- August 20, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How effective are salespeople when it comes to creating urgency? I’m not talking about salespeople who create urgency by telling their prospects that if they don’t order today the price will go up or it won’t be available. I’m talking about salespeople who create urgency by asking questions to uncover problems, the consequences and cost of which, create urgency.
You probably know that most aren’t great at it. After all, with so few salespeople having mastered the consultative approach, it’s unlikely that one can achieve urgency using a transactional approach.
The latest data below from Objective Management Group (OMG) shows sales effectiveness relative to sales percentile and ability to create urgency. The following 1-minute video explains the difference between a transactional sale and a consultative approach, along with the differing outcomes.
The table below is derived from 2.3 million salespeople assessed or evaluated by Objective Management Group, Inc. (OMG). These findings make up some of the attributes of the Consultative Seller competency. You can see and interact with data from all 21 sales Core Competencies here.
The 1st column in the table above shows the distribution by Sales Percentile, the next 3 columns show the percentage of salespeople in each group and how wide and deep they penetrate to find reasons to buy. The last 3 columns show the state of buying readiness they achieve and the last column on the right shows the percentage of salespeople who are able to create urgency.
While only half of Elite salespeople are strong at creating urgency, elite salespeople create urgency 326% more often than their weaker counterparts, fail to uncover anything more than interest 700% less often and fail to get beyond “nice to have” 329% less often.
Unfortunately, weak salespeople make up 50% of the sales population and in the US alone, that’s 8 million weak salespeople!
Make sure you don’t hire any of that group by using OMG’s accurate and predictive, sales-specific Sales Candidate Assessments.
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