The challenger sales people

From “word by mouth” to “world of mouth”

Source: Sales Executive Council research

Who scores the best?

• Builds strong advocates in customer organization

• Generous in giving time to help others

• Gets along with everyone

The Relationship Builder• Always has a

different view of the world

• Understands the customer’s business

• Pushes the customer

The Challenger• Always willing to go

the extra mile• Doesn’t give up

easily• Self-motivated• Interested in

feedback and development

The Hard Worker

• Follows own instincts

• Self-assured• Difficult to control

The Lone Wolf

• Always willing to go the extra mile

• Doesn’t give up easily

• Self-motivated• Interested in

feedback and development

The Hard Worker• Always has a

different view of the world

• Understands the customer’s business

• Pushes the customer

The Challenger• Builds strong

advocates in customer organization

• Generous in giving time to help others

• Gets along with everyone

The Relationship Builder

• Follows own instincts

• Self-assured• Difficult to control

The Lone Wolf• Reliably responds to

internal and external stakeholders

• Ensures that all problems are solved

• Detail-oriented

The Problem Solver

Who are the Top Performers?

The Challenger

23%

39%

15%

25%

The Lone Wolf

22%17%

The Hard Worker

14% 12%

The Problem Solver

26%

7%

The Relationship Builder

Percentage of Core Performers

Percentage of High Performers Source: Sales Executive Council research

Who are the best at Selling Solutions? Complexity of

Sales4%7%

10%

54%

High Complexity

25%

11%

18%

26%

20%

Low Complexity

25%

Relationship Builder

Problem Solver

Hard Worker

Lone Wolf

Challenger

Source: Sales Executive Council research

High Performance by Sales Profile in Low and High Complexity Sales Environments

6 cards challengers know to play with

Products, services, ..

..Prospects

& Customers

Sales people

Challenge the vocabulary

product

promotion

place

price

Seller was in charge

experience

value

access

conversation

Customer leads : +60 % of the B2B buying process happens without a buyer-seller interaction

Experiences

Ambassadors

Coach in a buying process

21st Century words to use

Who was that on the phone?

touchpoints

Challenge your mindset

I have always done it like that

I am not able to and I do not

know that I am not able to

I am not able to and I DO know that I am not

I am able to, and it sure asks an effort to do it

U.C

U.I

C.C

C.I

Call sheetObjective :

Customer contact details

Contacts I want to know – names Number of people at work Who are their customers? How mobile are they? Satisfaction rate with current systems When latest change? Why latest change? Familiar with cloud computing? Familiar with Office 365? …..

Challenge your listening skills

Generalize

Deform

Delete

Challenge1. Listen actively2. Isolate components3. Check what is NOT said4. Challenge the components

Example“That looks too complex. We won’t need all this”+ 4 items to challenge

Challenge your questioning skills

Place & TimeActions & Behaviour

Resources & KnowledgeImportant things

Roles & functionsMission & Vision

Level with your customer

emo

ratio

Challenge your replying habbits

Delete

Deform

Generalize

23

yes, but…

interesting, and

Interesting to hear. Do you mean not interested as in - I have no time right

now, - I am not the right

person to talk to about this

- We have other priorities?

Sorry, we are not interested

Challenge your strategy

Social selling

By Peter Hinssen

Dream. Lead. Grow.

sales force, hunter, farmer

strategy

buying coach, guide

Disconnected approachMetric drivenFocus on quotaSell to similar customersProduct focusSales skills are key

connected sales modelCustomer centric

New metrics and KPI’sSell to extended buyer set

Business value focusBusiness insights and

communication skills are key

Sales Manager

Team Leader

to become a challenger

Questions?

Thank you