When your sales reps’ motivation and activity has started to flatline and plateau; and when their numbers are falling below targets and the next few weeks are forecasting no dramatic improvements, what is your plan to get them back on track?
What are you going to do to jolt your sales people out of their lethargy and to bring in the much needed sales figures?
Below are several excellent tips from Australian Sales Training and Sales Management Training courses for you to share and implement with your sales people.
Tips to Dramatically Improve Your Sales Figures
1) Don’t spend too much time on your products and sales pitches.
It’s not about you, it’s about your clients and customers. Listen to them more get to know more about their overall business.
Identify their real issues and consequences they are facing, rather than just where your product can be sold
They want to know how you can add value to them not just your products features and benefits so engage with them more and talk less about you and your company.
2) Focus on making what your customer wants to happen before they ask
Don’t over-complicate the process by focusing on what you need to happen just so you can hit your target
In any Australian call centre training or customer service training you will find the most successful people will always reinforce the ‘law of reciprocity’, and how – by giving a customer more than they expect they will be repaid in full
3) Create value for your customers and clients to build trust.
These are two key objectives you need to achieve with every interaction you have with clients.
You could create value by sharing a great idea but if there’s no trust because your company keeps letting the customer down, the customer will go elsewhere
All trust and no value added won’t work too well either.
The customer might think you’re terrific but won’t have a compelling reason to purchase anything from you.
4) Find a learning partner
This is where a colleague can coach you and you can coach them
Strive to learn something new every week as when you stop learning about the industry you are in, the growth of the business stops too.
5) Don’t rely on the way you’ve always done things.
Most customers don’t need sales people to educate them on products and services anymore.
They typically get this knowledge from the internet and many customers know more about your products than you do as they are using them every day
Clients/customers want ideas on what they can do to improve their own businesses and they want sales managers and sales reps to challenge their thinking and provide insights that will push their own thinking further.
Selling has gone beyond just meeting a pre-existing demand, and is now about uncovering and creating a new demand where none existed before.
As sales managers, you’ll need to get your teams performance level consistently up and revenues on track.
So share these ideas with the team and get each of them to apply them as they interact with customers
To learn more about KONA’s Australian Sales Training, Call Centre Training, Customer Service Training and Sales Management Training and Coaching in Sydney and Melbourne, telephone Glenn Dobson on 1300 611 288, or email Glenn@KONA.com.au
For many, 2020 comes pretty close to a curse word. And while there appears to be a chance of a resurgence at the moment, the fact remains, we still have no clear certainty about the path the pandemic will take businesses on next year. But that does not mean we just sit back and wait. You will not survive. Start getting Match Fit and Sales Ready in these closing months of 2020, otherwise 2021 will be even bleaker for businesses than this year was.
Companies that are still standing strong and successful today must be Sales Ready and prepare to adapt their approach on a strategic level in 2021. While we can’t predict the future, we can use what we’ve learned to shape our strategies and maximise prospecting potential for next year.
Here is a list of what we have learnt so far from the pandemic experience, and how to be Sales Ready, prepare for prospecting and go hard.
COVID-19 is changing how B2B buyers and sellers interact. Clever adaptable sales leaders are learning how to adapt to the next normal.
COVID-19 has destroyed lives and livelihoods and continues to do so in many communities around the world. The full implications of the pandemic are far from certain, it is already clear that its economic consequences are dire.
For 
2) Almost six in 10 buyers want to discuss pricing on the first call. (Source – HubSpot)
3) Customers are 4x more likely to buy when referred by a friend. (Source – Neilsen)
4) 80% of sales require five follow-up phone calls after the meeting. (Source – Marketing Donut)
5) Several industries reported a 50 percent revenue increase with social media selling. (Source – Forbes)
6) 75% of 1,000 executives polled were prompted to attend an event or take an appointment as a result of a cold call or email. (Source – DiscoverOrg)
7) 43% of consumers are more likely to buy a new product when learning about it from friends on social media. (Source – Neilsen)
8) About 47% of top performers ask for refferals consistently, versus only 26% of non-top performers. (Source – HubSpot)
15) CRM system adoption increases sales by up to 29%. (Source – Salesforce)
16) 73% of executives prefer to work with sales professionals referred by someone they know. (Source – IDC)
17) 55% of B2B buyers search for information on social media. (Source – Blender)
18) The most successful reps use terms that inspire confidence, such as “certainly,” “definitely,” and “absolutely,” five times more often than low performers. (Source – Gong.io)
19) 79 percent of salespeople achieve quota by using a combination of social selling techniques. (Source – Microsoft)
20) On average, people made 33 dials per day. This is down from 38 in 2012. (Source – ForEntrepreneurs)
