Part 2: The 7 key sales behaviours that drive high performance
Since February 2012, 100's of high performance B2B sales people have completed a Diamond Assessment. Over this period, we have established that there are 7 key behaviours that drive these high performers. Whilst the behaviours vary across difference industry sectors, these 7 behaviours always seem to rise to the top.
Over the next few weeks, we will reveal these 7 behaviours to provide our audience with an opportunity to crack the code on how to achieve high performance sales results. As these behaviours are revealed, have a think about how consistently you undertake each behaviour in your role, and when you undertake the behaviour, how effective you are.
Then, select one or two behaviours to focus on over the next two months. Make sure that you review the behaviours and plan on how you will apply them each week. At the end of the week reflect on how these behaviours impacted on your performance. You will find that as your sales performance improves, the better your sales results will be.
Sometimes improving performance is a simple as focusing on and applying specific behaviours. It is not uncommon for us to see improvement in sales results of 15% to 20% quite quickly.
Here is the second sales behaviour, it is an INITIATIVES behaviour:
"Proactively working toward solving customer's problems through innovative ideas."
This behaviour drives a more strategic approach by working toward solving specific problems for the customer. It leverages from their broad and deep insight and sets the high performers apart from the rest and they create and innovate when it comes to meeting customer wants and needs.
They can do this by drawing on their past experiences and they seek the counsel of others to get a fresh perspective and encourage different ideas. They won't give up when going through the process of connecting their insight to creating a robust solution that specifically addresses the customer's problem.
Internally the high performers encourage looking at problems from all angles, they also treat any problems experienced by their customers on product or service delivery as potential opportunities rather than threats.
Look out for the third sales behaviour in a couple of weeks.