Transform your Millennial Salespeople into Buyer-Savvy Sales Leaders
How often do you hear your Millennial salespeople and BDRs complaining about how difficult it is to sell in a hyper-competitive market?
These days, it seems that prospects have all the power. They can get information quickly on Google and YouTube. They have more choices than ever before.
How might you transform your sales team into buyer-savvy sales leaders who can deliver consistent revenue and margin results?
These are some of the common “excuses” I hear from salespeople for not exceeding target:
“The prospect is dodging me.”
“The client is delaying the decision.”
“My customer is demanding price concessions.”
“Decision makers don’t give me a fair chance.”
No doubt, you have heard some of these complaints from your up-and-coming salespeople too.
Here’s the question. Why are your Millennial salespeople failing to make the sales?
They are not differentiating themselves.
The overwhelming refrain we hear from decision makers and buyers in all levels of a company is, “Everyone sounds the same – spouting off all their new-fangled feature, advantages and benefits. From what I can tell, they are all the same.”
This we know for certain – in these market conditions, old-school, stereotypical behaviors of salespeople don’t work anymore.
How might you turn a lose-lose into a win-win sales success?
Groundbreaking new research shows your up-and-coming sales superstars can drive sales growth by making one important shift. Only one. And, it’s a big one.
They need to chuck manipulative sales-y behaviors out the door. There’s no room in today’s world for stereotypical fast-talking, high pressure, know-it-all salespeople and BDRs.
Then, they must replace them with the leadership behaviors the decision makers desire.
Stop Selling & Start Leading, a new book will show your salespeople how to start guiding decision makers by transforming:
- values into actions,
- visions into realities,
- obstacles into innovations,
- tedious transactions into exciting customer experiences, and
- risks into rewards.
Stop Selling & Start Leading shows them how to build relationships with decision makers and succeed in reaching mutual goals. That’s how you create a win-win scenario!
True leaders are change-brokers. They are the guides who show people the way from where they are to where they want to be in future. With coaching and development, your millennial sales leaders can do this too.
For more info on leading and managing Millennials, watch my TEDx talk here. Then please like, comment and share with your friends and followers.
What behaviors do buyers want to see from sellers?
The authors of Stop Selling and Start Leading have created a modern blueprint for increasing sales. Their research with more than five hundred B2B decision makers uncovered behaviors that your emerging salespeople can follow to close more sales.
Excerpted portions printed with permission of the publisher, John Wiley & Sons, Inc., from Stop Selling and Start Leading: How to Make Extraordinary Sales Happen by James Kouzes, Barry Posner, and Deb Calvert. Copyright(c) 2018 by John Wiley & Sons, Inc. All rights reserved. This book is available at all bookstores and online booksellers.
Hiring Millennial Salespeople? Test our FREE Sales Assessment, go here.
This article featured in my December Newsletter.
Also, check out the following articles: