XX Factor2017-05-22T17:26:30+00:00
% Of Women Physicians 34.3%
% Of Women In Congress 18.5%
% of Women On Fortune 500 Board Seats 17.9%
% of Women US Population 51.8%

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Women In Sales – The XX Factor 

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Women have made significant progress

(Scroll over each box to see the stat.)

Medical Degrees

% Of Women Graduates for Medical Degrees
48%

Master's Degrees

% Of Women Graduates for Master's Degrees
60%

U.S. Labor Force

% Of Women Working In U.S. Labor Force
47%

Professional Jobs

% Of Women In Professional Level Jobs
52%

However, The Statistics For Female Leadership Are Far Different

Fortune 500 CEOs

% Of Women Fortune 500 CEOs
4.6%

Executive Officers

% Of Women as Executive Officers
14.6%

Top Earners

% Of Women As Top Earners
8.1%

Creative Directors

% Of Women Creative Directors In Advertising

3%
While women control 80% of consumer spending!

The Harris Consulting Group: XX FACTOR

We recognize there are distinct differences between men and women in business.

Furthermore we think these differences should be discussed and the strengths identified.

Recent Blog Posts

Moving customers off discounts

One of the most uncomfortable moments in all forms of customer engagements. There are lots of nuances in this situation based on legacy, original customers, deals cut at EOQ or EOM, etc.

Here are some suggestions to help you and your sales team and customer success team when it comes to moving folks off discounts

  1. Define your customers who need to be moved up the “rate card”
    • OC’s – Original customers from the very first moment you went live. Where are they, where do you want them to be.
    • Legacy – Long term clients but maybe not your OC’s. Write down their current $ and where you’d like to get them to.
    • FireSale – Deals made at end of month or quarter. Where are they, where do you need them to be?
    • Bad Clients – From the lists above, who is not worth the money, even if they did pay you more.
    • Other – You may have other definitions, list them here.
  2. Understand What You’re Walking Into
    • Emotional Training – Your team needs to support and training on handling “upset people”. You don’t need to hire a psychologist or anything and in most cases, you can google for ideas.
      We do recommend creating and running role-playing scenarios based on the definitions created above. Just like everything else in life, the first time you do something new it reaches a certain level. The second time is better, the third time even better.
      Why not run those first 3 as role-plays so folks can get more comfortable? It won’t solve everything but it will help for sure.Band-Aids and Bruises – Expect to spend some time with the team individually or as a team together in case folks are getting punched in the face a bit through the process.
    • Tactical Training – Understanding how to use open-ended questions and active listening will be critical to making this work. Again, lots of role-playing.How to politely say, at the right time, “I am confused when you signed the deal showed a % discount which was for new customers. As an organization, how can I go back to my boss and justify an additional discount?’

What to do early to help avoid this over time.

  1. In the original contract, specifically state that at the end of the first year discount, new rate will be ____.
  2. Offer multiple-year contracts with discounts scaling back.
    • Year 1 – 15% off
    • Year 2 – 10% off
    • Year 3 – 5% off
    • Year 4+ – Standard rates

While there is no one single solution to solving the issue. There are steps and sales training folks can do to help mitigate the issue is something one can control.

How do you move people off discounts? Got questions, call us 877-520-0008

What does “Negotiation Training” Really Mean?

We hear this request a lot when speaking with folks looking to train their inside sales or field sales team. We are also hearing it more and more when it comes to training customer success teams.

While simplistic in concept it’s a bit more complex than many folks think. This is because “negotiation training has become a buzz word. And in many cases its used incorrectly.

Negotiation training can have a ridiculous amount of meaning. When you are thinking about hiring a sales trainer for negotiating training here are some things to keep in mind.

  1. Is “negotiating training” what you really need?
    1. Often times people say “negotiation training” but when we dive in deeper it’s not the negotiation skills that are bad, its the discovery skills that simply suck.
  2. Define the type of negotiation you want help with.
    1. Negotiation at an SMB, MM, or ENT level?
    2. Negotiating with a procurement team?
    3. Negotiation legal terms and definitions.
    4. How to prevent being “unbundled”
    5. Get real specific, or this training will look good on paper but execute poorly in your world.
  3. Negotiations start at the moment of the first “hello”
    1. Does your sales process address this?
    2. How does your trainer approach this concept specifically?
  4. The value of any negotiator is their willingness to walk away.
    1. Which then leads to the single most important part of the training. Does the trainer spend time with the team exploring their own personal struggles of negotiating? Do they understand how to rebuild the mindset of the human? And note, each human is different.
  5. Negotiation starts internally first, not externally with your prospect.
  6. Negotiation skills will be thrown out the window of Founders and CEOs keep cutting deals at the end of the month or quarter.
  7. Define your specific use cases of negotiations
    1. negotiating next steps
    2. negotiating introductions
    3. negotiating demos
    4. negotiating commercial terms
  8. Then confirm with your trainer
    1. Tactics, tactics, tactics,
    2. Roleplay, Roleplay, role play,
  9. Balance – 60% time on tactics, 40% time on role plays

Hopefully, this provides you with a strong idea and some guidelines for improving your sales teams negotiating skills.

Need help teaching your team to negotiate better? Call us 877-520-0008

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