Sales Best Practices

Here’s How to Sell Like a Navy SEAL

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Joe Vignolo

Senior Content Managing Editor

If stories of Navy SEALs stop you in your tracks, it’s for good reason. Navy SEALs are the best of the best: They go through a training referred to as hell week (because yes, it’s that hard), and are known for both their physical and mental might. Navy SEALs are adaptive and collaborative, and it’s these skills that power their work on the very toughest missions and most impossible tasks.

So what does that have to do with sales? As it turns out, SEALs can be a model for how to use your best-performing SDRs. Ideally, all your reps are fantastic, moving leads successfully through the pipeline and doing the essential work of prospecting. But of course, some SDRs are performing at an even higher level, consistently setting up account executives, and the entire sales team, for success.

You should be aware of these next-level SDRs—like Navy SEALs, they’re equipped to handle the most challenging situations with poise. You can count on these superstars to move prospects successfully through the pipeline. They book meetings—lots of them—and these meetings get results. Take advantage of their skills and abilities, following the SEAL success model. Here’s the idea: Just as SEALs operate in a team, you can build an elite team of SDRs.

Once you’ve crafted your team, deployment is the next obvious step. Here, you have a few options. You can pair up your elite team with your highest-performing account executives. By providing a successful, proven account executive with the resource of a SEAL-like SDR, you’ll see exponentially higher closing rates.

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Or, you can take the opposite approach: Send in your SEAL team to an account executive who needs a bit of a boost and would benefit from a helping hand and extra support. Your SEAL team can also be a powerful tool when it comes to implementing a new or pilot program, since you can count on this group of SDRs to find—and fix—implementation and process problems, before you roll out the program to the entire team.

Implementing a SEAL team strategy in your sales department requires you to find the talent, identifying those top performers as a first step. And, you’ll also need to define the missions that the team takes on, and of course, measure what’s accomplished and adjust accordingly. This process isn’t always easy—headcount, in particular, can be a tough issue to tackle—but the results can be extraordinary, easily justifying this particular SEAL-based business model.

Want to learn more about this innovative approach to developing your sales team? Download our new ebook, A Navy SEAL Approach to Turning Your Reps Into Top Performers.