Activators sit as the fourth role in our Alchemy of Sales model. They are most instrumental at the point where a sale is converted. They are the characters that energise their colleagues, boosting overall team motivation.

Their enthusiasm keeps the momentum of a deal, maintaining customer’s investment an d accelerating the process. The Activator’s ability to convey value to clients helps spur on decision-making. Further to this, their deep understanding of a client’s internal dynamics allows them to overcome barriers with ease. Not one to be easily put-off, their determination to succeed will help keep your people motivated to achieve.

Take a closer look at the energy Activators bring to your sales team:

Motivating Others

In sales, activators are highly motivated people and therefore excellent at motivating teammates. The idea of winning opportunities and creating exceptional value for their customers is what drives them forward. Consequently, their natural enthusiasm inevitably spills over into the rest of the team.

In cultivating enthusiasm in their colleagues and clients alike, they are able to keep the momentum of an opportunity, meaning fewer lapsed deals for your business. Creating a sense of urgency throughout the process, but without being too pushy, these people inspire decisive action from their customers and push their colleagues to deliver commercial results.

Communicates Value

With excellent communication skills, Activators are masters of compelling storytelling that communicates sales value to customers, activating them into action. Research¹ shows that communicating value to clients leads to stronger sales, particularly when the client’s needs are complex or there is high competition.

Once they have energised a client with their value proposition, they leverage this time to accelerate the process and propel the client’s decision-making. Maintaining high energy and enthusiasm, they create an irresistible opportunity for your clients.

Team Dynamics and Objection Handling

Similarly to the Detective, Activators make sure to understand the client’s team dynamics. It has been shown in studies² that existing dynamics can impact the level of urgency a salesperson can create with long-standing customers. As this character is skilled in creating urgency, it is vital that they get to grips with the dynamics that their clients come up against.

Leveraging allies is a key part of the Activator’s role in a sale. With their understanding of underlying forces, they are able to get key stakeholders over the line by leaning into their relationships with other members in the organisation. In the face of barriers, Activators are proactive in addressing concern and never discouraged by setbacks. Rather than letting these challenges set a sale back, they utilise their communication and motivational skills to keep traction.

Pivotal in your organisation’s ability to maintain the momentum of a sale, Activators are much-needed characters in your team. Their skills in compelling communication, motivating both colleagues and clients, and expert objection handling mean they are vital at the point an opportunity is being converted to a win. Getting clients over the line with energised decision-making is their strong suit.

Need More Sales Activators? Let Alchemist Help

If you feel like your sales team is lacking in some of the Activator’s key skills like communication, motivating others and understanding team dynamics, Alchemist can help. Using immersive and experiential learning, you can grab the attention of your people while building core skills against our sales enablement framework. Working together, we can help you achieve transformative change and deliver sustainable results. Contact us today to begin your journey to commercial success.

¹Liu et al. (2023)

²Isaac et al. (2017)