#14 Continuous sales training = 50% higher net sales per employee
Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.
Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay current and to drivetheir business. And as people and technology change and buying processes evolve, sales training is as critical as ever to stay sharp and on top of your game.
Sales Managers Your team is a reflection of you…and they are following your lead. Sharpen your training and coaching skills as you develop their selling skills. Raise your company standards and train to the new level of expectation. There is no END of the journey to keep your team sharp and in front of their game, so get busy and have fun!!
# 12 Up to 70% of product information is found online, not through sales reps
Self-discovered information is becoming the norm for product research and purchasing decisions. Your company needs to have targeted and relevant sales materials that are easy for customers to find.
Salespeople This is true for B2B sales and B2C. The prospect no longer relies heavily on the salesperson for information where there is much to be found online. And researching online is such an integral part of the buying process that it needs to be part of the Discovery Questions that the salesperson is asking their prospect: Where have you been looking? What have you found? What questions do you have? What do you like/not like about what you have learned? Rather than resist internet research, embrace it and ask more questions about it. What we resist, persists!
Have your sales team research what their prospects are searching for so that they know what they are being told. Is the information accurate? Current? Complete? Does it skew toward a particular direction?
Coach your team to include internet research in their Discovery Questions and ask about it in your one on one sessions. Roleplay this area with your people so that they are comfortable having this conversation with their prospects. Otherwise, their prospect knows more about the marketplace than they do…not a good place to sell from.
6. 44% of salespeople give up after one follow-up Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only … Continue reading →