EP Huddle #54
Whether you're new to sales or you've been calling on accounts for years, you definitely know that you want to impress your customer by putting your best foot forward, and showcasing all of the things you can do to help them solve problems.
Salespeople are wired to always service a potential client. Unfortunately, it's far too common that a salesperson will say anything to close a deal. Here are a few tips of things you're probably doing that are hurting, instead of helping you.
As a team:
Come up with a list of the 5 most common scenarios where you feel you need to say "yes", but shouldn't. How can you overcome this challenge? What opportunities are there to highlight the positives while still staying honest and telling the customer their request isn't possible?
EP Huddle #52
Metrics. Every business leader, investor and board member wants to know about metrics. How do we look year-over-year? How are we trending towards the goals? What does the new product forecast look like?
We've seen numerous companies (small and large) struggle when it comes to defining and reporting on various sets of data, including some extremely key metrics that demonstrate the success (or failure) of business development. Sure, the number one key indicator of a successful sales initiative is revenue. But, there are many factors that can help forecast revenue, find deficiencies and help define key business initiatives.
Here are four areas your inside sales team and leaders need to focus on.
As a team:
How well do you track each of the above metrics? Talk with your salespeople to determine how well they know each of these categories on their own. Talk with whoever is responsible for the CRM to determine how you can get better reports and actively manage each data set on a daily, weekly, monthly, quarterly and yearly basis.
EP Huddle #49
Sales training is an ongoing function that every organization needs to commit to from the day it begins selling in the market. But, too often we find that companies stop their training programs after a new employee has spent 30, 60 or 90 days in the role. And, according to a 2013 DePaul University study, 60% of firms stopped the sales onboarding and training process after only 30 days after hire. Explore Study
Over the past 15 years, inside sales has become a more effective and much more productive method of getting a service or product to market. Sure, field sales still has its place in the workforce (we believe field sales is critical too), but inside sales has many benefits that field sales does not. A) More prospects can be targeted in a day by inside sales. B) Presentations can be given over Skype, Web-Ex, etc. C) Cost of customer acquisition is lower. And...
D) Training can be done in real-time, and is more consistent with an inside sales team than with a team of field reps spread across a geographical region. Here are 6 areas to focus on when thinking about your inside sales training program.
As a team:
Who is responsible for sales training in your company? What is your philosophy? Are key employees dedicating daily attention to the sales team to help them develop and continue to improve?
Inside sales mirrors athletics in the sense that practice makes perfect, and key behaviors are instilled in people over time. Good performance relies on consistent coaching.
Need Improved Inside Sales?
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ABOUT EP HUDDLE
All departments within an organization should have a daily 10 minute quick meeting. People call these huddles, stand-ups, meetings, etc. Here you'll find ours.