SalesNote )
April 2009
In this issue
  • Nature or Nurture?
  • MXL & TopSalesExperts
  • Sales Superstar Profile
  • Missing Quota
  • Paterno on Success
  • Turning the Corner?
    Depending on who you're listening to or reading, you may be getting the message that economically the marketplace is "turning the corner." Maybe, maybe not. As for your own personal selling efforts or that of your sales team or organization, it may still be tough sledding as your buyers continue to hold tight purse strings or delay in their decision-making.

    We see signs of boom and bust. Can't beat the combination of selling excellence with a product or service that has retained high market value and necessity. Deals are getting done but they're taking longer, requiring more calls and tougher negotiations for lower average sized deals. Many however are dealing in "nice to have" products and finding pipelines stagnating and reps struggling.

    As one deftly put it - how do you overcome a problem of asymmetrical need - where the vendor's need to sell is much higher than the customers' need to buy?

    What to do? Time to raise the game at all levels to find the deals that are out there. It's not about "closing" - it's about up-leveling Strategic Sales Execution which involves the complete selling effort in finding, addressing, and consummating all opportunities: salesperson mentality, process refinement, account/territory prioritization, maximizing selling activities, crisp sales messaging, enhanced probing and questioning, decision-cycle management, and disciplined pipeline/forecast management.

    It's not rocket science; it is about intelligent, optimized performance of a well-turned sales machine.


    Nature or Nurture?

    Are Great Sales Pros Born that Way?
    We are often asked the question of nature vs nurture about salespeople. That is, are great salespeople naturally born that way or developed and nurtured? The answer is both.

    Just as good natural athletes can be developed to be great athletes, salespeople can be developed to be outstanding producers. But just as not all people can be turned into superstar athletes, some salespeople will be limited by their nature. They can be trained to overcome some blind-spots and limitations, but not all can be developed to be sales superstars. Their nature ultimately comes into play.

    The key for aspiring superstar salespeople is to fully develop and maximize one's natural gifts. For sales managers, the focus is on identifying, coaching and further developing future superstars with a sales-oriented culture that hones sales excellence.

    Are you nurturing natural nature?

    MXL & TopSalesExperts

    MXL's Mike Griego named to Worldwide Top Sales Experts Team
    MXL Partners founder and president, Michael Griego, has been named to the International Top Sales Experts team, a collection of the top sales consultants, trainers and coaches.

    "I am honored to be invited to be part of an elite collection of sales professionals," says Griego. TSE founder, Jonathan Farrington, states that "we are delighted to add Michael to this select group of sales gurus drawn from all over the world, who liase and combine their expertise on numerous projects every year."

    Sales Superstar Profile

    What's the Profile of a Sales SuperStar?
    Another question we're often asked is the profile of excellent salespeople. We believe the attributes and make-up of superstar salespeople are like the balanced five points on a star.

    1. Driver - a self-starter. The best salespeople are those who need no outside motivation. They possess an inner drive that pushes them to limits beyond the common individual. It's not easily taught. Superstars are naturals.

    2. Technician - technically self-sufficient. The ideal rep is knowledgeable about their products and customer's environment and problems. They are not simply sellers. They are like good customer-facing mechanics who understand how the engine works.

    3. Facilitator - manages one-to-one and one-to-many communications. An excellent rep can command a boardroom full of people as well as facilitate private discussions. It's a developed skill that comes with experience, confidence and sensitivity.

    4. Empathizer - can express identification with others. They genuinely can respond naturally to the stated situation of prospects, customers and their own internal team. This characteristic stems from a sensitive heart and the ability to effectively listen with compassion and empathy.

    5. Servant - a humble and healthy sense of self. Ultimately a server of others, like a servant with a heart, caring for the other person before themselves. This characteristic really stems from their own security and strong sense of self. They are so comfortable with themselves that they don't have to defend or fight, they actually can care and desire to serve the other side.

    While these gifts and attributes may come naturally to some, they can be honed, developed and fine-tuned by good coaches, managers and trainers. But balance is the key. If any one point is extended or over-exaggerated then the star is off balance. An effective superstar is strong and equally weighted on all SuperStar points.

    Missing Quota

    Challenges to Meet and Exceed Quota
    Over the past 3 years the percentage of reps meeting and exceeding quota has declined steadily. So says the recently published 2010 Sales Performance Optimization study of over 2800 companies conducted by CSO Insights.

    Reps Meeting or Exceeding Quota

    • 2007 - 61.1%
    • 2008 - 58.8%
    • 2009 - 51.8%
    This percentage has not been so low since 2003 when it hit 49.1%. The 7% drop from 2008 to 2009 is the largest in the sixteen year history of the study.

    Last year at this time, expectations by 60% of survey respondents were optimistic about meeting and exceeding goals. This year we're all no doubt a bit more conservative and cautious. Incidentally, corporate revenue plan attainment (due to the practice of quota over-assignment) was 79.9% in 2009, down from 85.9% in 2008. Still a very dramatic drop year over year.

    Are you still missing quota and/or your plan? Perhaps we should talk.

    Paterno on Success

    Success and Honor
    "Success without honor is an unseasoned dish; it will satisfy your hunger, but it won't taste good." - Joe Paterno, Head Football Coach, Penn State

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