Looking to CRUSH your Sales Numbers?
Have you been struggling to hit your sales quota? Do you feel your quota is unattainable, but other reps are hitting their number? What do you do?
Here is a true and tried method of hitting your numbers. Seek assistance from your leadership team. Sounds too obvious, right? It’s often a method that’s overlooked. Ask the leadership team to appoint you a mentor. A mentor who consistently has a track record for exceeding KPI’s.
Once your mentor is assigned, part of your role is to duplicate their selling process. There are numerous studies that show creating a sales playbook results in higher close rate and hitting quota. Successful sales reps have playbooks.
What is a sales playbook? It’s a document that outlines your selling methodology. The paybook contains your sales enablement tools and strategy for closing business. For example, within your playbook you typically would find your buyers personas, digital marketing content, sample emails or email templates, cold calling scripts, competitive intelligence, discovery questionnaire, demo details, and closing techniques. These tools will help you take your prospect through the buyer journey.
Ask Some of these Questions
Now that a mentor has been assigned to you, you might want to consider asking your sales manager some very basic questions about your mentor:
- Why are you assigning Jon Doe to me?
- What characteristics about Jon Doe stand out from the rest of the team?
- What are some of Jon Doe’s selling characteristics that stand out for you?
- What unique personality traits does Jon Doe possess that make him shine?
- How does Jon Doe handle objections without a skipping a beat?
You may want to read this article on Selling 1.0 verses 2.0. Its great insight into the transformation of selling
Once you have the answers, it’s time for you to absorb, learn, understand, and practice your mentors selling style. Most top performers love sharing their success. However, top performers are not likely going to come to you to share them. You have to seek them out for assistance.
Sooner or later, by following your mentor’s guidance, you will reap the rewards of being a top performer. And you too, will be invited to the Presidents Sales Clubs, receive huge commission checks, and bonus.
So, go out there and CRUSH your numbers.