Taking notes is essential for any sales rep that wants to stay informed and be relevant. Now, how exactly are your sales reps taking notes? Jotting it down on paper, inputting some cryptic shorthand hours later, or just not writing
Is your sales team equipped to handle any questions your prospects may have? Are they ready to deliver the key messages that their prospects need to hear? When your reps were in training, you provided them with all the tools
There’s a lot of focus these days on efficiency, often pitched under the banner of Sales Acceleration. Efficiency is critical, but efficiency doesn’t count for much if you aren’t also paying attention to effectiveness. Efficiency is good, but… Recent studies
A sales deal is rarely closed in the first interaction with a prospect and if you have a product that does then count yourself lucky. For the rest of us, we have a series of different steps we need to take before we are able to finally close the deal.
I first heard the term ABC-Always Be Closing, back in the 80’s from a friend who was a natural born salesman. He said “Kid, never forget, always be closing.” And I have never forgotten that term.
What is the point in spending all that time getting your emails crafted just to have them either not opened or deleted immediately? Finding a way to improve your open rate and cut through the email noise is something all sales reps should be working on.
This seems like a no brainer, however, so many sales reps are not taking advantage of all the information available out there in order to improve each call and produce more sales.
What would your commission check look like if you got back 260 hours of selling time? Improving the productivity of a sales team is an ongoing battle that all managers constantly face.
A key to success in business development, as in any strategic endeavor, is picking winnable battles. A major factor in determining whether or not you’re getting involved in a winnable battle is through qualification.
The training period for a new inside sales rep often times exceeds well over six months. That is six months that you spend training a new hire and six months that the new hire is not getting you sales.