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