Time and time again we speak with sales leaders who refer to their salesforce as “hunters” and “farmers.” I believe these are outdated, over-simplistic stereotypes designed to drive the wrong behavior.
Become the Only Choice
With 194 percent year over year growth and a 90 Net Promoter Score, Butler Street has established itself as one of the leading consulting, training and research firms to the middle market. Before founding Butler Street, Mike Jacoutot spent the previous nine years as CEO of a national health care staffing company and most recently, a revenue cycle company. Jacoutot brings a strong combination of Lean Six Sigma process skills together with 34 years of sales and marketing experience.
Jacoutot is also the author of “Become the Only Choice.” Now in its third printing, the book emphasizes a combination of consultative selling and process management techniques to enable salespeople to sell the way clients buy.
A four-time All-American collegiate wrestler, Jacoutot led The College of New Jersey wrestling team to two national championships. He culminated his senior year by winning the NCAA Division III Championship after three consecutive second place finishes. In March 2015, Jacoutot was inducted into the National Wrestling Coaches Hall of Fame. In October 2013, he was also inducted into The College of New Jersey Athletic Hall of Fame along with his 1981 NCAA Division III Championship Team. He holds a B.A. in Management.
Mary Ann McLaughlin serves as a Managing Partner at Butler Street, a leading management consulting, training and research firm that focuses on client and talent development. Prior to Butler Street, she served in executive roles for 13 years including chief operating officer, president and managing director. A Six Sigma Champion certified executive, McLaughlin leverages her robust process background with 32 years of sales and operational experience.
A recreational triathlete, McLaughlin has completed three marathons (Chicago 2x, Marine Corps) and numerous triathlons. She holds a B.S. in Marketing from Bradley University.
I was recently participating in a training session designed to help transform the way sales organizations approach the business of client acquisition. As the discussion progressed, the topic turned to holding the rest of our sales teams accountable to the discipline of activity and performance and eliminating an “optional culture.”
Companies who are omphaloskeptic (i.e. inwardly focused) tend to be much less successful than those who are highly attuned to the needs of their customers and may miss market opportunities because they don’t see patterns in customer behavior.
In a recent Voice of the Customer survey, I asked my customer’s customer, “Are the objectives of the relationship being met?” The very quick response was, “absolutely.” Somewhat skeptical, my next question was, “How do you know?”
Not all satisfied customers are loyal. In fact, according to Bain and Company, 60% or more of customers who disappear, score themselves as satisfied or very satisfied just prior to switching suppliers! The good news is that you have a choice.
As an Executive Sales Leader, do you recognize your role, have the tools and demonstrate the necessary behaviors to drive consistency across your organization? It isn’t difficult to be consistent; however, there are key ingredients that must be maintained to be successful.
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