Sales people want to sell

I find myself in heated debate more often than not when I meet with the professional services team at most VARs.  The conversation starts something like this:


me: "How successful have your sales reps been selling your services or solutions?"
VAR: "!@@#!@ Our sales reps CAN'T sell services!"


I have to remind myself, I sounded like that most of the last 12 years.  It was only in the last 4 years that I realized something...


"Sales reps love to win deals!"


There is no better way than that to say it.  If you have a sales rep that you think doesn't like to win, ask them, I am 100% sure they will set you straight.


Therein lies the problem.  If sales reps love to win but they are not selling your services, what does this tell you?  To me it says, "they don't think they can win selling your services."  If you have a really solid relationship with the sales team, ask them...  They'll probably tell you, if not in those exact words, then something remarkably close.  At their core they want to sell what they know they can win with.  That my friends is human nature.

Are you part of the problem?


Do you "help" your sales force sell solutions by "educating" them on how to sell solutions?  How's that been working out for ya?


Do you just go on the account calls with them, or send your SME on the call? What's your ROI on that been like?


It is probably high time that you stop trying to change the sales force and change the things in your direct control.  Start with the things your reps do well and build up from there.


What is your idea of a sales tool?


Almost every product company has a sales tool that helps you get a quote fast.  Some of them are really good, some less so, but sales reps use them every day.  They can respond to the customers request in a predictable time frame and return something predictable following a very predictable process.  All of this predictability build a high level of trust in the product sales process.  To quote Jeffrey Gitomer, "Without trust there is no sale."  Of course Mr. Gitomer was referring to your customer trusting you, but it still applies.  Why is trust such an important issue?  Say it with me... Human Nature.


So the best sales tool you can give your reps is: Trust in your company's ability to execute on your solution.  The way you build that trust really depends on what you are trying to achieve. The most important thing you can do is step back and look at the situation holistically with a very open mind.  You will probably find there is a kink or two in the armor that belies your intent.  When you can openly engage in a meaningful dialog about what works and what doesn't you will be well on your way to increasing your sales.   Opening the kimono and explaining how the problems are being fixed will be the first step to building trust with your reps.


Once they are confident that the solution won't let them down they will be more likely to champion it.  After all, your solutions are what make you unique; Your uniqueness is what builds your value; Your value is what enables your sales reps to make margin.  They love that part too.


I'd love to hear your feedback in the comments below.