If you've hired your first 10+ sales reps, you're now seeing how different their playbooks are
Probably 2 of them close 2x-5x more than the rest, and a few struggle to close much at all
Here are the 9 Qualities of a Great Sales Rep: 9⃣⬇️⬇️
Probably 2 of them close 2x-5x more than the rest, and a few struggle to close much at all
Here are the 9 Qualities of a Great Sales Rep: 9⃣⬇️⬇️
#1. The Best Reps Really Listen.
Mediocre sales reps just start diving immediately into their script, and try not to deviate from it. Great salespeople learn their prospects’ needs, issues, and pain.
Mediocre sales reps just start diving immediately into their script, and try not to deviate from it. Great salespeople learn their prospects’ needs, issues, and pain.
#2. The Best Reps Adjust the Pitch and Story to Suit the Prospect.
Every prospect is a bit different, and sometimes, a lot different. The best reps tailor the pitch, the demo, the functionality shares, the case studies, etc. to suit the needs of the prospect.
Every prospect is a bit different, and sometimes, a lot different. The best reps tailor the pitch, the demo, the functionality shares, the case studies, etc. to suit the needs of the prospect.
#3. The Best Reps Make Every Prospect and Customers as Important.
Reps make more money on bigger deals — but the best reps never make you >feel< that way. Somehow.
Reps make more money on bigger deals — but the best reps never make you >feel< that way. Somehow.
#4. The Best Reps Truly Help You. For Real
They are mini-solution architects. They help the prospect figure out how to solve the prospect's problem. Who to socialize it with, where to get buy-in. Enterprise buyers love a truly great rep, because they make their life easier.
They are mini-solution architects. They help the prospect figure out how to solve the prospect's problem. Who to socialize it with, where to get buy-in. Enterprise buyers love a truly great rep, because they make their life easier.
#5. The Best Reps Know the Product Cold.
You’d be surprised how many sales reps don’t.
You’d be surprised how many sales reps don’t.
#6. The Best Reps Create Urgency.
This is hard. No one really needs to buy anything today — at least, not usually. The best reps create urgency when really there often isn’t any. And they mostly do it by adding value.
This is hard. No one really needs to buy anything today — at least, not usually. The best reps create urgency when really there often isn’t any. And they mostly do it by adding value.
#7. The Best Reps Prepare.
The best reps prepare for a meeting. They research their prospect. Figure out what they might really need. The make the cold outreach awesome. They learn how the prospect's business really works, and what their competitors use.
The best reps prepare for a meeting. They research their prospect. Figure out what they might really need. The make the cold outreach awesome. They learn how the prospect's business really works, and what their competitors use.
#8. The Best Reps Map Out All The Key Stakeholders — & Sell to All of Them
In any bigger deal, multiple stakeholders will exist on the customer side. Mediocre reps just sell to whoever seems to be leading the initiative. Better reps get the buy-in from everyone that matters.
In any bigger deal, multiple stakeholders will exist on the customer side. Mediocre reps just sell to whoever seems to be leading the initiative. Better reps get the buy-in from everyone that matters.
#9. The Best Reps Are Highly Efficient With Their Time.
The best reps just get more high-quality meetings, more demos, more interactions done. And that >doesn’t< mean working 4,000 hours a year.
The best reps just get more high-quality meetings, more demos, more interactions done. And that >doesn’t< mean working 4,000 hours a year.
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