jul 11, 20218:11 PM - editado ago 12, 202110:50 AM
Professor de Inbound
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!
One of the specific challenges that I have from selling is customers wanting the cheapest price, but not taking the ordered product. Picture this, you, as a salesperson, offer your customer different pricing levels (ex. you can get 1,000 parts for $1,000 or you can get 2,000 parts for $750). When you provide offers like these, the customer will want the best deal possible, so they'll go for the "2,000 parts for $750" option. However, their internal demand is only for 1,000 parts. The customer will schedule a firm release date for the first 1,000 pcs, but procrastinate in taking the remaining 1,000.
This can be a distraction, as time/effort goes into going back & forth with the customer to take their balance. We try to remove these distractions by setting alerts that warn against accepting orders above a certain quantity. This way, the seller can focus on getting the buyer what they actually need and can look to sell to other customers. There are also internal policies that the customer must take the ordered quantity within a year of the order being placed. If not, we send them the parts at the end of the year.
Obstacles and challenges can range from a lack of product knowledge and ineffective sales processes to poor lead quality, inadequate sales skills, and a lack of motivation. Additionally, external factors such as market conditions can also impact sales performance.
To overcome these challenges, sales leaders should focus on providing their reps with comprehensive training, resources, and support. This may include product training to ensure reps have a deep understanding of the product or service they are selling, as well as sales coaching to help them develop the necessary skills to engage with prospects, handle objections, and close deals. Providing high-quality leads and implementing an effective sales process can also improve sales performance. Furthermore, creating a positive work environment that fosters motivation, recognition, and collaboration can help sales reps stay engaged and driven to succeed. By addressing these challenges and providing the necessary support, sales leaders can empower their reps to achieve their sales targets and contribute to the company's growth.
Optimization of processes helps to eliminate redundant stages and automate routine tasks, freeing up time for sales. Training and development: Invest in training your salespeople so they can effectively compete and utilize sales tools. This will help them boost confidence and efficiency in their work.
fev 18, 202410:54 AM - editado fev 18, 202410:55 AM
Participante
What's keeping your reps from selling?
Too many unnecessary and time consuming internal meetings. A lot of the time, the questions or back and forth discussions in meetings can be updated on email. Lack of clear direction or strategy is also a huge obstacle in my opinion.
It typically shows up as a lack of confidence. Sometimes that lack of confidence is in the products, services, or solutions they are attempting to sell, could be a lack of mastery of the systems they are using to research prep log and track the information there are to be armed with prior and walk away with after, and sometimes that lack of confidence is in their belief in their ability to actually sell. Unfortunately there are other confidence challenges that arise outside of those, and they can all be perpetually parylizing, but from my experience it typically boils down to confidence in some form or fashion.
In some cases, it could be the simple fact of not knowing what to do in regards of who to call, what to actually say, or what to sell even. Lots of reps are clueless or easily distracted
A clear job description is needed and agreed to. A product developer need to develop the product, a manager to manage it. That, is if the company is to flourish and excel in sales and revenue.
From my experience, the other distracting thing is to work with people who fail to define the product or service in offer. It gets worse if they have to be mission and vision attached to it. A real life examples goes as fa as bosses asking sales rep to clean, doing reception and the rep end up not even marketing the product or service in the preccinct. Some companies gets their sales running not even realizing the source of thier income or revenue. To further my example, I know a cashier that contributes to revenue for the company if we are to analyse how many of the 'returning customers'.
I have mentioned job description or profiling, but there is a motivation factor also needed to be practiced well. This not only cause friction of the wheel in other selling process, but it kills the moral of the rep. Appraisals! Everydody want to be recognised for thier efforts.
Thats my little input on the topic, just to pump it up!