Practice makes perfect is an age-old saying, but we like what Vince Lombardi, the legendary football coach from Wisconsin said better: “Perfect practice makes perfect.” How true that is! Take most anything you do – whether it’s tying your shoes, driving to work, golfing, tennis, etc. – and find the system that accomplishes the task – and then repeat. Duplicate it over and over and over. Doing that brings consistency, efficiency and better results!
Time for a story: A daughter plays soccer. Her father was standing in as goalie and the daughter was shooting. From midfield, she struck the ball so that it hit the 90-degree angle formed by the goal side and top bars and bounced in. Her father couldn’t stop it. Next time the daughter shot she hit the same spot. Then a third time – the same spot.
The father asked, “Are you doing that on purpose?” She said yes and did it again. When he asked her how she did it, she said she had three ways she strikes the ball…and then she explained the system she used. He then asked how she developed the system. She said she learned it from her college soccer coach. It’s the system all top soccer players use.
This story is a perfect example of how a system can be taught, duplicated and the results measured, which leads to building skill. Skills then lead to controlled outcomes and the ability to predict the results more easily.
Following a systematic approach in sales leads to the same results.
So teach your sellers a sales system they can repeat over and over and they will be more consistent and successful with their sales. Just like the girl in the soccer story, your sellers who follow a system will be more successful than their teammates who don’t.
What’s important is knowing the system that works in YOUR business. There is a method to the madness of selling. There is a proven and tested process that launches a sales conversation leading to a needs analysis, recommendation/presentation, negotiation and close that secures a commitment.
Here are some things you can do to equip your team with skill to follow a system:
- Identify the system that works
- Teach the system to your team
- Coach
- Reinforce the system and skills
Using a systematic approach is critical to a sales professional’s success in today’s economy. Teaching your team a system will build skill and affect the will so you have winning sales people!
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Top performing and top producing sales managers whose sellers meet sales quotas consistently conduct Field Ride Alongs, One-on-One Coaching and Sales Meetings to build skill and will. Clone yourself for some one-on one-coaching or own the latest done-for-you sales training with these special offers only available here.
