October 4, 2019
Understanding a sales rep and what motivates them to engage in the process of selling is a complicated endeavour. Imagine an iceberg. Above the water line you can see all the behaviours that lead to a sale; prospecting, cold calling, follow through and documenting. In fact, all of the activities that make up the sales reps process toward quota attainment are above the water line. Surface behaviour like closing skills and product knowledge are only part of the capabilities that determine success in sales.
But an iceberg goes deep below the water, making them a dangerous addition to the open sea. What’s lurking below the depths for a typical sales person?
• 𝐒𝐓𝐀𝐓𝐄 𝐎𝐅 𝐌𝐈𝐍𝐃 – Are they motivated to succeed?
• 𝐕𝐀𝐋𝐔𝐄𝐒 – What do they deem important?
• 𝐌𝐈𝐒𝐒𝐈𝐎𝐍 – Have they truly adopted departmental goals as their own?
• 𝐒𝐄𝐋𝐅-𝐈𝐌𝐀𝐆𝐄 – Are they confident in their own abilities?
• 𝐂𝐑𝐈𝐓𝐄𝐑𝐈𝐀 – Are they practising self-responsibility for their actions?
The Iceberg Model goes below the surface of a sales reps activity to evaluate and hone the internal motivations that drive behaviour. Standard sales training models focus on the most visible, conscious elements like surface skills and activity levels. That’s why traditional sales training simply doesn’t stick.
Traditional sales training focuses strictly on external skills development. They provide better objection-handling skills, better closing skills, additional product knowledge, or better cold calling scripts, but none of it really makes any difference because they don’t venture below the surface. This is why, even though many companies are engaging in sales training, the results don’t change.
When you tackle the underlying reasons for behaviour: state of mind, convictions, belief, and self-esteem, the external manifestations of these strongly held belief systems will improve, leading to more effective activities – and an increase in closed deals.
Everything that is not visible makes all the difference in selling.
𝐌𝐚𝐤𝐢𝐧𝐠 𝐬𝐦𝐚𝐥𝐥 𝐢𝐧𝐜𝐫𝐞𝐦𝐞𝐧𝐭𝐚𝐥 𝐜𝐡𝐚𝐧𝐠𝐞𝐬 𝐮𝐧𝐝𝐞𝐫𝐧𝐞𝐚𝐭𝐡 𝐭𝐡𝐞 𝐬𝐮𝐫𝐟𝐚𝐜𝐞 𝐜𝐚𝐧 𝐡𝐚𝐯𝐞 𝐛𝐢𝐠, 𝐩𝐨𝐬𝐢𝐭𝐢𝐯𝐞 𝐨𝐮𝐭𝐜𝐨𝐦𝐞𝐬 𝐨𝐧 𝐭𝐡𝐞 𝐭𝐨𝐩.
“Enthusiasm is one of the most important requisites in salesmanship, no matter what one is selling.”
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