Is your inside sales performance not meeting expectations?
Here are 4 smart steps you can take to change the direction
of that performance arrow and begin to see revenue and margin growth. The first
key to improvement is being honest about the current sales, marketing,
competitor and product situations. Then you and your team must be willing to make
the tough choices and do the hard work required to make the necessary changes.
1.
Establish
a sales process for all reps to follow that is based upon how your target
buyers buy
You should have a proven step-by-step sales process for every key buying interaction from cold call to closure with proven best practice approaches and tools, client-based gates and criteria clearly defined at each stage.
You should have a proven step-by-step sales process for every key buying interaction from cold call to closure with proven best practice approaches and tools, client-based gates and criteria clearly defined at each stage.
2.
Invest in
proven inside sales training customized to your specific sales strategy, sales
culture and the critical few scenarios and skills that will make the most
difference
Do not settle for generic training. Give your reps the skills, knowledge and tools they need to be successful for the inside sales scenarios that matter most to your business.
Do not settle for generic training. Give your reps the skills, knowledge and tools they need to be successful for the inside sales scenarios that matter most to your business.
3.
Track and
record actual sales calls and use them for individual and team-based
performance coaching
Know what your reps are doing right and what they are doing wrong so you can intervene and coach them toward the behaviors, responses and questions that work best with your target customers. Then, combined with support, hold your reps accountable for steady and measurable improvement.
Know what your reps are doing right and what they are doing wrong so you can intervene and coach them toward the behaviors, responses and questions that work best with your target customers. Then, combined with support, hold your reps accountable for steady and measurable improvement.
4.
Hire for
success.
Be clear about what critical few skills and cultural competencies are needed to succeed by observing your top salespeople. Then look for those skills and attitudes they need to succeed.
Be clear about what critical few skills and cultural competencies are needed to succeed by observing your top salespeople. Then look for those skills and attitudes they need to succeed.
