The Value of Sales Candor in your Organization and Why – Steve Buergey, ClientWon
Candor Definition: The quality of being open and honest in expression; frankness.
frankness, openness, honesty, candidness, truthfulness, sincerity, forthrightness, directness, plain-spokenness, bluntness, straightforwardness, outspokenness;
Sales leadership wants to think they are in the loop in all the changes within an organization and trends in the sales world. The reality is that most have one playbook they have been using for some years and it might be fairly successful. The big question is …does the playbook drive sustained and consistent quota attainment? Think about your sales team – let’s say ten reps on the team. Last quarter how many of them hit their number, and did you have any zeros (or even double zeros) on the team?? How many salespeople have you lost in the last six months? If we take this back to the Challenge Model of Teach, Tailor, and Take Control; are you tailoring your “Candor” to each one of your reps?
It is very common to see what is working with one salesperson, and simply ask the other 9 to do it the exact way. The problem in many situations is that you are simply too close or too invested to identify the barriers that exist.
Let’s think about it in another way. You play golf, and you can’t seem to lower your score no matter what you do. You’ve tried everything from videos to asking your friends and no luck. Then you take a lesson. This person is probably not a professional golfer, yet they quickly see that you are not keeping your eye on the ball and your backswing is about twice as fast as it should be for an effective and consistent game. Bam – your next round you drop six strokes off your score. Now did this “expert” know everything? No, he simply knew what to look for and made minor corrections to improve your game.
That is exactly how Sales Enablement should help at your organization should help. If that role exists in your company, have a candid conversation that you need an independent eye to help you provide an unbiased review of your team. Should that role not exist, locate a company like ClientWon to come out and conduct a simple and independent assessment to find the few areas or gaps that can grow your team.
Good Sales Enablement Experts might spend a few hours learning, listening and looking at systems. Their deliverable should only be a few “big rocks” at a time that can be digested by your company without being too disruptive. Beware of companies with the latest and greatest solution for all your challenges. Consultants like that will push their $20,000 solution that fits them – and not solve your short-term challenges. There are dozens of sale methodologies out there and make sure you find the one that fits YOUR organization. Best practice would be finding a Sales Enablement expert who has been exposed to many methodologies to provide candor in their recommendation.
Why do i mention Candor so much – because leadership, management, and sales want to hear it (even if they don’t think they do). The end in mind should consistent improvement by making small changes the organization will embrace.
If you would like a quote and process for this independent review, contact Steve Buergey at firstname.lastname@example.org