10 Effectiveness

Question 1

What should sales leaders prioritize as their number-one initiative?

Answer 1

Sales effectiveness

Prioritizing sales effectiveness can lead to greater growth in revenue.

Question 2

What is the impact of losing top producers on a sales team’s revenue?

Answer 2

It can be challenging to make up for their contributions

Retaining top producers is crucial for maintaining revenue levels.

Question 3

What is a common mistake made by sales leaders regarding their sales force’s effectiveness?

Answer 3

Accepting the current effectiveness level without prioritizing improvement initiatives.

Question 4

What should be the focus instead of technological efficiency in sales?

Answer 4

Sales effectiveness

A focus on effectiveness can lead to better results than relying solely on technology.

Question 5

What does a large sales stack often lead to?

Answer 5

Underutilization and wasted resources

Many sales teams do not use expensive software effectively.

Question 6

What can happen when a sales team is taken out of the field for technology implementation?

Answer 6

They may lose deals and revenue opportunities.

Question 7

What is the relationship between sales effectiveness and revenue growth?

Answer 7

Greater effectiveness leads to greater results and revenue growth.

Question 8

What can poor sales force effectiveness lead to?

Answer 8

Negative growth or shrinking revenue.

Question 9

What is the seductive idea many sales managers fall for?

Answer 9

That increasing activity is better than improving effectiveness.

Question 10

When is increasing activity the right solution?

Answer 10

When there is too little activity from an already highly effective sales force.

Question 11

What is the result of asking ineffective salespeople to increase their activity?

Answer 11

Wasted effort and frustrated clients.

Question 12

What should precede any increase in sales activity?

Answer 12

Increasing the team’s effectiveness.

Question 13

What is the misconception about having a large sales pipeline?

Answer 13

That it will automatically increase the win rate.

Question 14

What should sales leaders prioritize instead of just pipeline size?

Answer 14

Sales effectiveness.

Question 15

What is a bell curve in the context of sales performance?

Answer 15

A distribution showing top performers, average performers, and underperformers.

Question 16

What should sales leaders aim to do with the performance bell curve?

Answer 16

Pull the curve to the right to improve overall effectiveness.

Question 17

What is a fat-tail distribution in sales performance?

Answer 17

A skewed curve showing a higher percentage of effective salespeople.

Question 18

What is the starting point for improving sales effectiveness?

Answer 18

Using the right sales approach aligned with strategy.

Question 19

What are the two legacy approaches to B2B sales mentioned?

Answer 19

Fear-based approach and problem-pain-solution approach.

Question 20

What is the modern sales approach designed to do?

Answer 20

Provide insights that lead to value creation and drive change.

Question 21

What is a key component of developing sales force effectiveness?

Answer 21

Updating the sales approach to align with client needs.

Question 22

Why do check-box sales training methods fail?

Answer 22

They treat training as a one-time event rather than ongoing development.

Question 23

What is the recommended training frequency to increase sales effectiveness?

Answer 23

Weekly training with a new aspect covered every two weeks.

Question 24

What is the purpose of coaching in sales?

Answer 24

To address specific challenges and improve individual effectiveness.

Question 25

What should follow a coaching session for maximum effectiveness?

Answer 25

A week of practice in the field.

Question 26

What does coaching aim to improve in a salesperson?

Answer 26

Coaching aims to improve an individual's effectiveness by addressing specific challenges and obstacles that prevent them from reaching their targets and contributing to revenue growth. ## Footnote Coaching is designed to change the salesperson's beliefs and behaviors.

Question 27

What is the purpose of transferring tribal knowledge in a sales team?

Answer 27

To share what's working and what's not, allowing team members to learn from each other's experiences and apply those lessons in similar sales scenarios. ## Footnote This can be done through group reviews of opportunities that highlight important ideas or strategies.

Question 28

What are the two outcomes a salesperson must create to generate net new revenue?

Answer 28

Creating opportunities and capturing opportunities. ## Footnote This is essential for increasing a team's competency.

Question 29

What is Level 4 Value Creation (L4VC™)?

Answer 29

A model that starts conversations with the strategic outcomes clients need and the challenges preventing them from achieving those outcomes. ## Footnote L4VC™ helps differentiate the salesperson and their company by creating greater value.

Question 30

What is consultative prospecting?

Answer 30

An approach that involves understanding client needs and providing valuable insights, rather than just pitching products or services. ## Footnote It requires a sequence of communications that demonstrate the salesperson's value.

Question 31

What is the goal of commitment gaining in sales?

Answer 31

To acquire commitments to future meetings by creating enough value in the current meeting. ## Footnote This is critical for pursuing deals effectively.

Question 32

How does advanced discovery differ from traditional discovery?

Answer 32

Advanced discovery involves both the salesperson and the client making discoveries together, rather than the salesperson simply extracting information from the client. ## Footnote This approach enhances learning and exploration of potential changes.

Question 33

What are the four major competencies that increase effectiveness in opportunity capture?

Answer 33

* Handling Objections * Presentations and Proposals * Building Consensus * Mastering Negotiations ## Footnote Each competency addresses different aspects of pursuing and capturing opportunities.

Question 34

What does handling objections involve?

Answer 34

Dealing with real concerns that clients have but may not disclose, to help them overcome obstacles. ## Footnote This requires understanding the client's perspective and addressing their true issues.

Question 35

What is the importance of building consensus in sales?

Answer 35

It helps clients align within their organization to collectively consent to changes being proposed. ## Footnote This process is often complex and requires careful navigation of internal dynamics.

Question 36

What character trait is critical for maintaining a salesperson's effectiveness?

Answer 36

Self-Discipline. ## Footnote It is the ability to keep commitments to oneself and do what needs to be done.

Question 37

What does emotional intelligence enable a salesperson to do?

Answer 37

Be aware of their own emotional states and recognize these states in others, including clients. ## Footnote This trait is essential for building relationships and understanding client needs.

Question 38

What role does curiosity play in a salesperson's effectiveness?

Answer 38

It drives the desire to learn and understand how to help clients better, creating a genuine interest in their needs. ## Footnote This trait enhances the salesperson's ability to engage with clients.

Question 39

What is the significance of authenticity in sales?

Answer 39

Being genuine and comfortable in one's own skin helps build trust with clients and enhances effectiveness. ## Footnote Clients can often identify inauthentic behavior.

Question 40

Fill in the blank: The ability to keep working toward a certain outcome without giving up is known as _______.

Answer 40

Persistence.

Question 41

True or False: Competitiveness is not a necessary trait for a successful salesperson.

Answer 41

False. ## Footnote The desire to win drives effectiveness in sales.

Question 42

What is the effect of caring in sales?

Answer 42

It provides the salesperson with the ability to be other-oriented, enhancing effectiveness in client relationships. ## Footnote Caring is considered a superpower in sales.

Question 43

What does the character trait of resourcefulness enable a salesperson to do?

Answer 43

Figure things out on their own and solve problems that obstruct their results. ## Footnote This trait is important for overcoming challenges in sales.

Question 44

What does mastering negotiations involve?

Answer 44

Negotiating concessions with clients while ensuring profitability for the company. ## Footnote This skill is critical for maximizing revenue and profit.