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You are here: Home / Blog / How To's / 27 Key Sales Performance Drivers

27 Key Sales Performance Drivers

July 9, 2014 By maurasf

sales performance drivers for your sales success
How many sales performance drivers have you mastered?

In a recent AchieveGlobal report they identified 27 Key sales performance drivers. How many do you think you have mastered? This is a good topic for your next sales meeting.  Your sales team can discuss how to develop more of these sales performance drivers.  If successful salespeople master these sales performance drivers, you should be more successful if you do, too.

Key Sales Performance Drivers

  1. 1. Building rapport
  2. 2. Clarifying needs, issues, options and solutions
  3. 3. Communicating effectively
  4. 4. Creating advocates within the buying firm
  5. 5. Developing unique value propositions
  6. 6. Effectively allocating external resources(budget)
  7. 7. Effectively allocating personal resources (time)
  8. 8. Engaging your customer in the consultation process
  9. 9. Gaining alignment across stakeholders
  10. 10. Identifying gaps in your customer’s business processes
  11. 11. Identifying the key players in your customer’s buying process
  12. 12. Identifying the risks associated with your customer’s buying process
  13. 13. Identifying your customer’s goals
  14. 14. Leveraging the key players in your customer’s buying process
  15. 15. Listening
  16. 16. Locating high potential customers
  17. 17. Overcoming objections
  18. 18. Performing customer and industry analyses
  19. 19. Positioning solutions
  20. 20. Providing value at each stage in your customer’s buying process
  21. 21. Questioning
  22. 22. Synthesizing data
  23. 23. Uncovering latent issues
  24. 24. Understanding your business
  25. 25. Understanding your business’s capabilities and limitations
  26. 26. Understanding your customer’s business
  27. 27. Understanding your customer’s buying process

Best wishes for your continued sales success!

maura schreier-Fleming

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Filed Under: How To's, Questioning, Sales Process, Sales Strategy, Selling

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About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
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Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura’s ideas on “more brain…less mouth” selling to make your selling easier and more successful.

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