Readiness defined is referenced as the state of being fully prepared for something. Index defined is referenced as an indicator, sign or measure. So here’s the question: What’s your sales readiness index?
The best way to identify salespeople with a high sales readiness index is by what they do instead of what they say. (Look at their behaviors rather than their words; although words can be revealing.)
High readiness index salespeople create action that is exceptionally alert, externally oriented, relentlessly aimed at winning, making progress each and every day, and constantly eliminating low value-added activities – all by always focusing on their sales disciplines and preparedness.
They pay much more attention to what is happening externally rather than internally. They move at the “speed” needed to succeed and recognize that you can take fast and make it faster. They initiate and truly own their sales performance with the measured attribute of personal accountability. Most of all, they constantly re-invent and re-examine and don’t rely exclusively on what has worked for them in the past.
A low sales readiness index and complacency can be the product of success or perceived success. Both can live long after success has stopped occurring or disappeared entirely.
Salespeople with a low readiness index, never think they are complacent. “I’m doing what’s right.” “The real problem doesn’t reside with me. The problem is being created elsewhere or by someone else.” (The measured attribute of personal accountability is significantly lower than in high capacity salespeople) At a very gut level, low readiness salespeople are content with the status quo.
A High Sales Readiness Index Contributes to Results
Being fully prepared and measuring that preparedness leads salespeople to a High Readiness Index. It allows them to fully engage around their chosen sales strategy and approach. As the points below suggest, there is a clear connection between a proactive approach and the readiness index of salespeople.
- Continually evaluate sales effectiveness – maximize strengths and minimize limitations, discuss best practices with top performing peers and utilize internal and external expertise to grow individual sales knowledge and perspectives.
- Clearly define priorities and self-created performance expectations.
- Communicate often about the successes, challenges and opportunities impacting customers. Utilize product, service and all other strengths to achieve great results for you and customers.
- Maximize the use of reporting, tracking and measurement to achieve optimum sales results and financial reward.
- Be intolerant of a low performance and sales readiness index.
- Strive for consultative and stronger customer relationships; using a value proposition that is based on a trusted advisor status related to product and service opportunities.
- Use product and service strength to convert customers who are currently doing business with the competitor.
- Establish and focus on defined pricing, targeted margins and minimized discounting.
- Shorten the sales cycle through behavioral awareness of customers and prospects.
- Regularly assess and review personal performance to make sure that your approach, behaviors and actions reflect that of a sales professional with a High Readiness Index.
The sales readiness index of your salespeople has a direct impact on advancing the performance, culture and profitability of a company.