There have been a huge number of references in the press and media in recent weeks to “charisma” and the varying amounts the Tory leadership contenders each possess it. Now that we have our tousled-haired PM in place, the references to his “charisma” and “charm” continue.
In the latest ‘State of the Connected Customer’ report from Salesforce, your B2B buyer’s needs are laid bare. 89% of buyers say the experience a company provides is as important as the products or services it provides. The salesperson’s role in providing that experience is critical and the great news is, if you can provide a quality experience, 82% of buyers say that it raises their expectations of other companies, thereby raising the bar for your competition.
In the final part of this two-part blog we build upon how you can design and communicate a 360 survey and focus on how you can designate 360 raters and how to give effective feedback.
In this two-part blog we use research literature and independent best practice guides to summarise the range of factors that constitute a successful 360 programme.
When a technical expert (e.g. lawyer, management consultant, human capital consultant, accountant, IT consultant) is promoted into a leadership role, it is likely they will also inherit a portfolio of client accounts they need to grow and be given targets to find new clients. This is often the first time they have been assigned targets and been in a sales role.
This reluctant football supporter has become just a little fascinated by the leadership phenomenon that is Jürgen Klopp. Surrounded by Liverpool FC supporters at home, I’ve begun to embrace the emotions of the club’s unbelievable fans and their seemingly impossible journey to the Champions League final. Klopp’s post-match interview after LFC’s amazing comeback in the second leg semi-final against Barcelona really brought to life some of the leadership theory that informs my work practice. Here are some musings:
As a leader of a sales team you want to maximise the performance of your team to deliver your sales target. In a world where salespeople may only spend one-third of their time on selling, it’s no wonder that nearly 60% expect to fall short of their quotas*. So, what can you do to help your salespeople to identify what they need to do differently?
A well run 360 feedback survey can produce many benefits for both companies and more importantly, individuals. Not only does a robust 360 feedback process identify an individual’s strengths and weaknesses, but it also helps to develop their self-awareness.
But what about from a sales lens? How can the use of 360 feedback truly help improve the performance of your sales team?
Research shows that the ability to accurately diagnose what the other party is ‘thinking’ in a negotiation can lead to better outcomes for both sides. Having done so, the successful salesperson adapts their own behaviour to suit the environment that they find themselves in. In a complex sale there are likely to be more people involved on both sides of the negotiation each with unique needs and drivers.
Research shows that a salesperson must be ‘market-sensing’ in order to identify key opportunities and threats and to use that knowledge to position themselves as a ‘trusted advisor’ by helping the other party to see situations from different perspectives. By preempting objections they are able to develop advocates on the client side who will help them to take control of the negotiation and enable them to establish clear next steps in order to create momentum.