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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.
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