Closify

Most sales teams think top-performers are successful purely on natural talent…

But what they don’t realize is that they can replicate their success across other reps.

How? By reverse-engineering the traits and baseline expectations behind their top-performers & making a checklist for other sales reps to follow.

Here’s what to focus on:

✅ Educational Training & Assessment

Top-performers regularly engage with training material to improve their sales knowledge.

This includes watching sales videos, call recordings, & researching industry trends.

Tip: Take the extra time to create quizzes/assignments to score reps on their retention -> they should all be scoring highly.

✅ Offer/Product Competencies

Your reps should have extensive knowledge of your product/offer stack and how it stacks up against competitors in your marketplace.

This knowledge will help them dial in on an efficient script that aligns with your company’s sales methodology.

✅ PerformanceIndicators

While setting your top-performer’s performance as a goal for the rest of your team to hit is ideal…

It’s counterintuitive. They’re your top performer for a reason.

Instead, you can set and reward incremental goal indicators like:

🚀 Demonstrating improvement after coaching/peer-to-peer reviews

🚀 Number of deals closed above average value

🚀 Most improved quarterly commissions

Make sure to give your sales teams the support they need to develop into better performers.

While your top performer is #1 for a reason, you can adapt some of their qualities and use them to help your other reps raise their performance levels.

“Money is in the follow-up” is a time-tested strategy for maximizing the value of your pipeline.

There’s tons of deals to be made if you understand how to properly follow up without coming off as needy.

Here are some tips on how to make that happen 👉

✅ Work with people on their schedule.

A good way to promote urgency is reframing the conversation in terms of a prospect’s deadlines.

When they say “Oh I’m looking to achieve X in the next 6 months”, use this time frame when following up as a way to put pressure on making a decision.

The closer the deadline is, the more important it is for them to make a quick decision.

✅ Follow up on multiple channels

The more channels your prospect sees your message on, the more likely you will get their attention.

Use email, phone, SMS, LinkedIn, and other platforms that they’re on in further outreach. People have different communication preferences so it’s best to reach them on one that works.

✅ Clearly defining next steps.

It’s extremely important that you make it clear to the prospect what the next steps are for the deal to progress.

You can’t afford to lose out on potential sales as a result of not taking the time to highlight what’s expected.

✅ Use different hooks/subject lines.

Trying to keep a conversation going but using “just following up” or “checking in” isn’t as effective as getting their interest or providing value.

Send articles/videos they’d find useful and/or using humor in follow-up makes you stand out.

Following up is an important skill to learn in sales -> apply variety in your outreach methods with the above tips to keep the conversation with potential prospects going.

If you learned anything new from this make sure to share & follow Closify for more sales tips & strategies.