Believe it or not, it’s the middle of August. We’re halfway through Q3 and it seems like July 1 was only yesterday.
Summers are usually slow, but they also serve as a preparation for Q4. We found some content that might just help you with that…
Why do sales reps fail?
According to HBR, only 1 in 250 sales reps exceeds their targets. This may seem bleak, but when the targets are realistic, results are as well. Although still, it’s hard to succeed all the time, if you identify reasons why your sales reps fail, you might influence change.
Sales managers identified poor prospecting as the top reason for failure. It’s well-known sales reps want to spend their time selling, and spend less time looking for prospects. This is where we can help with our B2B lead generation services.
Sales process that gets results
If you want to make sure your sales reps have everything they need to effectively sell and meet their targets – you need to setup a process that works.
By using these 8 stages, you can tailor a process that fits within your company and helps sales reps know what to do with each new lead.
And, of course, once you finalize your sales process, the work isn’t over – you should analyze and change it, to make sure it works well.
Is motivation the key?
Do you know what motivates your sales reps to achieve more? Did you implement everything you can to make sure they are motivated? Are you asking yourself these questions?
Take a look at these 6 tips Sales Hacker collected and be prepared to do more to motivate your people.
If you do it right, they will be happy to come to the office, and will more and probably exceed targets you set for them.
4 answers to 1 tricky question
Some questions are bound to come up during the sales process, and one of those is – Why should I do business with you? – in one form or another. And prospects are usually going to hear the similar answer that only tells the usual we are the best story.
If you are ready to break the mold – use one of the answers meant to attract their attention and actually talk to you – so you both can see if two companies can work well together.
Becoming above average
Since most salespeople are rated as average (38%) or poor (27%), maybe using information found in linked articles can help your sales department make it to the top 12%!
Also, If you find out why certain prospects don’t like B2B sales reps, you can change your approach and get your results where you want them to be!
May your Q4 preparations be fruitful…