Sales excellence by eq way
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Transcript of Sales excellence by eq way
1Sanjeev Joshi EQ Fellow, CIE, PMP
That some achieve great success, is proof to all that others can achieve it as well -
Abraham Lincoln
Salesforce need to exhibit both Business & People skills
METAHUMIN Consultancy Pvt. Ltd. 2
Challenges faced by Salesforce Introduction
• Sales inefficiencies cost million dollars to the organization
• Sales Excellence is build on pillars of ‘Business Skills’ & “People skills”
• Proposed document outlines approach to cement “Sales People skills” for sales Excellence
Challenges - Organisation
1. Retaining market leadership
2. Predictable sales growth
3. Differentiations – Product & Processes
4. Talent retention
Challenges – People
1. Increasing competitive environment
2. Unpredictable client behavior
3. Talent burnout
4. Job satisfaction
Salesforce need to exhibit both Business & People skills
METAHUMIN Consultancy Pvt. Ltd. 3
BUSINESS SKILLS
Suspecting
Prospecting
Approach
Negotiations
Close
Order
After Sales
Referrals
PEOPLE SKILLS
Self Awareness
Self-Management
Social Awareness
Enabling sales decision
Sales Leadership
Sales - Business vs People skill
METAHUMIN Consultancy Pvt. Ltd. 4
Sales Soft skills cannot be replaced by hard work
EQ model for developing people skills
EQ Model for Sales Management
1. Self Awareness
2. Self-Management
3. Social Awareness
4. Relationship Management
5. Sales Leadership
METAHUMIN Consultancy Pvt. Ltd. 5
Metahumin 5x4x5 Sales Excellence = 100 Traits for Sales Excellence
SALES LEADERSHIP
SOCIAL AWARENESS
SELF AWARENESSSELF MANAGEMENT
RELATIONSHIP MGMT
1. Self-Awareness
• Observations • Inner Congruence
• Risk Taking abilities
• Innovation
• EQ edge for Sales Manager• Emotional self Awareness
• Accurate Self- Assessment
• Self efficacy
• Practitioner’s perspective • Clear overarching goals
• Enhanced Achievement Quotient
• Intrinsic motivation
• Optimism
METAHUMIN Consultancy Pvt. Ltd. 6
Sales Management begins with self assessment
2. Self-Management
• Observations • Responding vs. response
• Standing tall in difficult situation
• Mindset - HALT ( Hungry, Angry, Lonely & Tired)
• EQ edge for Sales Manager• Self Control
• Flexibility
• Stress tolerance
• Practioners perspective • Know thyself
• Brace-up, resourceful & support
• Self renewal
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A strong sense of deploying capabilities for expected outcome
3. Social-Awareness
• Observations • Stakeholder cost-benefit, value analysis
• Overall impact of Sales
• EQ edge for Sales Manager• Interpersonal relationships
• Empathy : Learn & practise to work along diverse set of people
• Organizational awareness : Current of emotions & political realty in a given organization. Leverage value & culture.
• Practioners perspective • Demonstrate early wins
• Outsmart stakeholders
• Seek best in other’s. Set performance bar high
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Practise empathy. Leverage organizational assets.
4. Enabling Sales Decisions
• Observations • Impulsive control
• Problem solving & overcoming customer objections
• Effective handling of non verbal clues
• EQ edge for Sales Manager• Applying consequential thinking
• Remaining hopeful
• Navigating emotions
• Practioners perspective • Practice empathy & mindfulness
• ‘If-Not’ thinking
• Reality testing
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Recognition is powerful yet underused tool in Salespeople’s arsenal
5. Sales Leadership • Observations
• Goal clarity
• vision & leadership
• Credibility
• Role modelling
• EQ edge for Sales Manager• Communication
• likability
• Sales ethics
• assertiveness
• Practioners perspective • Strong goal clarity
• Self actualization
• Relationship and networking
• Passion & Happiness
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Sales Excellence – 360 degree transformation
Climbing the Sales Ladder©
Risk tolerance
Inner Congruence Sales Congruence Data Mining
Seeking Feedback
Imagination Resilience Adaptability
Modeling
Critical thinking
Achievement Quotient
prioritizing
Interpersonal Relationship
Entrepreneurship Design vision
Navigating Emotions
Applying Consequential
Thinking
Recognising Patterns
Pursue Noble Goals Empathy
Connections
Reflection
focus
Enhancing Emotional Literacy
Intrinsic Motivation
Self Regard Problem Solving
Emotional Insight
Collaboration
proactivity
Stress Tolerance
Exercising Optimism
Change Management
Growth Mindset
Mastering EQ
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Your Success is our Success !
We are happy to be part of journey towards success.
EMPATHY X INSIGHT X CLARITY = MASTER THE MOMENT © Metahumin Consulting