you felt the new offering would help you achieve that objective more effectively?

No, I will listen to them on their merits regardless of how I feel about the person.

Success

a sales person really understood what success looked like for you and they were committed to that success?

No, I would prefer they didn’t try to understand what success looks like for me.

Engage Different & Multiple People.

As a customer who is only part of a purchasing decision would it help if…

Listen

a sales person effectively and respectively listened to you?

No, I will develop the list of requirements and actions and then go out to market.

Trust

a sales person could prove to you they can be trusted?

No, I appreciate sales people trying to push a sale on to me, even if I will never buy.

Success

a sales person understood what success looked like and how the purchasing decision may impact that Success?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Engage More Senior Managers.

As a senior manager, would you be more willing to engage with a sales person if…

Respect

a sales person demonstrated they respected your experience and expertise and supported your strategy?

No, I expect sales people to have the expertise and convince me of the value of their product.

Outcome

a sales person were focused and committed to the outcome you wanted to achieve?

No, I appreciate when sales people tell me features of their product and I make up my own mind.

Useful

a sales person helped have a useful and constructive conversation?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Exceed their Budgets.

As a customer would it help to buy if…

Target

a sales person is able to quickly identify if they can help?

No, it is not the responsibility of a sales person to understand that.

Close

you have clear idea on how it will help, the justification and you know you can afford it?

No, I don’t think it impacts.

Size

you can achieve your end-goal more reliably, effectively and efficiently?

No, I don’t like feeling pressured even when i know I should make the decision.

More Predictable.

As a customer, would it help a sales person understand when you are ready to buy if…

Action Plan

a sales person has worked with you to develop an agreed action plan?

No, I would rather they tell me what and get on with it.

Budget

a sales person has appreciated who is paying for the purchase and whether they can afford it?

No, I would rather they just tell me about the features and benefits and I make up my own mind.

Proof

a sales person works with you to determine how to verify it will be the right decision?

No, I understand sales people earn a living telling me what they have.

Build Stronger Relationships.

As a customer does it help to strengthen your relationship if…

Success

a sales person truly cares about your success?

No, If I don’t understand it, means it will be too disruptive and complicated

Trust

a sales person you can trust and rely on?

No, should be able to explain the solution so I don’t have to put the effort in.

Integrity

a sales person who has demonstrated a high level of integrity towards you?

No, if they can’t explain the solution they haven’t done their homework.

More Focus.

As a customer, would help if…

Target

a sales person could recognise and support when you are ready to buy?

No, they can’t do anything about that.

Prioritise

a sales person prioritised their effort to help you achieve that success?

No, I would lobby internally for the budget myself.

Motivation

a sales person would be motivated to support you to overcome hurdles to ensure your success?

No, I would seek out the authority of the other people.

Sell on Value.

As a customer would it be valuable to you if…

Success

an option demonstrated to you would better achieve what is important to you?

No, it wouldn’t make a difference.

Application

a sales person could understand how that offering would be applied to your situation to achieve what matter to you?

No, I would expect this to be part of my role.

Ownership

you get to decide what is valuable?

No, I finish what I start.

Will Customer Intimacy help your business success?

Clicked Yes? Do your Sales People do these today? Not Sure?

X

Unlikely Customer Intimacy will help your business?

If you clicked no on the capabilities, it just means customer intimacy may not help.

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