You Can’t Teach People to Sell by Teaching

People to Sell

Mike EsterdayCEO, Integrity Healthcare

Agenda

Why Skills Training Isn’t

Enough

Action Ideas

Model for a New Way of

Thinking

Question

Why do salespeople with similar skills and experience perform at different levels?

Global Sales Study with SMA

Attitudes, Values, Beliefs, Motives and Achievement Drive

84%

26%

Effectively Address Achievement Drive

Those that do = 20% Increase!

Why the Discrepancy?

Skills & product training are simpler to deliver.

The subject matter is too personal.

Expect people to be strong when hired.

Never done this type of development before.

Three Critical Conversations

Withcustomers

1 With yourself

With your coach

Are these two conversations

aligned?

Sales Congruence:A New Way to Think About Mindset

Congruence releases energyand achievement drive.

Gaps create conflict and disengagement.

View of Selling

Commitment to

Activities

Values

View of Abilities

Belief in Product

Congruence

™

Sales Congruence

Rate Rep or Sales Team 1-10

Action Ideas

e

Address these issues in training.

Managers coach to more than activities.

Ask related questions when hiring.

Sales Congruence

Skillset Mindset Disciplined Process

Measurable Results and ROI

Training Must Include

e

1. Event Based – no follow-up or accountability

2. Limited Manager Engagement – to model and coach

3. Only Teaches Skills – doesn’t address attitudes and mindset

4. Lack of Cultural Integration – or sustainment strategies

4 Reasons Sales Training Isn’t Effective

Belief in Product

Equip managers to…

1. Ask about a professional or personal goal the rep wants to achieve.

2. Ask what skills/capabilities are needed to achieve this goal.

3. Ask what the rep can do to build belief that this goal can be achieved.

Coaching

Belief in ProductBooth 606

To Learn More

www.integritysolutions.com

You Can’t Teach People to Sell by Teaching

People to Sell

Thank You!Mike EsterdayCEO, Integrity Healthcare