Selling value means reps have to do research. They need to understand the challenges their customers face and the opportunities available to them. They need to understand business – how their customers make money, where they can improve employee productivity and how they increase profitability.
All of the research points to one conclusion – sales training and coaching are essential for your sales reps and the health of your business. By properly investing in training and coaching, businesses can hire top talent and help them succeed. Small business owners don’t have the time to develop a training and coaching program to deliver specific sales results. Half-hearted training results in sellers who don’t use a defined process, don’t know how to differentiate their company, don’t know how to self-correct when things aren’t working, and don’t deliver the sales results their companies need.
Sales Reps need ongoing development to remain productive as buyer's needs change and in a disrupted economy.
A strong post-sale engagement process is essential for companies looking to grow existing account revenue. In today’s world, the process extends beyond ensuring your customer is happy with the delivered project. It offers businesses a way to demonstrate their...
The most significant impact on sales productivity from these tools will be generating prospecting emails and LinkedIn posts. Most of the reps I coach struggle with writing. Some have trouble thinking about what they want to say; some can’t write coherent sentences using correct grammar; some type in all caps – it’s a myriad of problems. AI tools will make it easier for reps to write, and that will help them prospect using email and LinkedIn.
Hiring sales reps can be a challenging process. Your company needs reps who can sell in today’s environment and represent your company well in the marketplace. Industry experience is great, but finding sales reps who are passionate, willing to learn, and a good fit for your company culture is more important.
Has the disruption since the pandemic started in 2020 caused you to lose a spark? Are you finding it more difficult to take on the serious challenges in your business and easier to keep on doing the same old things? Are you engaged in developing your own business and its culture or are you just focused on getting to the end of another day?
It's more challenging to sell today than it once was, and a lot of reps claim it isn’t fun anymore. But those reps haven’t evolved; they haven’t continued to improve their skills or sales process. For the reps who have evolved, they are still selling and having fun doing it.