Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

customer retention19.    Retaining current customers is 6–7 cheaper than acquiring new ones

It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.

Salespeople

Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phrase, but it works, doesn’t it?), and doing both will likely produce a 15% increase in business without relying on the company to drive new prospects to you. Make it part of your workweek and practice with other team members before you make any ‘warm’ calls to clients.

Sales Managers

If there is encouragement for salespeople to do this, then it must be a priority for a sales manager to check on the actions and the results they are achieving. Be prepared to practice with your team and help them to develop ‘learned dialogues’ that make keeping in touch with clients easier. Knowing that there is value in this sales silo is not as good as taking actions to mine for those opportunities….as actions are the only things that produce results.

oxo,

Jody

Jody Smiling Photo copy

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 4 of 20: HubSpot Sales Statistics…With Secret Sauce Added

4. An average buyer gets 100+ emails a day, opens 23% and clicks on only 2% It’s hard to break through when you’re an unknown sender. Make sure prospects are getting your messages with interesting and engaging email content, and make … Continue reading