Today rather than providing a tip or strategy for the “new crew” in your sales room, let’s look at your omnipresent sales guy that I’ll call Sherlock. Certainly you are thankful for this senior, albeit anal, anchor member of your sales team. Come on, you know who I’m talking about. Holmes is the laser-focused, analytical rep who’s always researching everything, while working Sodoku puzzles. Interestingly, he also seems to always know where all the bodies are buried. You know who I’m talking about; the one you secretly dubbed “Wiki.”
Visitors to your sales room know he’s at work when they hear the sucking sound coming from his cubicle, as he absorbs all the information in the selling universe. He stores this treasure in a secret underground lair he accesses at will, or when one of his colleagues (your other sales reps) needs to be rescued from a selling box canyon. By default this makes him the perfect go-to advice-giver in your shop, especially considering he views the majority of situations differently than most any other mortal.
It’s weird, like he almost looks at the world through a window nobody else has access to. He has the ability to meticulously reassemble Humpty Dumpty. If you watch him work you would be reminded of the ‘70’s TV homicide detective, Lt. Columbo, or his 90’s counterpart Adrian Monk.
An added bonus with a guy like this is that he can find and uncover customer problems as well as solve them. Sounds like a seller you might ask Santa for, right? Well maybe, but there is a flip side. Managing a guy with this temperament and behavior is a lot like herding cats, so here are some suggestions to keep Columbo on the bus and coach him to achieve his potential:
- Realize boredom may set in quicker on Holmes-type salespeople. Alter his territory occasionally, encourage him to sell using different techniques, and change up training opportunities to keep him sharp and on the “cutting edge.”
- Let your P.I. show off his expertise in front of others. Consider assigning him a portion of your sales meeting or let him contribute to the blog your company just started. His chest will swell with pride when he’s in position to wow his peers.
- Include the gumshoe in regular brainstorming. He will make some helpful and unique contributions, and this creative thinking will keep him pumped.
- Remind Sherlock to keep an open mind. His personality will naturally cause him to organize, arrange, practice, and prepare. But you still need to remind him that, assuming makes an “ass” of “u” and “me.”
- Insure your detective doesn’t overwhelm buyers with his “buffet.” Rather than confusing buyers with countless options, myriad choices and endless possibilities, help him boil it down to a manageable “gold, silver, bronze” type decision process.
- Discourage your sleuth from calling it a day after simply introducing a masterful initiative. Confirm with him that he must instinctively follow up, understanding that closing means agreeing on a logical next step and not just signing a sales agreement.
- Remind the bloodhound to decelerate. Since his mind processes ideas so quickly, he needs to slow down and recap by asking questions to ensure the buyer/customer stays with him.
After looking over these ideas, be careful not to characterize this guy as a one-trick pony. He is a unique mixture of talent that should be coached with all these strengths and weaknesses kept in balance.
————Kudos From a Young Sales Rep————
“Doug’s weekly one-on-one coaching is the perfect kick in the rear to help me finish each week strong. Anything he asks you to do, I can guarantee is in your best interest. His live video chats are just like he is in the room with me.” See more for yourself HERE. Peyton W., HVAC sales consultant
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