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How To Spot A High Performer And Why They Make Great Employees

 

“ High performers” are generally very smart people with an above average IQ. However, IQ is not enough on its own to be a high performer, there are 4 types of intelligence that contribute to high performance.

  • Innate intelligence [IQ] – How smart you are – is fixed. Set in your DNA
  • Acquired intelligence [AQ] – How much you know – makes IQ relevant
  • Technological Intelligence [TQ] – How fast you integrate and leverage technology for low value tasks – gives more time for building human relationships
  • Emotional Intelligence [EQ] – Your agility for dealing with emotions – amplifies the impact of the other 3 because it allows you to relate, respond to, influence and persuade other human beings

People with high IQ tend to be curious, quick to learn and utilise new information, are strategic and can see the bigger picture, hold themselves to account, and have better reasoning skills. They also perceive relationships in seemingly unrelated objects, ideas, or facts and can develop unique and original ideas and solutions to problems. These are great competencies for discovery and challenging status quos as well as developing unique solutions.

High IQ alone in sales can also have a negative side. Because high IQ people tend to think, talk and connect ideas faster than some other people they may damage relationships through:

  • Impulsiveness
  • Impatience
  • Talking down to people
  • Talking over people
  • Failure to listen and hear people out
  • Failure to empathise with others
  • Overwhelming people with elaborate solutions to basic problems or issues

Many extremely intelligent people have failed in sales because they are unable to influence the behaviour of other people!

Acquired intelligence opportunities are all too often faced by average performers with comments such as “I’ve been doing this for xx years – I don’t need/want training!”. High performers have a thirst for knowledge and ideas. They:

  • Seek out every opportunity to learn
  • Are coachable and open minded
  • Welcome feedback and review
  • See adversity as a learning experience
  • Will share ideas and successes

 

High “Q” people will always be successful in goals they set themselves!

 

There are so many ways to invest in self-development today. Look into the internet for podcasts and videos. A good place to start is  with Jeb Blount’s Sales Gravy with links to many others like Mike Weinberg.

We have no time for salespeople who limit their own capabilities by never investing in themselves!!

We are looking for more high performers to join our candidate list – please send your CV to info@thcrecruitment.co.uk

 

Image from www.cognology.com.au

Placing a great salesperson is easy – placing a great salesperson in THE RIGHT ENVIRONMENT isn’t plain sailing.

Read our guest blog from Mike at Persona Sales Training and understand why having bespoke sales training for your staff is the best option.

Finance Director: “What if we spend all this money training salespeople and they leave?”

Sales Director: “ What if we don’t and they stay!”

In the last few years of working with both large and small companies, what observations can we make in terms of really increasing sales and profit and cutting costs. Any of which you can choose to consider or dismiss…

Understand or calculate the real cost of sales failure/turnover

What are the components?

  • Slow or negligible performance from start date
  • Decline in business from established people
  • Down – Up curve in replacement/new start
  • Never reaching real targets
  • Low average Order Value/ High discount/Little or no up-sell
  • Loss of customer base
  • Little or no new business wins

There are others I’m sure but for one of our customers we estimated upwards of £250K minimum [yes, I’m being conservative!]

Contributing factors to unrealised sales potential

There can be many however we should consider 4 key components for successful high performers:

  1. Comprehensive product knowledge and competence to desired level before they start
  2. Modern sales/helping customers to buy competence – learned and practised to start level
  3. Total competence in Planning and managing sales activities with special focus on Prospecting and pipeline management
  4. Motivation and Attitude assessment [including profiling] – will to win and self -improvement/desire to learn

The rush to employ the best of what we have seen or somebody else’s Farmer, Plodder, Account manager usually fails. In the world of today it’s time to develop and grow your own successful team with a systematic one-year flight plan.

Sales Essentials for today’s UK market

Here are some winning key skills/competencies we believe essential for the B2B market:

  • Development of well qualified prospect list [clear conversion metrics]
  • Great forecasting competency based on key win probability factors [including Gutometer] – translated to CRM
  • Initial meeting process/agenda – How we help people to buy!
  • Story – telling to get prospect focus and perspective
  • Value translation skills and techniques
  • Real knowledge of integrating financial solutions in a process and their use in cost justification and the business case
  • Prevention and management of No Decision and Stalled outcomes – the REAL competition
  • Absolute ability to justify differences in price/value [for Up-Sell and dealing with other suppliers!]
  • How bundling up can be a winner
  • Prospecting – yes, we’ll say it again! All our clients start from not enough prospects leading to desperate activities by all!

There are others I know but if we’ve rung some alarm bells maybe it’s time to look at how to take step forward to long term increased effectiveness?

The Sales 2.0 real cost and effectiveness on sales results

We still haven’t found one B2B customer who can sit back and rely on marketing/e-shots/google/twitter etc. to fill their sales pipeline…

Lest we forget “People buy from people they like” and “For their reasons – not ours!”

Think back, didn’t all your great sales start with a relationship first?? Let’s just get better at developing a great relationship where they see you as an asset and a partner. Then you help them through a process to buy the very best solution…

 

For more information on recruitment or sales training please contact us on info@thcrecruitment.co.uk

 

There have probably been many customer calls where you think that you have clinched the sale, only for it to end abruptly and you have no idea why.  It’s easy to blame the customer in this instance but there are several reasons why it could be YOU that is putting them off.  There are some standard do’s and don’ts when it comes to sales calls:

 

Name Calling

Not intentionally being rude, but mispronouncing someone’s name AFTER they have corrected you, calling them Mrs instead of Miss, forgetting their forename midway through a call, there are all guaranteed to make your customer want to end the call ASAP. Take care and pay attention to these details BEFORE you pick up the phone.

 

Faking it

Trying to force a conversation is deadly! You will come across as insincere and “fake” and that signals distrust. Relax your tone, and use language that you are comfortable with and that your customer can relate to. A natural flair for conversation is a huge advantage with a sales person, but you can become better at it over time.

 

Switching Off

It sounds obvious but actually listening to what your customer is saying is vital. Each customer needs to know that they are important and quite frankly, if you aren’t listening to them, why should they do business with you?

 

Asking closed questions

When you ask “ Why did you..” or “ Why where you” type of question , you are instantly putting your customer in an awkward position. There may not be a wrong answer, but they will feel that there is and will either close the conversation off, or will become defensive. Letting a conversation flow naturally and asking better questions will go a long way!

 

Learn to listen ,respect and help your customer and your sales targets will become easier!

banner-image-employers-10001How can you maximise the products and the talent within your leasing company? Read our first guest blog from Mike Ramsay, Director of Persona Sales Training. The last 3 years have presented opportunity for change in the leasing and finance industry. The products are more in demand than ever before but the potential payback can only be fully realised if our delivery system is perfectly designed.

The tired old benefits of leasing can and will continue to suffice for partnerships that consider below 25% lease penetration, with marginal reactive growth, a success

Let me pose a question “How many companies would invest in and introduce new CRM software without fully and comprehensively training their staff to use it?”

Surely it would be crazy not to maximise the return on investment! Indeed, how much money and time [in £ 000’s] will a company invest in customer service back office systems and methods in total? Consider the ££££’s invested in total in leasing and back office software and technology over the last 10 years?

We understand that the critical benefits of these investments of time and money would only have been realised once all the staff understood totally how, why and when to use the main elements of the system!

Let’s compare this with the time and money typically invested in the Sales Aid or Vendor partnership in their CFRM [Customer Facing Relationship Management] operation?

Many ‘front end’ staff get very little training in how to maximise the REAL benefits of leasing for and with prospects and customers. But never mind, they know how to complete a leasing document accurately and how to enter and save details on the software! After all, they have completed a test of their knowledge and been repetitively trained to be effective day to day.

Maybe I am being slightly cynical and maybe this doesn’t truly reflect some partnerships but in my experience in the last few years it IS typical of many.

It is time to empower and excite some of your partnerships with the NEW sales benefits of leasing. When these are successfully installed with the sales teams all the OLD benefits of leasing will follow!

The coaching and training to make the system work efficiently has to be just as comprehensive with the only people who MEET the customers! Sales and customer service teams!

And what benefits will they [and subsequently all] gain? Salespeople are motivated by a limited number of ideals; recognition, money, success and security [for some].

The NEW benefits of leasing to salespeople are only accessible with thorough and complete sales coaching and training. There is no point holding up a bunch of pound notes as an incentive when we are only showing them how we calculate that incentive!

Sales people can achieve the following benefits to varying degrees when they are shown and coached in how to use rental selling skills practically in this downturn economy:

  • How to prospect more effectively using rental perspectives [and stop wasting time!]
  • How to be more effective at cost justification and creating strong business cases
  • How to be more effective selling price differences against other suppliers
  • How to prevent more sales from going to ‘No Decision’ than are ever lost to other suppliers
  • How to be more effective at selling with and through key influencers as well as decision makers
  • How to continually increase profit and average order sales values [working smarter not harder]
  • How to be more effective at selling services and consumables [the lifeblood to many partners]
  • How to Pre-handle, manage and prevent PRICE OBJECTIONS!
  • How to be more effective at selling all solutions with any form of finance [Lease, rent, HP etc.]

Salespeople will not risk their own integrity. They will only use skills and techniques that they are confident and competent to use. This takes time, repetition and experiences. Invest in the only real connection with the customers!

These benefits of using leasing effectively will result in sales success with the result of a more stable and successful sales team, an increase in lease penetration, winning of additional sales for the vendor partner and an increase in profit.

These skills and techniques can be integrated with and support all existing sales processes with equally positive effect.

The benefits of leasing for the Vendor – cash flow, reduced debtor days etc. will logically follow this customer facing investment. The benefits to the Lessor will be huge.

 

 

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    • Our sister company is Persona Sales Training – a specialist training company in leasing and vendor finance.

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