Home >  Blog >  Part 2: The 7 key sales behaviours that drive high performance

Part 2: The 7 key sales behaviours that drive high performance

Posted by Tony Hall on 7 June 2017
Part 2: The 7 key sales behaviours that drive high performance

Since February 2012, 100's of high performance B2B sales people have completed a Diamond Assessment. Over this period, we have established that there are 7 key behaviours that drive these high performers. Whilst the behaviours vary across difference industry sectors, these 7 behaviours always seem to rise to the top.

Over the next few weeks, we will reveal these 7 behaviours to provide our audience with an opportunity to crack the code on how to achieve high performance sales results. As these behaviours are revealed, have a think about how consistently you undertake each behaviour in your role, and when you undertake the behaviour, how effective you are.

Then, select one or two behaviours to focus on over the next two months. Make sure that you review the behaviours and plan on how you will apply them each week. At the end of the week reflect on how these behaviours impacted on your performance. You will find that as your sales performance improves, the better your sales results will be.

Sometimes improving performance is a simple as focusing on and applying specific behaviours. It is not uncommon for us to see improvement in sales results of 15% to 20% quite quickly.

Here is the second sales behaviour, it is an INITIATIVES behaviour:
"Proactively working toward solving customer's problems through innovative ideas."

This behaviour drives a more strategic approach by working toward solving specific problems for the customer. It leverages from their broad and deep insight and sets the high performers apart from the rest and they create and innovate when it comes to meeting customer wants and needs.

They can do this by drawing on their past experiences and they seek the counsel of others to get a fresh perspective and encourage different ideas. They won't give up when going through the process of connecting their insight to creating a robust solution that specifically addresses the customer's problem.

Internally the high performers encourage looking at problems from all angles, they also treat any problems experienced by their customers on product or service delivery as potential opportunities rather than threats.

Look out for the third sales behaviour in a couple of weeks.

Missed a previous blog in our 7 part series. Read more here:
Part 1: The 7 key sales behaviours that drive high performance

Take free our sales assessment and you will not only see how you compare, you will see key areas where you can improve.

Author: Tony Hall
About: Tony spent the first 15 years of his career in the retail industry in sales, product management, product sourcing & buying, advertising and general management. The past 20 years he has been in sales & marketing, specialising in sales and sales management behaviours. He has worked with sector leading companies within automotive, banking & finance, capital equipment, construction, retail, insurance, manufacturing, media, professional services and IT industries. As a sales and sales management behavioural expert, Tony has assisted clients to achieve incremental growth, increase market share and profitability through proactive customer engagement and robust go-to-market strategies. He has a strong track record of delivering measurable results for his clients.
Connect via: LinkedIn
Tags: High Performance Sales Initiatives Customer and Stakeholder Value Sales Leadership

Post comment

Recent Blog

The 7 secret habits of B2B sales high performers - Part 2

Posted by Tony Hall on 4 December 2018
The 7 secret habits of B2B sales high performers - Part 2
Over the many years we have worked with high performing sales people we have always been inter...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Growth Cadence Mindset   0 Comments

Resources assisting sales coaching

Posted by Paul Davenport on 20 November 2018
Resources assisting sales coaching
"Targets have increased, market conditions are tougher than ever, and my resources haven'...
Posted in: CRM High Performance Sales Sales Behaviours Sales Framework Sales Growth Sales Leadership   0 Comments

The 7 secret habits of B2B sales high performers - Part 1

Posted by Tony Hall on 13 November 2018
The 7 secret habits of B2B sales high performers - Part 1
Over the many years we have worked with high performing sales people we have always been interest...
Posted in: High Performance Sales Sales Behaviours Initiatives Sales Framework Sales Relevance Sales Growth   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

+61 3 9532 2066

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site