Sales representatives have this tendency of jumping on large sales opportunities, which is fine because you can often make a lot of money out of them. Aren’t we all attracted by big, shiny, new objects anyways?
Though the real question should be: are you handling those large sales opportunities the right way? While they might provide large revenues, they are can be a tremendous waste of time and resources. Therefore, if you are dealing with a large company, you must remain realistic through the entire sales process, because otherwise, that opportunity might turn into your worst nightmare.
A well-designed, intelligent, relevant and regularly maintained LinkedIn profile is a very important tool in the sales industry.
In fact, some errors on LinkedIn can be cost you a lot in a social sales process. With a few clicks, you can establish your credibility, so that potential customers will more quickly accept to unvirtualize your relationship by meeting you.
How can you have an attractive and professional LinkedIn profile to benefit from social selling? By following those 3 steps: plan, build and feed your profile.
Companies wishing to establish a recurring revenue business model are looking to ensure the stability and profitability of their organization.
However, before doing so, it is important to be aware of the impact that this realignment will have internally, particularly on the structure of the sales team and the compensation plan. It is also necessary to acquire the right technology to support such a reorientation.
One mistake that can be made when recruiting a representative is to hire an individual who is overqualified for the position that is being offered. Naturally, you might be looking to hire the best salesperson available on the market, however not all roles are calibrated to satisfy the top salespeople.
If today we have objective tools to identify A players, this can lead companies to hire representatives who will quickly leave their positions. Indeed, the latter achieve their objectives too quickly, if not too easily, and thus lose their motivation because of a glaring lack of challenges due to a level of difficulty that is not high enough for their calibre.
Often, when a customer has to change supplier or must make an additional investment, his first impulse is to talk about it to his entire team. This is a frequent situation that puts representatives in a bad position.
In fact, the search for consensus makes the sales process more cumbersome and can even be detrimental to the project.
Here are some ways to avoid finding yourself in such a position.
A sales manager who limits himself to coaching his representatives only on their technical skills does not offer them the opportunity to develop to their full potential.
A manager must also work in depth on his sales team's shortcomings that result from innate characteristics.
To do so, one must coach every representative considering his or her sales DNA.
While we have heard a lot that telephone prospecting was going to disappear in recent years, I have never agreed with these forecasts. Some analysts have even talked about the extinction of the role of representative, nothing less!
Nonetheless, it is true that traditional cold call prospecting has suffered a downfall. In the golden age of cold calls, a representative could make 40 attempts in 2 hours, hope to talk with 10 decision-makers and get 2 or, perhaps, 3 meetings. However, we are far from those numbers nowadays.
E-mail and other virtual means of communication have replaced face-to-face and telephone interactions, so much so that today we have the reflex of writing instead of talking!
By spending our days communicating by email, we have come to believe that it is the ultimate means of communication for us as evolved human beings. And even if we regularly see all the limitations of email (misreading and understanding the message, subjective interpretation and even conflicts created by email), we tend to stay in the comfort of this secure mode of communication where everyone is behind their screen.
A few years ago, Pete Caputa, VP of Sales for HubSpot posted a list of the 3 best sales books that new representatives should read. In this short list figure Baseline Selling by Dave Kurlan which is the consultative sales methodology Prima Resource uses for its clients.
You may be wondering what baseball has to do with sales! The purpose of the article is to answer this question by explaining the fundamentals of the methodology.
To generate as many sales as possible, reps must be rigorous: they must follow a clear list of steps in a formal and precise sales process.
When they lose too many sales, salespeople tend to justify their poor performance with excuses such as: