Month: July 2021

Micromanaging is a Surefire Way to Undermine the Efforts of High-Performance Sales Teams

Here’s a riddle for you: What sound does micromanaging make? Footsteps. As in, the footsteps of a high-performing salesperson walking away from your team.

If you are familiar with Tyson Group’s clientele, you know we do a ton of work with pro-sports teams—sales team training, coaching, optimizing. One of the unique things about the culture of pro-sports, even those departments off the field, is that they are highly competitive and value hard work. Sometimes they even value effort over innovation.

So what do you think happens when an innovative salesperson joins that kind of environment? There’s a collision.

Let’s say that Mary is an outstanding salesperson, someone I would hire in a heartbeat because she’d make a great addition to our team. Now imagine she lands a sales job with a pro-sports team and in the first few weeks she’s totally crushing her sales goals. However, she’s one of those high-performance salespeople who is innovative—she knows how to get stuff done with less activity. Nothing wrong with that in my sales playbook. If the outcome is the same, what does it matter how any salesperson arrives there, as long as it’s ethical?

But her sales manager disagrees. Instead of celebrating Mary’s successes, he over-coaches her on her process, not because she wasn’t hitting her numbers, but because Mary wasn’t hitting his hustle metrics. So in turn, Mary walks. This manager confused outcomes with process and lost an A-Player.

Salespeople aren’t hats. One size does NOT fit most. Always give your salespeople the space to fit their personality into the process. Otherwise, you’ll be hearing the sounds of micromanaging.

Gain an honest assessment of where you and your team rank on the 6 drivers of high performance sales teams. Take the Sales Team Science  assessment here.

Take Our Sales Team Science Assessment, Specifically Designed to Evaluate High-Performance Sales Teams

Sales Enablement. One of the  Drivers of High-Performance Sales Teams, yet the least understood—let alone appreciated. This critical driver encompasses all the technology you employ to capture leads, engage and track prospects, connect with customers, and close deals.

But does your sales team fully understand and embrace their Sales Enablement software? Do your sales enablement metrics completely align with the company/team goals? Is your Sales Enablement charter embraced and enforced by your Sales Enablement leader? Do you even have a Sales Enablement leader?

From your culture to your team’s expectations, from prospecting strategies to the philosophies that drive your KPIs, your sales team needs to excel to be able to compete and close. The good news is—as every great salesperson knows—gaps mean opportunities. And opportunities mean potential.

That’s where Sales Team 6 comes in.

Using a six-part assessment targeting the 6 Drivers of High-Performance Sales Teams, we’re able to analyze your team’s metrics to determine what tools are needed to excel in their respective roles to help drive revenue.

Responses are then used to generate a customized scoring tabulation conducted through specialized software, with a perfect score set at 150 points. Armed with this information, we will evaluate and design a training playbook tailored specifically to the strengths and weaknesses of your existing sales team.

The result? Increased sales productivity. Reduced sales cycle time. Higher close rates. In 90 days or less.

Take the Sales Team Science Assessment today!

Want to learn more about Sales Enablement and how your people can use technology to amplify their talent? Check out Lance Tyson’s book Selling is an Away Game, available online at Amazon now.

The Globee® Awards, organizers of the world’s premier business awards programs and business ranking lists, has named Tyson Group a winner in the 8th Annual 2021 Sales and Customer Service Excellence Awards. These prestigious global awards recognize achievements in sales, service, support, and business development from all over the world.

The annual Sales and Customer Service Excellence Awards are industry and peer international competition honoring achievements in disciplines that create the best customer experience for business successes everywhere.

Tyson Group was recognized in the Sales Training or Coaching Program of the Year category. This win further supports Tyson Group’s mission to coach, train, and consult with sales leaders and their teams to compete in a complex world — regardless of what the market looks like. Taking a diagnostic approach, Tyson Group strives to understand sales teams and addresses gaps through their Sales Team 6™Assessment. Using a six-part assessment targeting the 6 Drivers of High-Performance Sales Teams, Tyson Group is able to analyze any team’s metrics to determine what tools are needed to excel in their roles and help drive revenue. Then, they design a tailored playbook that defines an action plan to further develop team members and equip them with the desired skills for each marketplace.

“It’s an honor to be recognized as an industry player by Globee Awards for this esteemed industry and peer recognition,” said Lance Tyson, Founder & CEO of Tyson Group. “This further validates our position as sales consultants poised to successfully support sales leaders, CEOs, and company founders to increase sales productivity, reduce the sales cycle time, and have higher closing rates.”

Sales and Customer Service Excellence Awards is the world’s premier recognitions program created to honor industry-wide and peer achievements of individuals, teams, departments, most valuable professionals, milestones, and champions in Sales & Customer Success, Customer Service & Contact Centers, Sales and Service Enablement which includes Training, Consulting, and Outsourcing.

“Continuing to raise the bar higher for standards in sales and customer service are key to customer success,” said San Madan, co-President at Globee Awards. “Effective customer success strategy can lead to higher business growth.”

About Tyson Group

Tyson Group offers expert sales consulting and training tailored to companies’ individual needs, cultivating talent that yields measurable results. They have consulted on multi-billion-dollar negotiations for the nation’s most prominent sports stadiums, developed elite sales teams, and advised on the installation of sales methodology for countless organizations.

Tyson Group is frequently sought out for its expertise in recruiting, training, and coaching the right talent to drive organizations to the next level. They have proven experience creating, establishing, and implementing organizational changes and new processes that help sales teams meet and exceed goals in a vast array of industries.

Tyson Group is available for commentary.

Chip.stclair@tysongroup.com

Take Our Sales Team  Science Assessment, Specifically Designed to Evaluate High-Performance Sales Team

Your sales team may be using a well-known Sales Methodology such as relationship selling, strategic selling, or value-based selling just to name a few—but is it the right one? As one of the 6 Drivers of High-Performance Sales Teams, Sales Methodology determines the strategy that your team uses to engage prospects and customers.

But does your Sales Methodology mirror the techniques of your high-performers?

Does it align with the needs of your buyers? Do you ever wonder why some deals stall out or die at the same point in the sales process? How often does your sales team evaluate their Sales Methodology to ensure effectiveness, marketplace relevance, and full team buy-in?

From your culture to your team’s expectations, from prospecting strategies to the philosophies that drive your KPIs, your sales team needs to excel to be able to compete and close. The good news is—as every great salesperson knows—gaps mean opportunities. And opportunities mean potential.

That’s where Sales Team 6 comes in.

Using a six-part assessment targeting the 6 Drivers of High-Performance Sales Teams, we’re able to analyze your team’s metrics to determine what tools are needed to excel in their respective roles to help drive revenue.

Responses are then used to generate a customized scoring tabulation conducted through specialized software, with a perfect score set at 150 points. Armed with this information, we will evaluate and design a training playbook tailored specifically to the strengths and weaknesses of your existing sales team.

The result? Increased sales productivity. Reduced sales cycle time. Higher close rates. In 90 days or less.

Take the Sales Team  Science Assessment today!

There is no one-size-fits-all play when it comes to sales methodology. Find out more on selecting the right methodology and strategy for your team in Lance Tyson’s bestselling book Selling is an Away Game, available online at Amazon now.

Take Our Sales Team Science Assessment, Specifically Designed to Evaluate High-Performance Sales Team

Your sales talent is the heartbeat of your company. But many companies lack a proper process to even attract the right people. Some companies don’t have a process to select and onboard their sales talent. Others still fail to invest the time or resources necessary to develop and retain their sales talent.

The fact is, investing in your sales talent is the number one way to ensure your company’s fiscal health and ability to scale. But are your salespeople aligned with your company’s mission? Do you struggle to retain good, solid salespeople? Do you invest in and coach your B and C players, or just the stars?

From your culture to your team’s expectations, from prospecting strategies to the philosophies that drive your KPIs, your sales team needs to excel to be able to compete and close. The good news is—as every great salesperson knows—gaps mean opportunities. And opportunities mean potential.

That’s where Sales Team 6 comes in.

Using a six-part assessment targeting the 6 Drivers of High-Performance Sales Teams, we’re able to analyze your team’s metrics to determine what tools are needed to excel in their respective roles to help drive revenue.

Responses are then used to generate a customized scoring tabulation conducted through specialized software, with a perfect score set at 150 points. Armed with this information, we will evaluate and design a training playbook tailored specifically to the strengths and weaknesses of your existing sales team.

The result? Increased sales productivity. Reduced sales cycle time. Higher close rates. In 90 days or less.

Take the Sales Team Science Assessment today!

Learn more about developing your sales talent in Lance Tyson’s bestselling book Selling is an Away Game, available online at Amazon now.