- Why Sales is the Toughest Job in Today’s Organizations
- The Importance of Mindsets in Career development and Soft Skills Improvement
- What Constitutes a Future-Ready Team?
- The Six Behaviors of Future-Ready Sales Teams
- The Impact of Sales Online Courseing on Your Team
- Tracking Program Effectiveness and Showing ROI
- Promoting a High-Performing Sales Culture
- Monitoring Employee Satisfaction and Engagement
Why Sales is the Toughest Job in Today’s Organizations
Sales; it’s not for the faint-hearted. According to many, it’s the toughest job in today’s organizations, and it’s not difficult to see why. There are too many paradoxical challenges the sales team face, for instance, meeting quotas and creating a high-pressure environment that encourages transactions with prospects. On the other hand, salespeople must represent the brand, making a great first impression, exhibiting professionalism, showing exemplary customer service, and acting with the utmost integrity.
Sales roles require a set of skills that can navigate this delicate balance, calling for a shift between being a hunter, farmer, storyteller, and value creator. Success in sales requires mastering these skills, which is no small feat. Sales managers and reps must have a more flexible skillset than before.
Although there is an obvious need for evolving sales enablement to meet the new bar of excellence, the typical approaches are centered solely on productivity or digital tools. These methods do not address the underlying mindset and behaviors that affect a salesperson’s ability to perform optimally in the new world of work. Furthermore, these methods do not provide insights or data to measure whether the intended behavior change is taking place.
Sales leaders often have no idea how their salespeople are doing as individuals, which is a significant omission, as this new sales readiness is challenging sales teams. Salespeople have almost triple the turnover rate compared to their colleagues in other job functions, and the average tenure of a sales representative has dropped from three years to just 1.5 years. There is a high level of Burnout, and 58% of salespeople experience a great deal of daily tension, leading to 60% of reps expecting a decrease in their ability to meet their quotas.
As such, new challenges require a novel approach.
The Importance of Mindsets in Career development and Soft Skills Improvement
What Constitutes a Future-Ready Team?
A future-ready team is one that can adapt to rapid change, build the resilience needed to navigate uncertainty, and cultivate the agility and interpersonal skills that help sustain performance over time. According to BrainApps, sales managers and reps need to cultivate six key behaviors to achieve future-readiness:
The Six Behaviors of Future-Ready Sales Teams
1. FOCUS: When reps and managers can focus their thoughts and attention on their current sales priorities and make the most of the present opportunity.
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2. STRATEGIC PLANNING: When reps and managers think pragmatically through ways to achieve their future sales goals and fully envision their desired future states.
3. ALIGNMENT: When employees strategically align others around shared goals and provide constructive feedback to create clarity and achieve a shared vision.
4. RELATIONSHIP BUILDING: When employees build and maintain meaningful Leadership and social relationships with coworkers and team members, creating a vibrant social network.
5. COGNITIVE AGILITY: When employees can adapt and shift thought processes, balancing the need to make plans while allowing for flexibility.
6. EMOTIONAL REGULATION: When employees can regulate their emotions to remain calm and collected to navigate complex or high-stakes deals.
The Impact of Sales Online Courseing on Your Team
By cultivating these behaviors with the help of Sales Mindset Coaches, sales leaders can see sustained growth, development, and increased performance in their teams over time. BrainApps’s unique approach leverages the latest in positive psychology paired with certified Coaches who have years of sales experience and experience online courseing salespeople.
For example, a leading enterprise technology company was able to achieve a 60% increase in team participation, a 20% increase in average deal size and an 11% increase in goal attainment. Furthermore, our data and research show that investing in these behaviors through sales online courseing leads to an overall improvement in employee experience with a 14% higher goal achievement, 18% higher productivity, 17% higher engagement, 20% higher resilience, and 20% higher ability to manage stress.
Tracking Program Effectiveness and Showing ROI
BrainApps’s new Partner Analytics Dashboard (PAD) allows you to track the actual growth of your people in critical sales mindsets, behaviors, and outcomes that fuel success. These robust analytics provided by BrainApps are targeted at helping you take action. For the first time, you can now diagnose and understand what is happening, the root causes, and get insights you need to rethink sales readiness for your organization.
Promoting a High-Performing Sales Culture
Through the Behaviors tab, you can monitor individual behaviors that are critical in driving sales performance and compare them against benchmarks. Similarly, the four team behaviors displayed in this view help you understand how members collectively view the sales culture at your organization. Additionally, on the Learning tab, you can see the top 5 online courseing topics your team members are talking about each month.
Monitoring Employee Satisfaction and Engagement
BrainApps’s Satisfaction tab allows you to monitor success that you can celebrate, view feedback, testimonials, and gratitudes shared by employees. See what your employees are saying about their experiences over the past 30 days and get a pulse on the current health of your online courseing programs.
By investing in these mindsets and behaviors, you can build a sustainable sales team that can navigate change and perform through uncertainty, ensuring they can deliver on the bottom line and avoid Burnout and attrition. Request a demo to learn more about how Coaching Circles™ can help your people build stronger social connections and enhance their growth.
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