10/4 people – it’s Q4. Six weeks ago, we discussed readying your team for this time of the fiscal year (https://spanthechasm.com/mmp/sales-success-in-q4-starts-with-client-re-education/). Then, we focused on your client. This week, you’re in the thick of it, and you need to make sure your team is fishing with the right gear.
Selling is Like Fishing
You wouldn’t go angling for a whale. Nor would you fish for perch in the Great Lakes with a harpoon. Technique and finesse are needed for trolling for the right catch. In sales, the perfect catch is your Ideal Client Profile (ICP). Looking at your sales team, are they equipped to lure the right client? Do they have the confidence to advise a prospect and pitch the right solution? And in a meeting where the fit is not right, can they recognize to catch and release?
Not a Simple Solution
The answers to those questions are not simple. It takes time, assessment, and experience to work with your team. To make sure they know the how. They need to know what the right bait is. And with the pressure of the year-end close coming, what is your best option?
Maimonides is credited for the proverb, “Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime.” Making sure you equip your team with the right skills and sales style will lead them to a lifetime of sustainable sales success. Watch the video, and if you need more insight or need to chat, reach out. This is what we do.
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