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Training Program for High Performance Sales

"You'll always miss 100% of the shots you don't take." - Wayne Gretzky

The key skill to address in improving sales performance is the ability of your sales people to manage setbacks. You have hired a group of people who have the necessary educational qualifications. Their CV tells you they have the experience, but for some reason they just aren't cutting it. When things go well they seem to soar, but when things go wrong, your people stagnate. Actually, if you know what happens to them when things are difficult, you're ahead of most companies, because the truth is that when things don't go well, most sales people go grey (try to melt into the background), duck for cover, avoid confronting poor performance, use an impressive list of excuses, or just blame others.

You need people who can take responsibility, which means to respond to the needs of the situation. You dont need someone who just seems to say all the right things at the right time, you need people with substance, who are mature and strong enough to take the bad with good.

You also need people who can engage with their clients authentically (be a human being, not a robot) and build strong bonds between your customers and your company. To develop these qualities they need well-developed emotional intelligence skills. Researchers have consistently proven the financial value of EQ training for sales staff. training in resilience, optimism, empathy, and personal drive are key elements of EQ training for people in a challenging sales role.

Sales people should be optimistic and resilient enough so that they are not discouraged by setbacks, which are normally a daily occurrence. These attributes can be developed with the help of the Sales Performance training program from IHHP. We can assess an individual's level of optimism, as well as train and coach them to improve this essential skill.

Success In Sales - What Differentiates High Performers From Others?

High performers can be differentiated from the average by two critical factors:

their level of optimism and resiliency when faced with setbacks
the ability to connect well with clients and peers

Both of these are important competencies of Emotional Intelligence (EQ). Consider this research:

At American Express, sales people trained in Emotional Intelligence outsold those who did not receive training in EQ by 20%;
Optimistic Sales people outsold those who were pessimistic by 37% at Met Life;
Pessimistic Sales people are twice as likely to quit their job as those who are optimistic;
Optimists enjoy better health, take less time off work and are more adaptable in a changing environment.

Optimism:

Optimism does not mean being unrealistically positive all the time. It does, however, determine how a person deals with setbacks. The good news is that optimism is a learned attribute and can be developed, resulting in real dividends due to a more resilient workforce. IHHP's sales performance program includes an assessment developed by Dr. Martin Seligman that determines a person's level of optimism.

Connecting with others

People buy from people they like. Perhaps surprisingly, connecting with others at an emotional level is a learned skill (that is, they can be developed at any age). The benefits are apparent - once customers feel they have been heard and understood, the door is opened for stronger emotional connections, which in turn can be transformed into powerful business relationships (even with those "difficult" customers!).

How can you increase sales performance?

By enhancing the emotional and intelligence skills of the sales people, different companies can increase their sales performance. This can be achieved through the Sales Performance training program that enhances staff EQ abilities which helps them to:

1. Handle setbacks and adversity effectively
2. Connect emotionally with clients
3. Focus on and improve sales performance confidently
4. Deal with change quickly
5. Commit to specific goals and give measurable results

If you would like to have a sales team that is motivated, adaptable and resourceful, copes well with change and stress, and sees setbacks not as failures but stepping stones to future success, please contact us. We can also provide you with additional information on the Sales Performance program.contact us.

"If you think you can or you think you can't, you will always be right." - Henry Ford