I’m not sure which of the elements are the most driving… Continue reading
20. An average company loses 10% of its customer base every year
Don’t be discouraged! This is just a lesson in prospecting and staying ahead of your sales pipeline. Stay active and continuously reach out to new prospects and past clients to keep your pipeline full and your team looking ahead.
Simply put, keep prospecting and don’t take it personally. If you lose more than 10%, you might want to explore further to discover why that is. However, if you ask for referrals, market consistently, keep in touch with your existing client, and make the most of the new opportunities that the company and the market might provide for you, the 10% will be a manageable number.
Keep your database accurate and purge it yearly. And keep your marketing department busy with driving new eyes and opportunities to your sales team…and keep helping them to capitalize on each new prospect.
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.
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.
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.