Does your organization have a sales quest? You might be surprised if the answer is no. It might surprise you to see what happens when all your salespeople agree to chase a dream and make it a reality.
A quest used to be personal in the olden days. You’ll understand what I mean. Because he had achieved his dream, the knight rode into the sunset on a white horse. A quest in modern times is when a group of people decides to follow a particular path and perform in a specific way. This results in a thrilling and rewarding end result that benefits all involved. The voyage must also have a romantic element that ignites passion and belief.
These questions will help you get started if this is the first time you’ve done something like this. Before you start, there is an important thing to remember. Sales quests are not only for salespeople. It’s for everyone who touches clients, regardless what their title.
This article should be printed and answered in writing.
Who is behind this quest?
Whom do you want to target with this quest?
What are you looking to achieve?
What are the essential qualities for success?
What should people be able to demonstrate?
How can you demonstrate exceptional competence to accomplish the quest?
If people make a commitment to this quest, what will they gain that they don’t have now?
What is the best way to measure progress?
What would make the quest worthy of attention if it was discovered by outsiders?
The Next Step
After answering the questions, you can begin to write the document. You can then share the quest with anyone you wish to invite to join the journey.
Some may not want to take part, while others may altogether reject the idea. Others may be passive observers and will only join the journey when they see the progress.
It is not possible to force your employees to go on a quest. You must encourage them to participate in the endeavor. Sometimes, you need to convince your people about a new and exciting idea. The nine questions can lead to a variety of outcomes.
To ensure that we have a dominant market share, the ABC Company east coast sales team will meet every buyer who is in our territory and provide information. We will overcome all objections and use our product knowledge to solve any client problem, no matter how complicated. We will achieve a high closing rate because we combine business acumen, relationship skill, value creation, and competitive differentiation to pursue qualified sales opportunities. Based on the number and quality of installations, we will be awarded corporate recognition. Other sales teams will be impressed and respectful of the team’s commitment to working towards this goal.
Is this really possible? It may take some time, but that is not what the quest is about. It’s more about the possibility and excitement that come with accepting to be part of the adventure.