Let’s consider the classic definition of a top sales performer: they hit their numbers in cold calls each week; they major in charisma and could smooth talk a porcupine; they hold season tickets for the local major league team.
In the days of old, these were the guys and gals at the top. Making sales was about impressing the customer with exclusivity.
But — and we’re sure this comes as no surprise — times have changed. And the salespeople playing by the old rules will likely be extinct in no time. As HubSpot executive Mark Roberge points out, the “lavish lifestyle” exuded by legacy salespeople would most likely make present-day customers “wonder how much is baked into the ultimate sales price being pitched to them”. Today’s customers are well-informed, and somewhat skeptical of standard sales tactics.
So, by classic definition, it’s likely you don’t need “top salespeople” any more. But current salespeople who are at the top of their game? Yes, yes you do. Let’s explore how the role of modern-day salesperson has evolved, and what adaptations need to be made to be a top salesperson today:
1. Top salespeople are out to help
Forget the elevator pitch. Today’s customers are already aware of what you do; they’ve read your website and researched peer reviews. Top salespeople know this. Instead of designing initial meetings about them and what they do, they create an experience that’s all about the customer. They place focus on understanding the root of the customer’s problem, then figure out the best way to help.
Top salespeople today know that the foundation of any good relationship is trust. With a focus on building relationships and solving problems, closing deals is a welcome byproduct.
2. Top salespeople love data
In former times, numbers weren’t always a salesperson’s best friend.
Today, top sales performers use numbers to drive their actions. They crave data — who’s opening the e-blasts, and when? Who’s clicking the links? Who’s visiting the website, and how are they navigating to the information they need? What are the conversion rates on landing pages?
Big data has shifted from a fear of numbers to a love of them, especially when they’re used to better selling tactics.
3. Top salespeople prospect outside the box
Leads are no longer contained in printed lists and phone books. Buying signals are more than positive body language in a meeting and a request for proposal.
Top salespeople recognize that qualified prospects can come from any sort of physical or digital direction. They leverage the power of social networks — spurring engagement via sites like LinkedIn and Twitter. Google Alerts are their best friend. They absorb data and use the analytics to determine who’s indulging in company content, who’s visiting product pages, and who’s engaged in social conversations.
4. Top salespeople use technology to sell
As Roberge expertly puts it, “today’s top sales performers look for an edge from technology, not exclusivity.”
We couldn’t agree more. The evolution of the marketplace has called for salespeople to embrace technology, and recognize its ability to help them not only streamline their own sales process, but create a better buying experience for the customer.
Top sales people know that the way to impressing a customer comes in differentiating themselves, and they recognize the role of technology in allowing them to do it. They aren’t stuck in carbon copy mode, but instead are willing to learn and implement technology that allows them to serve customers where and when they need it most.
JobFLEX customers are among this group. They are contractors, distributors, and service providers who equip themselves with mobile tech in order to generate accurate quotes and provide professional estimates on the spot.
5. Top salespeople are enabled by company executives
Of course, all this is made possible only with support from top company executives. Salespeople using applications like JobFLEX are enabled by their business owners, IT managers, and human resource managers, who have proactively recognized the impact of technology on the business, its processes, and its revenues.
It’s up to the company decision makers to seek out the right tools and software to help salespeople thrive. Desktop computers, oversized printers and fax machines, and wired phones are soon-to-be fossils in the evolution of the sales role. Applications made to fit your business, that don’t take years to implement, are worth today’s investment for tomorrow’s return.
Has your business already taken steps toward cultivating modern-day top sales performers? Are your salespeople showing signs of change? We’ve seen it among our customers. And we’d love to hear what’s happening in your organization. Tell us below!
