How To Motivate a Sales Team and Increase Sales Rep Performance
#003 – Managing Director of Strategic Dynamics, Heather Williams, joins Victoria to talk about increasing sales team performance.
Heather trains her sales teams on how to integrate their sales performance by putting their customers first. And in this episode, she reveals how she uses behavioral assessments to sell and get tremendous result in sales performance.
“Most people, when they’re making sales calls, they how they want to be sold to.”
“The DiSC sales profile really gives you all different tips and tricks of what your strengths and challenges might be as a salesperson, and then also how to recognize your customers, their style, and then also how to adapt to it.”
“So there’s a lot of different traits and attributes that give us insight into what someone’s style is. You’ll be able to adapt your style to theirs and ask the right questions.”
“Communication is key. If you’re not getting along with your team members or your customers, you’re not going to be successful.”
“Before you do that (getting rid of an employee), take the PXT Select assessment. Maybe they will excel somewhere else in the organization versus just getting rid of them.”
“The different DiSC styles, there are four — DISC; Dominance, Influence, Steadiness, Conscientiousness. You’re going to be a blend of all four styles, but you’re going to be more dominant one or two areas.”
Resources Mentioned In This Episode
- Wiley – Everything Disc
- The Seller’s Challenge by Thomas Williams & Thomas Saine
- Buyer-Centered Selling: How Modern Sellers Engage & Collaborate with Buyers by Thomas Williams & Thomas Saine
- Selling to Hospitals and Healthcare Organizations: A Glossary of Business Acumen & Personnel by Thomas Williams & Heather Williams
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