Time is a scarce resource that you dole out on a breath-by-breath basis. Leaving the existential debate aside, most can agree that it is wise to allocate time to worthy activity, and forget the rest. Highly effective sales reps know when to spend working hours completing a task, and when to say “no-” for today, this quarter, or forever.
Always listen carefully when a top performing sales rep tells you “No.” Their pain points will lead you to where the current sales cycle is lacking. Here is what your star rep means when he or she says:
- A resolute “No.”
The rep simply does not see the value in the task. If you highly value the assignment, this discussion requires a meeting of minds. What information is the rep missing, or is it you?
- No, not today. I’ll do it later.
The rep believes that the value of the activity will be greater later. Perhaps something else is more pressing, or they have a different idea of the ideal sales cycle in mind. If you believe it’s a top-tier priority, discuss your differences.
- No, talk to…marketing team/different sales rep/team leader…
The rep believes that someone else is better suited for the task. Perhaps it is out of the scope of their understanding, schedule, or simply their preference. If you are adamant that this rep holds this responsibility, commit to finding their motivation.
- No, not alone. I want someone to come with me.
The rep sees value in a cohort, leverage and support for this activity. Determine whether the mission is worth the time of two team members. If it is, consent. If not, then determine whether something else can take a second team member’s place, like a prepared presentation or a digital sales aid.
- No, I can’t meet with them. I’ll send a video.
The rep has determined that some digital sales enablement tools work better in place of certain face-to-face interactions. Get a clear idea of when and how your top performing reps use digital sales aids to replace live interaction, and write the strategy into your sales team playbook.
When accompanied by open ears and follow-up discussion, the radical practice of encouraging “No” among team members can streamline a workday, unify a group of coworkers or different departments, and help to develop a highly efficient sales cycle.
A sales enablement platform can help to solidify a new streamlined sales process. Have you considered your options?
