As the saying goes, “What gets measured gets done,” which is a fundamental truth in the sales world. Last week, we discussed predictive validity in hiring, and today, we’ll delve into the impact of tailored assessments on your entire sales team, including sales support and management.
At Scale Your Sales, our aim is to revolutionise how you sell by harnessing the power of data and insights. We help Sales Leaders, CEOs, and CROs explore the transformative power of data-driven sales.
The Power of Sales Research
Data-driven sales research is the key to transforming your sales approach. Our research provides detailed insights into individual sellers, managers, and leadership, allowing us to meet them where they are in their journey. We can tailor strategies to maximise their potential by identifying strengths and weaknesses. This approach not only plays to their natural strengths but also improves their competencies, which impact sales excellence significantly.
Tracking the Right Sales Activities
One of the essential aspects of data-driven sales is tracking the right activities. Our extensive data, based on over 2.3 million evaluations, reveals that the top 10% of salespeople excel in listening over talking. This skill is crucial for effective sales, and our research shows a 375% larger difference compared to other insights. By tracking these activities, we can set clear expectations and hold salespeople accountable for their performance.
Training Tailored to Individual Gaps
It’s no secret that one-size-fits-all training often falls short. Many sales leaders have experienced the frustration of sales training that has only a marginal impact on individual sellers. The solution is identifying specific gaps and providing targeted training and coaching. This approach ensures that the training has a meaningful impact, driving results that matter for your sales team.
The Impact of Proper Training
Effective training leads to significant improvements. Our analysis of 5,331 salespeople reveals remarkable post-training improvements in Tactical Competencies. For example, salespeople became 55% better at Closing and 28% better at Consultative Selling. When you apply a data-driven approach, training becomes a catalyst for change, enhancing sellers’ Sales DNA and making them more responsive to future training.
Benefits for Sales Teams
The improvements resulting from data-driven strategies translate into tangible benefits for sales teams. Shorter sales cycles, higher gross margins, and more accurate pipeline forecasts are some outcomes of closing competency gaps and improving skills. However, our research also emphasises the importance of addressing self-limiting beliefs that can significantly impact results. It’s not just about skills and competencies; it’s about reshaping mindsets and beliefs.
The Impact of Belief Improvements
Improvements in beliefs can unlock tactical skills. For instance, greater comfort in discussing money helps uncover budgets and sell value. An improved buy cycle helps sellers navigate price sensitivity, and the need for approval enhances consultative selling. Addressing these belief gaps empowers your sales team to perform at their best.
The Importance of a Baseline
Establishing a baseline is crucial for measuring progress. Knowing which areas need improvement and which are stagnant or declining is essential for sustainable growth. You must address the root causes rather than just the symptoms to drive meaningful change.
Maximising Performance through Data-Driven Evaluation
Data-driven evaluation is the key to optimising performance. You can effectively identify and seize growth opportunities by analysing your people, processes, and customer growth strategies. While some sales competencies are hard to improve through training, understanding your team’s strengths and weaknesses is the first step toward targeted improvement.
The Power of Data-Driven Transformation
Our analysis of 5,331 salespeople showed a median improvement of 30% in Sales Percentile scores after targeted training. This improvement extended to key tactical competencies, including Qualifying, Selling Value, Consultative Selling, Reaching Decision Makers, and Closing. These improvements are the difference between falling short of quota and exceeding it.
I want this analysis to inspire sales leaders, CEOs, CROs, and revenue generators to invest in targeted training and coaching for their sales teams. When done correctly, data-driven analysis fuels targeted training and individual-specific coaching, catalysing significant change and transforming sales operations to produce consistent results.
Contact me, and let’s discuss how you can leverage data-driven strategies to unleash your sales team’s potential. Together, we can revolutionise your approach to revenue growth.
