Inbound Sales

KyleJepson
Inbound Professor
Inbound Professor

What's keeping your reps from selling?

Companies hire salespeople to sell, but then a host of competing demands and unhelpful systems almost always get in the way. Have a suggestion for how to remove distractions and focus on selling? Share it in the comments below!

 

*To learn more about this, check out the Enabling your sales team to spend more time selling lesson via HubSpot Academy. 

151 Replies 151
jarenegades
Participant

What's keeping your reps from selling?

Hey Matteo, I think you can see a decrease in the amount of time it takes to have the pricing conversation by switching to a question-based framework to have leads basically "sell themselves"  adding in some pricing anchoring and tiered pricing to make the communicated price seem less heavy for the customer.

As for the time it takes to provide information from other teams. Maybe a company slack account with a channel that ties all departments together and a channel for F.A.Qs or S.O.Ps could help speed things along. Hope this suggestion helps.

Navnish
Participant

What's keeping your reps from selling?

Too much time spent to create personalised proposals and email communications. 

jarenegades
Participant

What's keeping your reps from selling?

you might be able to automate the personalized propoals using , an onboarding form , airtable , google docs and an integration tool like zapier or integromat

 

0 Upvotes
Ro95
Member

What's keeping your reps from selling?

administrative tasks!

0 Upvotes
viniciuslamegoo
Participant

What's keeping your reps from selling?

There are many ways for businesses to automate administrative tasks salesperson sometimes do by using systems that combine many tools to make the life of salespeople easier and get them focused on what matters the most, selling. Companies should closely study their sales team daily to find out how they spend their work time and the most painful parts of the process. Writing emails is one of the tasks that can't be automatized as it would take the personalized experience we want to offer our prospects. It's important to use templates and software to enhance the quality of the emails. You could even integrate new ways to answer emails by sending short videos as an attachment. By enabling your team with efficient training, automation integrations, meetings to discuss which leads should be prioritized, key tasks, and new ways to make the process faster without losing the quality. You will be closer to creating a sales team full of experts.

0 Upvotes
MayurChandraker
Member

What's keeping your reps from selling?

️ Spending more time on adminitrative works
️ Preparing Cost Estimates, Time Estimates
️ Understanding the nitty gritty of customer's business problems
️ Putting more time on Consulting (For Free)
️ Hostile Negotiations, Constants follow-ups, Calls
️ Not using customised communication strategy for leads at different stages
️ Not prioritising the quality of the leads (Lack of prospecting)
️ Not Nurturing the potential prospects with automated messaging

🟢 Many workflow and tools integration can save time on administrative works
🟢 Cost Estimates and Time Estimates must be productised in a package (if not, then assigning a dedicated resource juggling through these kind of documentations)
🟢 Having a well-structured tempates of questionnare to understand the pain-points
🟢 Product/Service Demo can be pre-recorded using explainer videos, Doubts/queries can be answered personally. Also, Paid consultation at hourly basis can be used.
🟢 Follow Ups, Nurturing, Calls can be automated, Meetings can be scheduled using automated chatbots.
🟢 Customised communication strategy for leads at different stages like Marketing Qualified Lead, Product/Service Aware Lead, Sales Qualified Lead, Not buying immediately kind of lead can be nurtured using different communication strategy.
🟢 Automatic Priortising of leads as per the closing probability can save a lot of time of your sales reps.
🟢 Lead Nurturing and Retargetting campaigns can be very useful. Otherwise, you can change your company's positioning as a subject matter expert to create authority using newsletter, facts, infographics, case studies, success stories of your clients, etc.

BDunn0
Contributor

What's keeping your reps from selling?

Administrative duties that keep adding up are slowing down the sales.

0 Upvotes
ETackie
Member

What's keeping your reps from selling?

One too manay administrative tasks. 

0 Upvotes
JBarnes22
Member

What's keeping your reps from selling?

I'm currently not in a workplace, but I can speak on the last one I was a member of. What kept reps from selling was the lack of proper training & accountability.

0 Upvotes
MTobari
Member

What's keeping your reps from selling?

Lack of product knowledge

0 Upvotes
azannis
Participant

What's keeping your reps from selling?

Too much time spent to create personalised offers to customers due to a lot of different products offered. 

Also, travelling to customers is a period during which not much tasks or activities can be completed (especially while driving)  

0 Upvotes
ASeidl
Member

What's keeping your reps from selling?

What keeps reps from selling? 

Lack of personalization with the product. Lack of desire. Inability of structure.

0 Upvotes
BRzempoluch
Member

What's keeping your reps from selling?

other administrative tasks that we don't have enough administrative staff to help with

 

 

0 Upvotes
WHowery
Participant

What's keeping your reps from selling?

Not having a system in place causes reps to be disorganized and unfocused.  Systems and structure seem to help our Marketers to be most effective.

0 Upvotes
KeithIgoe
Contributor

What's keeping your reps from selling?

When reps don't recognize that they have a duty to provide value to their leads, they can lose touch with their sales process and lose opportunities to sell.

0 Upvotes
alyssandrabrook
Participant

What's keeping your reps from selling?

What is keeping them from selling is, as Kyle Jepson explained, is that you must have your CEO or owner see how the reps go. You as a company must put in hard work and dedication because you can always build a better product.  

WBarber
Contributor

What's keeping your reps from selling?

Currently, price lists are inconsistent and unclear. This is friction slowing our sales reps. 

0 Upvotes
AOwens413
Member

What's keeping your reps from selling?

What Keeps your reps from selling?

Lack of customer personalization, along with not the full information before calling and almost no feedback given

PDiwan
Member

What's keeping your reps from selling?

Mostly the responses to customers would vary because of inability of structured data. I have seen different sales people of same organization providing completely different answers to similar questions from the similar customers. This purely happens because even when personalization is there, sales persons would have very limited recall for standardization of responses or situations.

A system having structured respnoses to similar persona of customers and recommending it to sales people is very essential.

JVanderlei
Member

What's keeping your reps from selling?

Structure - Inability to structure.

They should be responsible enough to organize themselves in the most effective way, with the sales process put in place. There are factors well within their control that enable them to be successful. Structure is the make or break in my opinion.

EddieAgaronian
Member

What's keeping your reps from selling?

Lack of customer personalization, along with not the full information before calling and almost no feedback given