Improve sales productivity by boosting confidence in your middle majority

Do your sales follow the Pareto principle, where 80% of your revenue comes from 20% of your producers? If you, like many companies, are trying to do more with less, then it's time to leverage your middle majority of sales performers. We're not suggesting that you can turn a B or C player into an A+, but you can easily pull them up a half letter grade or more. How? Improve their confidence! Nothing improves sales effectiveness more than confidence.

So how can we help? First let's analyze what your middle performers say and do on a sales call and compare that to your top performers. Then let's focus solely on the things that are easily transferable. Things like linking pains/objections to customer success stories, asking probing questions, competitive positioning, product knowledge and more. Often sales people have been exposed to this information already - but if they don't remember it during a sales call, they lose confidence, momentum and ultimately the sale - and there aren't second chances in sales. Once we have a strategy outlined, then let's execute it with our Q salesforce alignment tool.

Because when your middle performers remember to apply product benefits, link a prospect's pain to a success story, articulate a policy correctly, identify a cross-selling opportunity or overcome an objection - they gain confidence - and confidence drives sales - and sales from middle performers means better pipeline quality and less over-reliance on top performers.

Q from count5 can help. Q provides the discipline, structure and focus your middle majority needs to drive confidence and to improve sales effectiveness and results.

Q improves sales productivity. Find out how.