15. 90% of salespeople avoid using content because it’s outdated and not customizable
Another shocking sales enablement statistic: Too many salespeople refuse to use marketing content. Marketers should make it easy for salespeople to find sales content and customize it to their clients’ needs.
Salespeople Salespeople intuitively know that the market has changed. They know that their jobs have changed…and struggle to change along with it. What was once a sales job is now a sales and marketing job…and outside salespeople and inside showroom salespeople need tools and training to drive and satisfy new opportunities. What may appear as resistance is likely fear and ignorance, both of which can be managed and overturned with compassion and instruction.
Help your team to thrive in the world they live in. Give the tools and training to make marketing part of their job so that they welcome the content needed to keep their messages to prospects and clients relevant and aligned with the company culture. Their job has changed and they need your help with the transition and new execution.
# 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 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.
7. 80% of sales need at least 5 follow-up calls after a meeting
As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to the call or meeting, you don’t have to ‘chase’ prospects with phone calls. When CAN they close the sale? What are the obstacles? How are you discussing those obstacles? ASK more questions and don’t try to talk them into the sale, but rather use these opportunities to discuss objections and options to overcome them. The biggest take away here is to expect to make more follow up calls than you have been making so that you aren’t cultivating resentment and resistance on your side of the call, but rather an appreciation for the prospect’s buying process and working within that.
For Sales Managers
For this to happen, you need to PLAN to follow up on their follow up calls and plan on teaching them how to do this…and to manage their thinking about follow up and how many calls it takes to get the sale. Sometimes they need instruction, sometimes they need encouragement, sometimes they just need a push – know your team and their pitfalls regarding follow up calls so that you can manage to their resistance or experience. And BE the example for them to follow and share your successes when you have tenaciously followed up and got the sale so that you can create believers in them.