Portable Sanitation Association International

Association Insight June 20 2018

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W EEKLY EDITION JUNE 20, 2018 Survey of Sales Staff Reveals Rap id Change …continued By Karleen Kos, PSAI Executive Director Top sales people are not pitching their offering. Instead, they're engaging prospects in conversations. They're digging into prospects' challenges. They're engaging them as an advisor, as an expe rt in their industry, as opposed to just saying, "Hey, here's what we've got. Look at all the cool items and features and benefits that we have." Top performers solve problems – they don't just sell stuff. Sales Statistics #16: Top performers surf the web less, and drive to meetings more. While top and non - top performers reported spending a similar amount of time on CRM and paperwork, top performers were much less likely to note "surfing the web" as a main activity they waste time on (12% of top performer s vs. 24% of non - top performers). Instead, top performers tend to spend more time driving to meetings (25% of top performers selected this vs. 12% of non - top performers). This was one of the most unexpected sales statistics to come out of the survey. H ere's the thing: While all salespeople spend a similar amount of time on CRM and paperwork, top performers are much less likely to note that they're surfing the web as a main activity that they waste time on. Instead, top performers tend to spend more time driving to meetings. What we see here are basically two consistent narratives. P AGE 7 CONTINUED ON PAGE 8

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