What does this mean for an organization with inside sales? Failure by sales leaders to set achievable quotas will result in increasing turnover and ultimate failure for the organization to meet its revenue goals.
Retention of sales reps is challenging enough – but to keep them motivated, engaged and productive is perhaps the biggest reason reps fail to reach quota. Last week we provided you with daily habits to see better sales productivity with your team.
Training new sales reps is a time consuming and expensive process. With high turnover and an average rep ramp up time of 6-10 months, it can be hard to justify the effort. This pain is exactly why our focus is on providing an environment
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.
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.
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.
Wouldn’t it be nice to know exactly when every one of your prospects opens an email without having to send a read receipt? How beneficial would it be to your follow up calls to know exactly when a prospect clicked on a proposal, contract or SOW?
Isn’t improving productivity (effectiveness and efficiency) the only way to meet 2015 revenue targets? A study published in the SalesForce.com blog tells us that the Sales Teams are being “more than challenged” in the goals being set for 2015
Being able to handle sales objections is key to closing new business, yet objection handling is overwhelmingly often a sales rep biggest weakness.