Five Practices of Effective (Sales) Executives Adapted from the Daily Drucker

ELAvate

 

 

 

By Michael J Griffin

2 min read

Peter Drucker words of wisdom resonate with executives all over the world. We, in B2B sales, are the “executives” of our ability to create loyalty through influence and problem solving with our customers.  I have adapted Dr. Drucker’s Insights on what he says we executives need to be effective by adding the sales to the word executive. Read on.

All that effective sales executives have in common is the ability to get the right things done. The effective sales executives I have seen differ widely in their temperaments and abilities, in what they do and how they do it, in their personalities, their knowledge, their interests—in fact, in almost everything that distinguishes human beings. But all effective sales executives I’ve known perform only necessary tasks and eliminate unnecessary ones.

Five practices have to be acquired to be effective.

  1.  Effective sales executives know where their time goes. They work systematically at managing the little of their time that can be brought under their control.
  2. Effective sales executives focus on outward contributions.
  3. Effective sales executives build on strengths—theirs and others. They do not build on weaknesses.
  4. Effective sales executives concentrate on superior performance where superior performance will produce outstanding results. They force themselves to stay within priorities.
  5. Effective sales executives make effective decisions. They know that (selling) is a system—the right steps in the right sequence. They know that to make decisions fast is to make the wrong decisions.

Whenever I have found a person who—no matter how great in intelligence, industry, imagination, or knowledge—fails to observe these practices, I have also found a sales executive deficient in effectiveness.

Your action point: Commit these five tasks to memory and practice them: know where your time goes; focus on outward contributions; build on strengths; concentrate on superior performance; and make effective decisions.

Adapted from Dr. Drucker’s book “The Effective Executive.”

Try practicing these five tasks from Drucker this week and see how effective you can be in B2B sales.

Keep learning. Keep growing. Keep succeeding.

Michael J Griffin
ELAvate Sales Productivity Coach
John Maxwell Team Founder

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Inspiration for Selling Through Covid – Quotes from Winners

ELAvate

 

 

 

By Michael J Griffin

3 minute read

For most of us, selling is tougher during Covid. We must recharge and motivate ourselves to sell – daily. I needed some inspiration and insights to keep me positive and motivated to sell during this time of reduced budgets, virtual relationships, and work from home. So I found quotations that motivated me and hopefully will motivate you.

“You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win.” Zig Ziglar

“You can get everything in life you want if you will just help enough other people get what they want.” Zig Ziglar

“Great salespeople are relationship builders who provide value and help their customers win.” Zig Ziglar

“People often say motivation doesn’t last. Neither does bathing – that’s why we recommend it daily.” Zig Ziglar

“What is a positive attitude? The simple definition is the way you dedicate yourself to the way you think. Interestingly, it’s also the definition of a negative attitude.” Jeffrey Gitomer

“Questions are to sales as breath is to life. If you fail to ask them, you will die. If you ask them incorrectly, your death won’t be immediate, but it’s inevitable.” Jeffrey Gitomer

“Sales solutions are easy once you identify the prospect’s problems, concerns, and needs…with questions.” Jeffrey Gitomer

“Do something every day to improve your key skill areas.” Brian Tracy

“The Way Get Started Is To Quit Talking And Begin Doing.”  Walt Disney

“The Pessimist Sees Difficulty In Every Opportunity.

The Optimist Sees Opportunity In Every Difficulty.” Winston Churchill

“If You Are Working On Something That You Really Care About, You Don’t Have To Be Pushed. The Vision Pulls You.” Steve Jobs

“Knowing Is Not Enough; We Must Apply. Wishing Is Not Enough; We Must Do.” Johann Wolfgang Von Goethe

“Life is inherently risky. There is only one big risk you should avoid at all costs, and that is the risk of doing nothing.” Denis Waitley

“Expect the best, plan for the worst, and prepare to be surprised.” Denis Waitley

“The trouble with most of us is that we stop trying in trying times.” Denis Waitley

“The seeds of greatness are ideas you learn from people who’ve been great in their service to others.” Denis Waitley

“Never let the lack of budget stop you. Every single day, in every single company, people change priorities on how to spend their money.” Jill Konrath

“To be successful, it’s critical to tackle your fears. If you don’t, they become major obstacles that limit you.” Jill Konrath

“Fall down seven times and stand up eight.” Proverb

“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.” Estée Lauder

“Winners never quit and quitters never win.” Vince Lombardi

“The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” Vince Lombardi

“Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” Jeb Blount

 And my favorite quote from John Maxwell.

“Life is 10% what happens to you and 90% how you react to it.”

 

Live the quotes daily and reach new heights of success! Have a great week helping customers solve their problems.

Michael J Griffin
Founder ELAvate
Sales Productivity Expert
John Maxwell Team Founder

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Selling Virtually? You Know Most of the Skills Already!

ELAvate!-Sales-Logo

 

 

 

By Michael J Griffin

3 minute read

B2B salespeople now have to sell virtually. Guess what?  You have been selling virtually all along using our cellphone, WhatsApp and Skype. You have been part of virtual meetings, using our persuasion skills within our company. So what really is needed for virtual selling?

We are being bombarded with offers to sign up and attend virtual selling skills workshops. Let’s get real. What do you really need to be good at for virtual selling? Most of the virtual skills needed you already have as a successful face to face B2B businessperson!

Keep Using your B2B Selling Skills. The skills you learned in face to face selling are still crucial for selling virtually. All the B2B selling skills are employed in virtual selling situations.

Master Your Platform Technology. Our customer surveys tell us their number one problem with virtual salespeople is they fumble with the technology. This frustrates customers and makes you look very unprofessional. Trust drops and sales become more difficult. Make sure you master platform technology features to move the sale forward.

Prepare your Support Material. Have your support material ready to share in virtual format. This can include proof sources, presentations, and product information. Have them in a folder on your desktop or handphone ready so no need to fumble to find them. If you need to do a virtual demo, make sure you practice before meeting the customer.

Up Your Attitude to Listen Well. Virtual communication requires you pay more attention and really listen to your customer as virtual platforms can make communication more difficult. Best way to do this: up your attitude to help and serve.

Up Your Energy Level. Virtual persuasion needs a higher level of energy to inspire your customer to interact and communicate. This can be my raising your voice volume and ensuring your webcam shows your hand gestures and facial expressions.

Employ the Shepherding Skills. When you sell virtually you need to use the skill of confirming you understand what the customer says, and, checking questions to make sure the customer is “on the bus” with you. These skills build trust and minimize misunderstandings. Ensure you shepherd the discussion and understanding to a win-win decision to move the sale forward.

Demonstrate much more Empathy. Virtual business meetings can be stressful for your customer. They may be stressed from issues resulting from Covid. Listen for opportunities to agree with, affirm or empathize with your customer. Empathy from the heart builds trust and our research shows it can double your chances to close the sale.

Practice, Practice, Practice. Make sure you do practice virtual selling role plays with your sales coach or with your peers. Virtual selling, like learning a new sport demands practice and requires feedback & coaching. Set up these practice sessions now! Become a fluent virtual B2B communication expert and see your sales revenue climb!

Encouraging you to up your skill to sell virtually! Show your customers leadership and professionalism!

 

Michael J Griffin
ELAvate Sales Coach
Sales Productivity Process Consultant

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

The Three Challenges of a Complex Sale – Insights from Jeff Thull

Growth Institute

 

 

Adapted from the Growth Institute 

Last week Alex Faust of The Growth Institute hosted Jeff Thull, the author of Mastering the Complex Sale, for online webinar to discuss how you and your team can overcome the top 3 challenges of selling in today’s environment.

Jeff shared with us his definition of a complex sale, “It’s complex in that the CUSTOMER requires outside expertise to make this decision well.”

 I have always learned that in a complex, large key account sale

“ The customer is the pilot and the salesperson is the navigator.”

You, the sales person, must master the roles of

investigator, problem solver, teacher, choir director and a change agent.

 Jeff shares in his book the 3 Challenges of the complex sale and the impact on your role as a sales navigator:

Challenge 1: The Decision – The Navigator and Choir Director
Your customers don’t have the experience for making the types of decisions you are asking them to make. So to what degree are you providing guidance for customer to make that key decision?
Key thought: As a process – we’re not managing a sales process, we’re navigating your customer’s decision process. The customer’s decision process may involve many people that have different personalities and motivators that color their decision making ability and involvement. Managing the decision process is about leading different personalities to a mutually beneficial decision – be a choir director.

Challenge 2: Change – The Investigator and Change Agent
Buying involves changing and changing is painful. The customer will not change unless the pain of staying the same is clearly greater than the pain of changing.
Key thought: Think of this as a decision to change, not a decision to buy, and you’ll see a whole different perspective and dimension of what your responsibilities are. Get customers to realize the need to change by employing “COINS” to probe for:

  • Circumstances surrounding the decision to change
  • Opportunities where your solutions can support change
  • Impact of not changing
  • Needs that are satisfied by the decision to change.
  • Solutions that support change and create value

Challenge 3: Value – The Problem Solver and Teacher
We very often define value as net profit. Typically, your customers are unable to recognize and quantify the unique value or net-profit at risk in the absence of your solution. And, they’re unable to measure the value that’s being received after your solution is installed (post-sale). They’re making a decision based on measurable net value; they don’t have the ability to do any of that without your guidance.
Key thought: The value generated may be different for different customers. Prepare the right questions to uncover and help them understand the full quantified value of your solution.

Value may not always be the need for finance. Value may also be perceived by the customer as performance/productivity, image, and safety and order issues that must be met to make the sale. 

Mastering the complex sale is as much of an art as it is a skill. Make sure you master all the roles of a complex sales person to help the customer make a mutually beneficial decision to change that creates value for both of you. Learn how to do this virtually as well. Need help? Contact me at michael.griffin@elavateglobal.com !!

Michael J Griffin
Founder ELAvate
Master Sales Coach
Cross Cultural Consultant

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

What’s the Top Selling Skill in This Covid World?

By Michael J. Griffin, Founder ELAvate

4 minute read

For many of us our 2020 sales targets and goals are in tatters. New environments to master, new technologies to employ for our sales meetings. Possible family and work from home issues. Relationships including those with your customers can be frayed and distant. All this means stress through this change of Covid.

Covid Causes Customer Stress
Did you ever think that your customers may be more stressed than you are? Their problems can be worse than yours. Do they like being stuck at home? Fearful of being laid off? Financial issues? Dealing virtually with salespeople?

We, as B2B salespeople, are more conditioned to handle stress. Our job always has challenging tough targets, meetings with more customer rejection than affirmation, demanding sales managers, navigating difficult customer relationships, and constant self-leadership. We know how to lead under pressure and stress.

“In this virtual world, your customers are likely more stressed than you are. They need your empathy and demonstrate your leadership. Give them hope and comfort.”

The Top Selling Skill is Demonstrating Empathy
The number one selling skill all B2B salespeople need to develop is their skill of empathy. Back off the sales push and show your customers empathy…for them personally. Empathy shows respect and care. Empathy gives comfort. Empathy build trust. Research shows that if we empathize with our hearts, your chances of meeting your sales call objective double.

Customer Decision Ladder
When I worked at Xerox Learning Systems, I learned about the “Customer Decision Ladder.” This visual helps the salesperson determine the customer’s attitude and behavior in relation to their commitment to collaborate with you on a win- win solution. Find the Decision Ladder below:

The Customer Decision Ladder

The customer attitudes of “Apathy, Resist, Anxious and Doubt” cause negative collaboration behaviors. In most selling situations during Covid, we find many customers with these attitudes. Think about your customers? Most of them here?

A customer “Neutral” attitude at least allows you to continue a business discussion.

Practicing empathy to show you carecan move a negative customer to a more comfortable, positive attitude that opens the door for collaboration, problem solving and a decision to move forward. The positive customer attitudes on the ladder are “Reflect, Interested, Enthused, and Trusting.”

Fake or plastic empathy is smelled as manipulative by the customer. It stinks. Let me ask you. How many times in a sales or service situation after you state your concern has a service/sales provider said “I understand” then blow you off with a “but”……??? Manipulative with the meaning “I don’t really care about your problem.”

Show empathy by practicing Dr. John Maxwell’s Leadership Law of Connection adapted for sales. “Sales Leaders touch a customer’s heart before they ask for a decision.”

The 5A’s of Demonstrating Empathy
You know all sales decisions are combination of logic and heart. Logic is demonstrated by your solution and sales process. Let’s now discover the 5A’s of Empathy and how they move a customer up the Customer Decision Ladder to a neutral or positive frame of mind. Here are the 5A’s:

  • Agree
  • Affirm
  • Acknowledge
  • Appreciate
  • Assure

The first way to show empathy is to Agree with customer statements about his/her situation, perception, or positive ideas. They are simple statements that support “ Birds of a feather agree with each other.”

  • Exactly, that is a problem.           
  • You’re right.           
  • Yes, that is true.

The second way to show empathy is to Affirm positive customer statements that inspire problem solving and collaboration.

  • That’s a good idea, John. It might work.
  • Your thoughts on improving the process help us move forward.
  • Your insight into the technical details makes me think.

Acknowledging is the third way to show empathy about customer feelings. Here are some examples:

  • That’s terrible. I am sorry that this _______ happened you.           
  • I would feel the same way too if I received such bad news.           
  • Many of my customers are experiencing similar problems.           
  • That must be frustrating for you not to get good service.

Showing we value the customer is the fourth way, called Appreciate.Let’s see ways to show appreciation:

  • Susan, I want to say thank you for being a valued customer through Covid. Your monthly order helps a lot.
  • Chin, I appreciate your proactive problem solving to come to a workable solution.
  • Rachmat, thank you for being my customer all these years. I enjoy working with you.
  • Ryan, thank you for your time today. I know how busy you have been with the restructuring. Thanks.

Many customers cannot see the light at the end of the tunnel. Assure help them to trust your leadership to navigate to a helpful solution.

  • We can solve this together. Not to worry, I have a solution. Can I explain?
  • I can see you are frustrated with lack of progress. I can assure you we can get this restarted.
  • I can see you are upset. If we work together, I believe the issue will be solved today.

Practice the 5A’s daily with customers, family, and colleagues. You will find that demonstrating empathy will be your top skill in Covid to move customers up the “Decision Ladder” to healthier and more loyal B2B relationships.

Yes, selling in Covid can be challenging. I can “assure” you that the 5A’s will support your success the second half of 2020!

Be Safe. Keep Healthy. Be Courageous. Lead Others. Give Hope.

Michael J Griffin
Founder ELAvate
B2B Sales Productivity Consultant

 

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Once Again by Popular Demand! Free “Up Your VQ” Virtual Training Program – Register online today

By Michael J. Griffin, ELAvate Founder

Dear ELAvate Friends,

You’ve heard of IQ and EQ. Now learn how to “ELAvate your VQ” –  your Virtual Quotient!

Dr. John Maxwell has said “Leadership is influence, nothing more, nothing less.
In the post Covid world, it will be said,
“Leadership is VQ influence, nothing more, nothing less.”

This concise and very effective 1 hour 20 minutes webinar gives you the VQ keys to a professional leadership presence that motivates your participants to be active and involved with you virtually. Similar to EQ, Virtual Quotient has 5 components:

  • Self-awareness of Your Virtual Presence
  • Preparing for the Virtual Interaction
  • Mastering the Technology
  • Conducting a Motivating Virtual Discussion
  • VQ Skills for Active Virtual Involvement.

This 1 hour 20 minute “Up Your VQ”webinar is for all leaders who want to better influence others through virtual technology:

  • CXO’s who inspire organizations through Covid
  • Managers who lead virtual teams
  • Sales Managers who motivate and coach sales people
  • Sales people who must serve customers virtually
  • Customer service reps who solve customer problems
  • Trainers, teachers who now must teach students virtually
  • Health care professionals who consult virtually
  • Leaders of NGO’s and religious institutions who inspire

The Trainer for this Webinar is none other than myself, Michael J Griffin. I have been leading virtual cross-cultural teams and presenting virtually for over 20 years.

Sign up this very informative webinar today as spots are limited to the first 99 participants. Better yet…the “Up Your VQ” Webinar is FREE!

  • Date: July 9th, 2020 (Thursday)
  • Time: 11:30 am (GMT+5.30) / 01:00 pm (GMT+7) / 02:00 pm (GMT+8)

Please click here to register!

We at ELAvate are honoured to support your leadership growth and learning through Covid.

Be Safe. Keep Healthy. Have Courage. Give Hope.

Michael J Griffin
Founder ELAvate
John Maxwell Team Coach
THT Cross Cultural Consultant

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Virtual Selling Conversations with Customers Master the Technology!

By Michael J. Griffin, ELAvate Founder

Recently I conducted Up Your VQ! webinars for my clients on how to have better business discussions via virtual platforms. When we polled our audience, 72% said one of their biggest frustrations is the virtual meeting leader (boss or salesperson for example) fumbling with managing the virtual technology. Ask yourself, “How often have you had this happen to you?”

Leading virtual sales discussions or presentations takes preparation. Being prepared shows you care. It is your role as the virtual salesperson to build trust to create a virtual climate of comfortable communication. Remember your clients can be even more stressed going virtually than you are! 

When you begin a virtual sales conversation, you must first “Earn the Right” to conduct a fruitful trusting discussion. The skill steps of “Earn the Right Virtually” are as follows:

  • Use Your BOAT to prepare for the virtual journey: Background, Objectives, Agenda and Timing
  • Master the Virtual Technology to ensure a professional opening to your virtual sales discussion
  • Establish Your Credibility with an agenda with the value of the discussion
  • Check for Agreement on agenda and timing

Beginning with these skill steps helps you earn the right to be trusted to start the sales discussion.

What happens if you do not do the second skill step professionally? You may not earn the right to have a discussion, you have frustrated the customer, and you reduce trust the customer has for you. When you open a virtual meeting by fumbling with the technology, you reduce the trust and motivation of your customer(s) to collaborate with you. This lessens the chances of you closing the sale.

The message is this – master the virtual platforms you and your customer employ and the become fluent with the features and options found on virtual platforms. Do this by practicing the virtual sales discussion or presentation with your colleagues or sales coach. Just like learning to play a sport, virtual platform fluency takes practice. This fluency is a competitive advantage. Let your competition be the fumbling virtual idiots.

I have found on YouTube videos that help you master the different virtual platforms: Skype, MS Teams, Zoom or Webex to name a few. Hey, this blog is over – go search YouTube and begin your study and practice of being a professional, trusted salesperson who demonstrates “ I am prepared because I care!”

Be Safe. Keep Healthy. Have Courage. Give Hope through Covid!

Michael J Griffin
ELAvate Founder
Master Sales Coach

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Up Your VQ for Sales Success

By Michael J. Griffin, ELAvate Founder

Dear ELAvate Sales Leaders,

Covid has caused massive changes in the way we sell. Virtual selling is here to stay. B2B sales people will use the same B2B selling skills to build relationships, trust and collaborate for win-win customer centric solutions. What needs to change is how salespeople and sales coaches communicate virtually.

You have heard of IQ, EQ and maybe CQ (Cultural Quotient). ELAvate wants you to “Up Your VQ!” What is VQ?

It is your attitude and skill to engage customers virtually across:

  • Preparing for Virtual Conversations
  • Mastering Virtual Technology and Environments
  • Conducting an Attractive Customer-Engaged Conversation
  • Following up after Virtual Selling Conversations

“Up your VQ!” is important for all leaders who persuade or coach virtually. ELAvate will conduct a Free “Up Your VQ!” webinar to give you the attitude and skill to master any virtual interaction whether it be selling, coaching, persuading, or giving presentations.

I have been selling virtually for many years and my company ELAvate has been training virtual selling skills for over 28 years. Microsoft Asia has me moderate and hold webinars on helping their customers sell virtually. Let me share my experience and help you make the jump to having great VQ to build trust, relationships and communication that leads to win-win outcomes for you and your customers.

Details for registration of webinar:

  • Date: 25 June 2020, Thursday
  • Time: 10:30 am (GMT +8) / 09:30 am (GMT +7) /08:00 am (GMT +5.30)
Please click here to register!

Michael J Griffin
ELAvate Founder
John Maxwell Team Founder
Sales Productivity Coach

 

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

Are sales executives getting distracted with too much disaggregated customer data?

Accenture LogoCSO-Insights-Logo

 

 

by the Economic Times of India at a new research from Accenture and CSO Insights

Organizations have invested billions in sales productivity solutions to enhance performance by giving sellers more time to sell – but the investment strategy is not paying off. According to new research from Accenture and CSO Insights, the research division of Miller Heiman Group, 59% of global sales executives sales executives say they have access to too many sales tools and are bombarded by too much disaggregated customer data to be effective. Another 55 % say their sales tools are an obstacle to selling. Consequently, ‘sales distraction’ is hindering business performance, causing more than half (56%) of global organisations to miss annual sales forecasts.

The Accenture Strategy report, ‘Selling in the Age of Distraction’, examined the challenges impacting sales performance of global organisations with revenues of more than $1 billion, featured in CSO Insights’ 2016 Sales Performance Optimisation Benchmark Study.

“Current productivity investment strategies are overwhelming sales executives with too many sales tools, too much customer data and siloed insights, which have become a distraction. Many are inundated with more information than they can effectively use or absorb, and are tied up with an unproductive administration,” said Jason Angelos, managing director, Advanced Customer Strategy, Accenture Strategy. “Pivoting from productivity to ‘outcome selling’ – which helps sellers to hone in on the insights and actions that matter most – can help them regain focus and deliver the tailored solutions and experiences customers expect.”

The high cost of distraction
The era of productivity has given rise to ‘the age of distraction’. Many sales enablement programs intended to boost productivity have instead contributed to diversions that pull sellers off course. According to the research, just 22 % of sellers’ time is taken up with lead generation, and only 36 % of their average work week is spent selling. Sales productivity has also decreased from 41 % five years’ ago, to 36 % today. Another 58 % of sales executives are concerned about achieving this year’s sales targets.

“To help sellers deliver the experiences customers crave and the offers they find meaningful, organisations can leverage technology to deliver predictive and prescriptive insights to sales,” said Berkeley Warburton, managing director, Advanced Customer Strategy, Accenture Strategy. “Analytics, big data and machine learning capabilities can bring the right insights to sales representatives, at the right time, empowering them with the information they need to deliver stronger customer experiences.”

Boosting sales performance
Organisations that want to boost their sales performance can shift to ‘outcome selling’ by connecting customer insights and actions that matter the most and giving sales executives the best opportunity to deliver more tailored solutions. Organisations can move to this approach by:

  1. Connecting customer insights: Crush the silos that slow efforts to capture and share customer insights across touch points – from call centres, kiosks, social media networks to sales and post-sales service channels. Also push past static profiles to understand customer behaviours and preferences, and identify the best opportunities for sellers to advise and influence customers.
  2. Predictive insights: To help sellers deliver the experiences customers value the most, organisations should look to build predictive sales insights and an execution model to deliver them. Central to this vision is a sales intelligence hub, which delivers forward-looking recommendations to sales executives. The blueprint calls for next-generation analytics tools and data collection methods, predictive analysis, and detailed sales guidance for executives.
  3. Top performer seller insights: Organisations need to understand what differentiates the top sellers in their own business, and in the organisations of their channel partners. To help position the right talent with the right opportunities, sales leaders need to understand as much about their top sellers as their customers. The research shows that when sales leaders leverage these insights through coaching sessions on how to implement an outcome-driven sales process, sellers perform 10 % better than the peer average.

We at ELAvate can help your sales teams focus on sales performance rather than “data distraction.” This shift in priorities may even make more sense as we move into the post Covid sales arena. Contact me at michael.griffin@elavateglobal.com for a no obligation discussion on how to de-clutter your sales data and focus on increasing revenue.

Michael J Griffin
Founder ELAvate
Sales Performance Coach

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

How are You Coping and Growing Through the Covid Crisis?

Dear ELAvate Friends,

Covid is causing you to change. These changes can make you a better leader, a better spouse, and even a better parent. How are you growing or coping through this Covid changes and maintaining healthy relationships?

My good friend, Dr. Fons Trompenaars (HBR calls him a top expert in culture), has developed a very insightful, research based Covid Resilience Profile that gives you feedback on your ability to cope, grow and change through the Covid crisis across the following:

Seven Covid Resilience Dimensions:

    • Time – How you deal with lockdown
    • Compliance – How you comply with authority’s Covid restrictions
    • Inside Out – How you develop your view of Covid changes to cope
    • Cooperation – How do you collaborate with others through Covid
    • Moments of Truth – How is your trust level to specialists of Covid
    • Leadership – How well do you reconcile your organization’s needs with needs of team
    • Emotions – How well do you combine scientific opinion with your gut feeling

Take the Covid Resilience Profile by clicking on this link: http://www.thtconsulting.com/covid-19/#/

The CR profile results are confidential and do not require your name (Note: Profile is only viewable online and not available for download). After viewing your CR profile and the interpretation of your Covid Resilience, you may contact me directly if you need help with your “Covid Resilience.” My email is:

michael.griffin@elavateglobal.com

You are encouraged to share this profile link and Free CR profile link to as many people you want: staff, team members, or family. It is our way of supporting you and those in your circle of influence to maintain healthy relationships and come out as stronger leaders through this Covid crisis. 

Just give credit to Dr. Trompenaars and ELAvate Training.

Those of you that want to delve deeper into Covid and Culture may listen to Fon’s audio on resilience in Covid. Click here to listen now!

Dr. Trompenaars and the ELAvate Team are committed to your health and growth through this crisis. Keep Safe. Keep Learning. Keep Growing.

Michael J Griffin
THT Cross Cultural Consultant since 1995
ELAvate Leadership Coach

About Michael Griffin

Michael is the CEO of ELAvate Global and Equipping Leaders for Asia Pte. Ltd. Over 40+ years, his career has revolved around developing leaders, especially sales leaders, in emerging nations. Mr. Griffin has spent the majority of his 40+ year career in Asia. His areas of expertise include Sales Productivity, Senior Executive Development, Cross Cultural Leadership, Strategy Mapping and Balanced Scorecard.

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