It’s similar with selling value. Only 41% of all salespeople have selling value as a strength and this is also worse than it looks as only 11% of the bottom 50% of salespeople have strong value selling skills. Half of all salespeople do not have the skills to sell value!
And if we look at the Sales DNA behind those two competencies, the bottom half have Sales DNA of only 28%! That totally sucks. Instead of having the selling strengths to support a consultative and value-based approach they have selling weaknesses that sabotage their attempts to sell that way.
The data isn’t from some lame survey. This is Objective Management Group (OMG) data from the evaluations and assessments of 1,884,429 salespeople from companies. You can see the data for yourself and even see how you compare in all 21 Sales Core Competencies.
All the blame for discounting does not fall on salespeople, sales managers and sales leaders. CEO’s must accept their share of the blame for setting precedent. The sooner that CEO’s shut the door on incentives, the sooner companies will stop alluding to the fact that “we might be able to do better.” When salespeople give prospects the sense that they will be competitive, in the ballpark, meet or beat any legitimate quote, or might be able to do better, value selling goes right out the window. Only a CEO has the power to end that ill-advised strategy.
Image copyright iStock Photos