magazine | August 12, 2016
Chief Differentiators for Topgraded Sales Talent
Companies that outperform their peers are simply better at attracting and retaining “A-Players.” They grow revenues and profits by pulling two key levers: ease of buying and ease of selling.
Ease of buying equates to lower customer acquisition costs. Buyers identify their needs and qualify solutions before the sales team shows up. Once the sales team engages, completing the qualification and negotiation phases of the buying journey are straightforward; value is evident and transactions are seamless. In the simplest commercial relationship, the buyer is able to reach a consensus and execute with minimal selling. No confusing licensing agreements or contracts block the consensus necessary to cut the check.
Ease of selling means the productor service has a compelling value proposition that is easy to relate. The seller understands the challenges customers are seeking to overcome and can clearly demonstrate what customer success looks like. Topgraded talent is not selling products or services. They’re selling customer success—an outcome that’s readily understood by both parties.
This monetizes lifetime value for both buyer and seller.
Several top-performing companies identified chief differentiators for attracting and retaining topgraded sellers, starting with management:
SBI’s research spans over a decade, covering 11,000 companies and 22 industry verticals. While researching this topic, we identified standout companies that were outperforming their peers over a three-year period. We interviewed and then surveyed sellers, selling managers, and selling executives in those firms to secure the insights reported here.