Maximizing Sales Performance: Understanding the Purpose Behind Sales Behaviors

Are you looking to boost sales performance in the upcoming quarters? Focusing on sales behaviors can have a significant impact on your success. While you can't control the outcomes, you have the power to influence your sales behaviors, such as dials, emails, networking, social media posts, tradeshows, and walk-ins.
 
Each contact should have a clear purpose, whether it's gathering information for the future, establishing rapport, or identifying decision-makers.
 
One key to maximizing the effectiveness of these behaviors is understanding the purpose behind each one.
 
A few examples are:

• Dials – is it a 1-call close? Probably not these days.
  • Gather info for future
  • Begin relationship and establish bonding and rapport
    
    
• Walk-ins
  • Bonding and rapport
  • Identify decision makers
    
    
• Networking
  • Know who they are and what their most important priorities are
  • Help them understand what the most important things are to know about how and who you can help

 
To make the most of each interaction, it's a great idea to encourage every sales rep to spend at least 2 minutes before each engagement determining the SPECIFIC purpose of their contact. This approach can enhance the connection and prevent interactions from feeling forced or "salesy."
 
By understanding the purpose behind your sales behaviors, you can build stronger and more meaningful connections, which can ultimately lead to better outcomes in the long run. So, the next time sales reps engage with a potential customer, take a moment to consider their specific contact purpose – it could make all the difference.
 
Let’s explore some potential purposes for sales behaviors:

• Identifying who should be a key contact – they may be a decision-maker or an influencer
• Establishing bonding and rapport with a key contact
• Casually determining primary PAIN, but so gently they don’t know their complaining is providing intel
• Listening – resist the urge to sell
• Identifying competitors they may be currently using

 
Of course, these are all better done in real-time over the phone or in person. Here’s the quandary – how many of your customers have already done their homework and are looking for contact via email or text? So how should your sales reps deal with that?
 
Here’s a thought – have them ask questions (and LISTEN) vs doing their “we’re great at this and here’s why you should buy from me” speech. Learn more about them – this is a conscious sales behavior.
 
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Joseph Skursky has led sales teams to double (2X) and triple (3X) revenue in 7 months or less. His teams became more effective and efficient and made more commissions than ever in their careers. Contact him here to learn more about how he can help you and your sales team dominate your market space. No sales pitch, just brainstorming solutions for you.