Inside Sales Training Best Practices

Sales Coaching from the Coachee’s Point of View

2011-08-30T11:53:00.000-07:00

What would make a recipient of sales coaching find value in the process? The belief that sales coaching will have a real impact in his future success.

To determine, for both the sales managers and the coachees, whether or not sales coaching made a difference, we interviewed 121 professionals and their managers at a major North American financial services firm. We asked, “What difference did the coaching conversations with your manager make in your success?” Our rating scale ranged from 0% where the manager had no impact or played no role in an opportunity to 100% where sales coaching made all the difference.

The results were significant. Participants in the coached group said their manager “made a significant difference” (72%) compared to “a little difference” (33%) for the non-coached group.

The impact of manager involvement through sales coaching is strong linked to sales success.

Sales Coaching: Is It Worth It?

2011-08-25T11:54:00.000-07:00

Sales coaching takes time and effort. Managers need to set aside time from busy schedules to plan and then work with their salespeople; coachees must take time away from their customers, worry about lost opportunities and make the effort to change behavior and adopt new skills. Is there sufficient payback?

Our research says “yes.” We surveyed 121 professionals and their managers at a major North American financial services firm. The control group of 47 participants did NOT get individual sales coaching; 61 participants received sales coaching. Each coachee’s average score for 38 individual skills were placed on a scale from 0-100%. The results? The Coached Group scores were nearly 20% higher.

The bottom line? Sales coaching is directly linked to skill application. Provide reinforcement sales coaching for your critical initiatives and your coachees are 20% more likely to adopt and apply the new skills you have identified as key to sales success.

The Link Between Inside Sales and Customer Loyalty

2011-03-28T16:06:00.000-07:00

In a recent inside sales training quarterly poll, 36% of sales leaders stated that "ensuring the best customer loyalty and satisfaction" was keeping them up at night.

A 5% increase in customer service loyalty can boost profits by as much as 25% to 85%. Research has shown that satisfied clients lead to greater profitability and growth.

Read more about some of the best inside sales and referral selling programs, practices and make the link between industry leading business sales and service...

Are You Getting New Clients as Fast as You Would Like?

2011-03-27T06:00:00.000-07:00

Getting profitable new clients has never been more important.

Our recent Sales Performance Poll shows that generating new sales opportunities through improved inside sales performance is ranked as the highest priority by almost 4-to-1 as compared to other key sales challenges.

Savvy sales professionals do not delegate this task solely to the marketing department.

While there is much written about what to do once you are in a new sales meeting, there is little to help sales professionals get the initial meeting.

Would you like to create more new inside sales opportunities?
Are you having difficulty gaining initial client appointments?
Are your prospecting messages missing their mark?
Are gatekeepers stalling your progress?

If you are facing any of the above challenges, then we may have some solution selling training and sales coaching best practices for you.
Learn more about getting meetings with qualified new clients...

Search for the Right Inside Sales Training Resource. Right Now.

2010-12-29T06:00:00.000-08:00

Introducing a powerful new Search Tool to help you track down the right Inside Sales Training & Best Practice Resource right now. Search this blog and the vast collection of corporate training communities and related best practice blogs with a single click.

Step 1 - Locate the Search Tool to the right of this post

Step 2 - Type your keyword search phrase. eg. Performance Culture

Step 3 - Click Search

Step 4 - Review the results, sorted by:

This Blog | Sites Linked to this Blog | Recommended Blogs

See illustration below. Enjoy.

Inside Sales Best Practice Resources

2010-05-03T06:00:00.000-07:00

From time to time, we like to provide visitors and subscribers to this blog with a refresher on where they can find helpful resources devoted to best practices in the area of Inside Sales Performance and related areas.

We hope you find these resources insightful and relevant:

Enjoy!

Drive Inside sales performance by deploying referral selling practices

2010-03-31T01:38:00.000-07:00

Below is an abstract of a white paper focused on deploying referral selling best practices in an inside sales (or field, even strategic account sales for that manner) environment.

There has been a longstanding mantra in sales: The more "No's" we get, the closer we are to a "Yes." Well, not in our book. It's old news, tired and worn out. It's time to retire and bury this mantra.

Think about it: Why would you spend your valuable time talking to people and attempting to sell to executives you know will say no? This mantra about getting no's emanates from prospecting techniques that no longer work. It's an old-school sales formula: make 100 cold calls, perhaps talk to 20 people, set 8 to 10 appointments, and get one deal—if you're lucky or well-versed in solution selling best practices. Really, 100 cold calls? That's a lot of no's, and a lot of time. It's not a winning strategy.

Download the entire Referral and Inside Sales White Paper PDF...

Social Networking Sites and Inside Sales Performance

2009-11-02T13:22:00.000-08:00

You are! It's still the personal connection that seals the deal.

The Internet, social networking, and other breakthroughs in technology have fundamentally changed the way we do business. New technology drives communications, messaging, and information access at warp speed, and our clients expect immediate contact. This pattern of ever-increasing speed and sophistication not only creates an intensely competitive marketplace, but places further demands on us to act and respond quickly.

The rise of social media sites such as Facebook, Twitter, MySpace, YouTube, and LinkedIn have lured many sales pros into scaling back their personal interactions and relying on social media to generate inside sales opportunities and surface "qualified leads." Get Real Social media is a powerful tool for three things and three things only:

1. Search engine optimization—use your key words and raise your presence on the web
2. Find out who people are—learn about a person's background and your connections
3. Find out who people know—look for close connections that you can leverage

Some inside sales professionals tell us they actually get clients through social media. Well, maybe if you have a commodity business. Could it happen? Yes. Should you rely on it? Absolutely not. Only count on what you bring about—through a proactive, intentional, referral strategy with personal introductions.

To Know You Is to Like You

There's a saying in sales: Clients buy with emotion and justify with fact. If our clients don't like us or don't feel comfortable with us, they won't buy from us. You can “wow” your clients with technology know-how now and try to win them over later, once they find out you're honest and reliable. But the reality is that you need people to start liking you within the first few seconds of your relationship. You need to start off on the right foot. Fancy gizmos won't make that happen. But a trusted referral and a personal connection will.

Eric Schmidt, Chairman and CEO of Google, in his commencement address to the graduating class of the University of Pennsylvania in May 2009, urged college graduates to step away from the virtual world and make human connections. "Turn off your computer. You're actually going to have to turn off your phone and discover all that is human around us."

To Like You Is to Trust You

The most important business decisions are still based on personal relationships. There is significant research about why customers make buying decisions. Bottom line: It's because they like and trust the salesperson and his organization. Think about it. We're selling to executives services, investments, systems, products...we're asking for people's time and money! Why would they work with someone who hasn't been referred?

3 Winning Tips

That said, a social media presence is a must-have in today's world. Start this way:

1. Develop a social media strategy—Like a sales plan or a marketing plan, write your social media plan. What is your goal, who is your audience, what do you communicate, what presentation best practices work will best relay your ideas? Leverage social media as part of your go-to-market strategy. How does your strategy link to your customer's needs and your business priorities?

2. Establish relationships—Take the time to build your personal connections, pick up the phone and talk to people. Just because you have a name in hand, doesn't mean you have a relationship.

3. Communicate useful information—Social sites are not for consultative selling or selling solutions. They are for establishing connections, identifying ways to collaborate, and providing value. What tips can you provide? Link to other sites that you recommend. Be recognized as the expert and build your web presence. Be a resource.

To Trust You Paves the Way

The most energizing and exciting part of our work is the relationships with our clients—the interaction. We enjoy learning about our client's business and co-developing strategic account plans and approaches that match our solutions to their needs. In an era dominated by ever-expanding technology and social media pressures, always remember that personal connections, referrals, and thoughtful sales negotiation techniques that build trust are what count. Yes, it requires brainpower. But isn't that what we love about what we do? Indeed.

Ensuring that your Salesforce Leapfrogs the Competition

2009-04-01T06:00:00.001-07:00

Some of your key competitors will increase their revenue by more than 20% during this recession. If you are struggling with closing key deals, you probably find this statistic hard to believe. We were also skeptical - until it worked for us.

We were pleasantly surprised to find a simple and easy to implement sales methodology that allows a salesforce to create trust, collapse the sales planning process, and close more than 50% of leads.

If you are not happy with your revenue growth, pipeline closure rate, or quality of leads, consider these statistics:

Clients who follow this methodology typically increase their qualified pipeline a minimum of 30%
Clients who implement change using this approach usually increase their revenue by at least 20%
Clients who embrace these proven training best practices spend over 90% of their time in front of qualified future clients that want to do business with them.

Learn more about finding your ideal clients and closing new business over 50 percent of the time with Referral Selling Best Practices...