Part 18 of 20: HubSpot Sales Statistics…With Secret Sauce Added

18.    It takes 10 months+ for a new rep to be fully productive

New salespeople need time to learn and gain confidence. Speed up this timeline by investing in sales enablement strategies, pairing new reps with seasoned team members, and using online training.

furn sales images

Salespeople

As a new salesperson, do you have a strategy and timeline for learning? Is practice part of your strategy? Do you OWN your learning engagement and information or do you rely on your manager to bring it to you? I invite you to make it your own and to measure yourself regularly – not just to know what you don’t know (yet) but to build confidence in what you DO know. And support knowledge with skill as selling an only be practiced to gain confidence. Theory doesn’t get the job done.

Sales Managers

If you don’t have an initial training program that covers 60 months, you are missing an opportunity to get and keep new salespeople. Include skills in product and services, selling, technology, communication, managing actions in time, marketing…all of it. As their sales leader, you need to make skill development part of the culture of creating excellence – and be the example of it.

oxo,

Jody

Jody Smiling Photo copy

Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Training ongoing#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 drive their 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!!

oxo,

Jody

Jody Smiling Photo copy

Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 11 High-performing sales teams invest in sales enablement strategies and technology

Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.

Salespeople  upgrade
I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales results! Or salespeople who populate CRM’s with data and nothing happens with it…either they don’t take the actions that they schedule or their sales manager doesn’t look at the activity and results and coach from it. At the very least, use Outlook for upcoming actions and appointments if the company doesn’t use a CRM. Don’t let your success be at the mercy of the technology that your company provides.

Sales Managers                                                                                                                   Seriously?
There is no excuse, including cost, that keeps sales managers from having a structure for managing sales opportunities and actions. SalesForce, HubSpot are 2 affordable solutions and are easy for salespeople and sales managers to use. And if they are too expensive and cash is really tight, use Outlook for scheduling and Excel for client databases…but use SOMETHING that forwards sales follow up actions and manages accountability.

 

oxo,

Jody

Jody Smiling Photo copy