We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for growing accounts is better content to improve executive-level selling skills.
When your salespeople gain a meeting with an executive-level buyer, itâ€™s a precious opportunity. Yet according to Forrester Research, executive buyers tell us that only 20% of the salespeople they meet with are successful in achieving their expectations and creating value. Only one in four of these salespeople get agreement from executive buyers to meet again.
Your reps must be prepared to create value for buyers during these valuable opportunities. This means doing more than rehashing products specs and prices that might resonate with procurement-level buyers, but that fail to hit the mark with executives.
Successful executive-level selling requires you to understanding your buyer and the competencies necessary for a successful conversation. Then, assessing your team to identify gaps, creating individual development plans, and offering continuous learning and coaching to improve. Its not enough to watch a video and pass a quiz — reps must demonstrate competence in live action.
To learn more how we do this, visit www.myspi1.com.