Approximately 48 percent of salespeople never follow up with a prospect. About 25 percent of people who make an attempt to contact a prospect twice give up immediately afterward.
There’s no doubt that this results in sales inefficiency. However, you don’t have to allow this to go on at your company. There are many proactive measures that can be taken to bring out the potential of each and every person on your sales team.
Why settle for mediocrity when you can be extraordinary? Here are three insider tips to coaching any sales person to go above and beyond the call of duty.
1. Think about the pain.
Approximately 40 percent of salespeople say they don’t understand their customers’ pain. Without this knowledge, it becomes dramatically harder to appeal to prospects, move them along the sales cycle and close deals.
In order to take your sales team to the next level, you’ll want to focus on enabling them to perform their best. This means continuing training after each salesperson joins your company. You should always be working to further educate your employees on your target audience, especially as needs and demands change over time.
The more your salespeople know, the easier they’ll be able to pitch your product or service to prospects.
2. Know what you’re selling.
Whether your company releases a new product four times a year or you’ve had the same one since the start, your sales team should know what you offer. They need to know the ins and outs of your product or service in order to highlight all of its benefits to prospects.
Additionally, salespeople need to be kept in the loop pertaining to everything from product developments to marketing materials. This can give them the best chance to wow their audience and make a lasting impression.
3. Offer technical training
More tablets will be shipped in 2015 than laptops and desktops combined. Your salespeople have likely started incorporating these mobile devices into their workdays, but are they using them as effectively as possible?
Just because your salespeople have smartphones and tablets in their hands doesn’t mean that they’re closing more deals. In order for this sales enablement tool to bring more value to its user, he or she needs to know how to tap into its full potential.
Showing salespeople how to access and utilize business collateral easily and securely on their mobile devices is essential. Additionally, you may want to encourage your team to use external applications to make tasks such as report generation and customer review creation easy on-the-go. This requires a certain amount of training to ensure that the entire team knows how to utilize the apps properly.
As sales enablement grows in popularity, these types of tips are going to be integrated into the workplace more often. Whether your sales team is underperforming or you simply want to see more deals come in, now is the time to make improvements.
With a touch of training, educating and technology, you can set your salespeople up for long-term success.