Part 6: 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 past few weeks, we have revealed the first five key behaviours to provide our audience with an opportunity to crack the code on how to achieve high performance sales results. Please 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 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 sixth sales behaviour; it is an Insight behaviour:
"Gathering information from many sources and drilling down to gain a deeper understanding."
This behaviour is another reason why high performers achieve great results consistently. They work hard to determine the key insights they require to deliver value to customers and then they go about gathering information that is broad and deep.
They communicate well beyond those that make the decisions within their customer's or prospect's company. They uncover the people who have the insight they require and then develop ways to connect with them by positioning themselves as relevant to that person. When gathering the insight, they maintain an agnostic stance, they don't steer the insight toward their own offering, they just uncover and validate the insight. This allows them to be more objective and they are also very conscience of collecting all insight, not just the bits that suit them.
They also gather information via their own company's data sources and other people in the organisation that have dealings with their customers. Their strong network allows them to uncover and validate customer insight as well as the market based insight that helps them to drive customer conversations to a whole new level.
Their knowledge of their competitors is based on fact, they have a very objective view of their competitors and are always looking for areas when they can drive sales through real differentiation.
That's it for the sixth sales behaviour, please look out for the seventh sales behaviour in a couple of weeks.