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You Can’t Teach People to Sell by Teaching
People to Sell
Mike EsterdayCEO, Integrity Healthcare
Agenda
Why Skills Training Isn’t
Enough
Action Ideas
Model for a New Way of
Thinking
Question
Why do salespeople with similar skills and experience perform at different levels?
Global Sales Study with SMA
Attitudes, Values, Beliefs, Motives and Achievement Drive
84%
26%
Effectively Address Achievement Drive
Those that do = 20% Increase!
Why the Discrepancy?
Skills & product training are simpler to deliver.
The subject matter is too personal.
Expect people to be strong when hired.
Never done this type of development before.
Three Critical Conversations
Withcustomers
1 With yourself
With your coach
Are these two conversations
aligned?
Sales Congruence:A New Way to Think About Mindset
Congruence releases energyand achievement drive.
Gaps create conflict and disengagement.
View of Selling
Commitment to
Activities
Values
View of Abilities
Belief in Product
Congruence
™
Sales Congruence
Rate Rep or Sales Team 1-10
Action Ideas
e
Address these issues in training.
Managers coach to more than activities.
Ask related questions when hiring.
Sales Congruence
Skillset Mindset Disciplined Process
Measurable Results and ROI
Training Must Include
e
1. Event Based – no follow-up or accountability
2. Limited Manager Engagement – to model and coach
3. Only Teaches Skills – doesn’t address attitudes and mindset
4. Lack of Cultural Integration – or sustainment strategies
4 Reasons Sales Training Isn’t Effective
Belief in Product
Equip managers to…
1. Ask about a professional or personal goal the rep wants to achieve.
2. Ask what skills/capabilities are needed to achieve this goal.
3. Ask what the rep can do to build belief that this goal can be achieved.
Coaching
Belief in ProductBooth 606
To Learn More
www.integritysolutions.com
You Can’t Teach People to Sell by Teaching
People to Sell
Thank You!Mike EsterdayCEO, Integrity Healthcare
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