The Challenger

According to their book, “The Challenger Sale”, Salespeople should have a different view of the world, understand the customer’s business, love to debate and push the customer to get out of their comfort zone.

Find out how you can adopt the Challenger sales model in our in-depth guide.

A straight-line commission structure

For example, if a rep has a quota of $10,000 in monthly sales and they only sell $8,000, they would have only made 80% of their quota. Therefore, they’ll only get paid 80% of their commissions.

You can read about commission structures and compensation plans in our guide.

Relevant

Here are all the SMART objectives:

• Specific: A clear explanation of the objective and its steps
• Measurable: Ensure there are metrics in place to measure the objective’s success
• Achievable: The objective should be realistic, but still challenging
• Relevant: Make sure that the objective is consistent with your business’s and team’s goals and strategy
• Time-based: Set out an accurate and clear timescale for the objective

For guidance on creating objectives for your team, read our article on sales objectives.

Prospecting

Before you start qualifying or contacting your customers, you need to find them.

Read more about these stages in our article about creating a sales process.

A Customer Relationship Management tool

In reality, it could be any of these answers. With the right CRM tool, you can monitor, measure, maintain and retain customers, clients, prospects and leads.

Read our article on CRM for more information.

SNAP Selling

As the name suggests, SNAP Selling is all about keeping the sales process short and sweet.

• Keep It Simple: Make your proposal and process as simple as possible for customers
• Be iNvaluable: Make sure that your customers rely on you
• Always Align: Always link back to your customers’ objectives, challenges and needs
• Raise Priorities: Ensure that they focus on what’s most important

Read our guide to sales methodologies to find the right one for your business.

Chatbot

A chatbot is a program that uses text, and occasionally voice, to conduct conversations in a friendly, human-like manner.

Read our article to find out how a website chatbot could help boost your sales.

Budget

You can use the BANT framework to assess and qualify potential customers. Ask them (and yourself) these questions:

• Budget: Do they have the resources allowing them to buy?
• Authority: Do they have the ability to make the final decision?
• Need: Can you solve their problem(s)?
• Timeline: When are they planning to invest in a solution?

Read our sales strategy article for guidance on how to find, qualify, contact and convert potential customers.

A question that only has a ‘yes’ or ‘no’ response.

Closed questions are a powerful tool for salespeople on a sales call. Read our guide to cold calling article for tips and 25 cold calling scripts you can try.