If all entrepreneurs lead their sales forces like Klopp leads his team, revenues would explode and collapse from excess customers. So what is Klopp’s secret? Have a team made up only of world stars? Obviously not.We have already seen what happens when the best in the world are brought together by the whims of someone who can have it all, but knows very little about leadership and team coaching. So when we talk about having a team prepared for combatboth on the soccer field and on the sales field, the secret is not to bring together the best and that each one comes with his little book under his arm, but to get hold of those who are able to work as a team and train them according to the needs of your organization.
Jürgen Klopp’s three steps that can turn your sales force into a revenue-generating machine for your company:· The Beginning: Science Applied to Sales
-Analyze how each one “plays” (Research)
-Talk about them with the players (Hypothesis)
-Take the opportunity to transmit your message in the six minutes remaining in the break (Experiments and Feedback)
The first step is to think like a scientist, see “how each of your salespeople play”, what happens in meetings with clients, where the strengths and weaknesses are and then start building from there. Companies that started working with this first strategy have reported significant growth in just the first 3 weeks. The answer to success lies in “the system,” or “method,” and not in the stars or talents.
Klopp’s method is called Gegenpressing or pressure after loss, and consists of putting immediate pressure on the rival, as soon as possession of the ball is lost. The concept of pressure is fundamental in his team:“The longer we have the ball, the less negative things can happen to you. So if you lose it, you need to get it back as soon as possible.
Let’s move part of the “Gegenpressing Method,” to your sales team make it a five star team:
Step 1: Efficacy exercises
The training begins in the company. Don’t send your salespeople out to rehearse with your prospects, because if you do, something known asburn in the market.” What you need to do is exclusive training, “fatto.” Try in your company with the modern method “Customer Obsession,” based on modern behavioral psychology and persuasion techniques.
when you rehearse, film, cut and then fine-tune your tactics with each vendor, but always thinking of your team. Each member of your team has a “gene” different from sales and that is the one that must be developed and strengthened. Also each vendor is assigned by default a special type of customer. It’s about that prospect who suits him best, who is part of his top 20% and it is “his best position” on the field. Make sure you start your week with each player with his “gene” in the “position” that works best for him and your company.
Step 2: Defensive Height
At this stage, it is about defending your product based on the solutions it offers to the current consumer. Why the Your client’s life will be different and better since they acquire this product that my team and I created for you? What is the problem or problems that you will solve for each type of customer with your product?
This clarity is what your sales team must have when it comes to standing in front of a client who is eager for the two minutes he gave him to make his “poor attempt” to convince him to be fulfilled. If your vendor fails change your metabolism to that potential client in a minute and a half, which will be manifested by the increase in the distance between their eyelids and between their lips, your sales system is not going to embrace the Champions Cup.
Step 3: Tactical Intelligence
It is essential to know your rival better than yourself. What does your competition do? What does it stand out? What are the strengths (forgive the redundancy) of your commercial force? What words define your service? What animal is your competition and what animal are you? What color is your competition: passionate red, discreet mauve or energetic yellow? What color are you? and what color do you want be you?
The second part of Tactical Intelligence has to do with researching, analyzing, surveying and interviewing your clients and “target audience” in such a way and with such a level of detail that you know more about your client than they know about themselves and, therefore, Of course, your competition. When you have analyzed it, you will easily find a “gap” in the market, service or method and there you will create your identity.
Don’t waste any more time, it’s time to start transform your sales team into the Liverpool of your market! And I know you can do it.
Consultant in Generation of New Businesses.
Source: Ambito
