Sales enablement is critical to your success – thing is – you first have to determine the right sales process for your company. Many companies find that they are focused on several areas including sales training, analytics, CRM, product innovation, inbound marketing, or lead generation. While these factors are important contributors to increasing sales productivity, they alone are not enough to drive success by delivering sales enhancement.
Review these 3 key tips to ensure that you have a strong foundation for success and start the year off right.
If your organization's sales quotas are based on past sales, forecasting, and growth targets that can realistically be met, your sales reps have few reasons for not hitting quota and what reasons there are can be solved. The key is uncovering the reasons that your sales reps are not hitting quota so that you can take corrective action to close the difference between quota and results as quickly as possible. Following you will find three common reasons for sales reps not hitting quota that are frequently behind quota shortfalls.
Sales enablement is critical to your success – thing is – you have to determine the right definition for your company. Many companies find that they are focused on sales training, analytics, CRM, product innovation, inbound marketing, or lead generation. While these factors are important contributors to increasing sales productivity, they alone are not enough to inspire success by delivering sales enhancement. Here at Raybec, we have a very specific approach reflected in our definition of sales enhancement: A process of consistently delivering value to our prospects and customers so that they like us, trust us, and want to do business with us. Your definition must be customer-centric. It is essential for you to drive organizational success.
In a perfect world, companies would take recent graduates right out of college, train them to be the perfect sales people, and have them work at their company for life. However, in the real world, it seldom works that way. Attracting the best sales representatives to your company is one of the most important elements of building an effective sales team.
Every business, regardless of industry, depends on an effective sales team. No matter how good your product or service is, the only way to reach customers and explain the solutions your company can offer is with a well-trained and highly motivated sales force. While many sales people are self-motivated individuals, it is still worth instituting programs and incentives within your company that maximize their performance and motivation.
Of course, sales success is about revenue. If your business sells a high volume product with no opportunity for repeat sales, maybe that's the only metric you need for effective review. However, if you sell a complex product or service that requires developing a more trusted relationship with prospects over an extended sales cycle, you may need additional insights to be sure your team stays on track and has a baseline for improvement over time.
The state of the economy has made buyers more reluctant and risk-averse, and this can be a huge obstacle to your sales reps' success. Risk-averse buyers are more skeptical and less willing to put their company's problems in the hands of an outsider. What's needed in this situation is an increase in trust, and fortunately, there are ways for your sales reps to build trust with potential customers, leading to more sales and greater success.
Becoming a top sales performer isn’t a matter of luck, and it doesn’t happen overnight. When you see a top sales performer, you can be sure that they’ve spent years learning the necessary skills to be the best at what they do. Along the way to becoming a top sales performer, they’ve also taken every opportunity to learn new skills and develop their sales techniques. And, when obstacles have appeared in their path, they’ve overcome them without wasting time blaming others. To be a top sales performer, you have to focus your time and energy into being the best salesperson you can be. Here are three tips to help you become a top sales performer.
You will never know everything there is to know about sales. And, if you ever do, someone will immediately come up with something new for you to learn. Being a top sales performer requires a constant effort to update your skills and techniques. You’ll need to learn about new products, new ways to find and connect with prospects, new ways to add value to your sales pitch, and a whole lot more. When you stop learning, you’ll immediately stop improving. If you want to become, and stay, a top sales performer, always seek new knowledge to add to your toolbox.