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Common Questions and Answers
According to CSOinsights.com less than half of http://www.nasp.com/ckcommon/article/article.asp?articleID=15B68665-4B9B&title=experienced-sales-reps teams make their revenue goals each month. If you’re a business owner or sales manager of an inside sales team, then I’ll bet you can relate. So what differentiates the half that makes their numbers from the half that doesn’t?
Obviously there are many factors and each company is different, but there are 5 common mistakes I regularly encounter whenever I work with companies who are struggling to consistently make their revenue goals. If you can avoid these mistakes from the beginning – or correct them now – you can immediately begin to get better results, and that means you can begin to make your revenue numbers.
Not having these benchmarks – and so not being able to identify, verify and teach each step successfully – leads to many of the problems inside sales teams have. If you haven’t taken the time to identify your DSP, then this is job #1 for you.
Many sales teams I work with may have a structured training program in place (and I say ‘may have’ because some don’t) but most of them don’t have a sales training program that teaches their sales reps exactly what to say and what to do in every selling situation to be successful (think scripts here). In other works, the best practices of their DSP are not the focus of their sales training, and this is why their teams struggle to win sales.
Job #2 for you is to script out your best practices and make sure every member of your team has the core selling skills needed to succeed in the selling situations they face every day.
Also, one of the biggest determinates of future sales performance is past sales performance. That’s why it’s often a better choice to hire reps without experience and put them into a structured program (see items one through four above) and training these new reps to succeed in your environment. Also, get in the habit of slow hiring and fast firing – most companies do exactly the opposite!
By avoiding the five mistakes above, you can save hundreds of hours of frustration and hundreds of thousands of dollars in lost sales and unnecessary expenses.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com