Actions and Detail Panel
Iceberg Sales Model - Public Workshop
Thu, May 25, 2017, 9:00 AM – Fri, May 26, 2017, 5:00 PM EDT
Understanding your sales professionals and what motivates them to engage in the process of selling is a complicated endeavor. Imagine an iceberg. Above the water line you can see all the behaviors that lead to a sale; prospecting, cold calling, follow through and documenting. In fact, all of the activities that make up the sales reps process toward quota attainment are above the water line. Surface behavior like closing skills and product knowledge are only part of the capabilities that determine success in sales.
The Iceberg Model goes below the surface of a sales professionals activity to evaluate and hone the internal motivations that drive behavior. Standard sales training models focus on the most visible, conscious elements like surface skills and activity levels. That’s why traditional sales training simply doesn’t stick.
With the Iceberg Sales Model we tackle the underlying reasons for behavior: state of mind, convictions, values, mission and self-esteem, so the external manifestations of these strongly held belief systems will improve, leading to more effective activities – and an increase in closed deals. Everything that is not visible makes all the difference in selling.
With the Iceberg Sales Model we will help you make small incremental changes underneath the surface to have big, positive outcomes above the water line.