🚀 Sales on Steroids - with a taste of EQ! 🚀 [Part 2/3]
Welcome back to this "Sales on Steroids" series, where I give you the inside scoop of the 10 key sales strategies that led to a 2.5 times capacity boost of a huge pan-India field-force of 1,200+ reps in just 6 months at Cipla Digital Health!🌟
Before we move on, make sure you are all caught up with Part 1 here: https://lnkd.in/d_V5iKCt
Here are the next 3 key sales strategies - driven by intent, fueled by EQ!👇
1. Gamify wins. Especially, small wins.
🔹What are the things you want beyond money? - Fame? Power? Influence?
🔹Now what if I told you, you could have all of these? What! Every single day? WHAT! (Mad, right?)
🔹We wanted our team to taste the sweet flavour of triumph every day, and with it, we institutionalized the concept - sending daily data charts, and weekly leaderboards – not just with names but with pictures of winners!
🔹What’s more? Oh, we also planned to make an “Interview Series,” - like a talk show - broadcasting the video interviews of the top 3 performers every month.
✅The result? It went on to generate continuous momentum through motivation at its peak.
2. Shout “Hurray!” even when there’s no need to.
🔹You know how attrition is managed? By making your team feel a sense of belonging.
🔹And what brings this sense of belonging? Ownership of the journey, not just the destination (read: targets).
🔹We got the team excited about the launch of every new feature, like it’s their very own product.
🔹We trained each geographical zone separately in sales – with unique strategies for that market, that city, that lifestyle, that TG.
✅The result? When the journey is yours, it ensues excellence. The stellar outcome then is only inevitable.
3. Show, don’t tell.
🔹Training people to do the one thing they’ve been doing for over a decade differently, is tough. There is friction. How do you navigate that?
🔹In my field visits, I followed a routine: First, don’t introduce yourself at the get-go. Let them see you as a customer and talk to you the way they normally do.
🔹Second, when you uncover gaps in the pitch, instead of telling them what to do and what not to do, let them watch you at work (this is obviously after you’ve introduced yourself). Then ask them to spot the difference.
🔹Third, how do you “show” and convey your message to the masses now? Oh, I know, a creative PPT! Eh, WRONG. Understand your team and their sophistication levels. Our video of a mock pitch spread like wildfire on WhatsApp.
✅The result? You just handled sensitive issues around disagreement – all while leading by inspiration, not fear.
Do share your stories in the comments below and let's connect!😊
Needless to say, stay tuned for the 3rd and final part of this “Sales on Steroids” series! 🚀
#Cipla #SalesOnSteroids #EQ #BD