That allows you to look back and see where your salespeople are losing opportunities. Is it in the early stages or in the late stages?
Knowing the answer to that will show you where to focus skills training and coaching. Based on the information you gathered in Step 1, determine where skill gaps exist.
For example, if conversion rates are low in the early stages, your team likely needs support with pre-call investigation, qualifying prospects, questioning, or establishing trust early on. And if conversion rates are low in the later stages of the sales funnel, you may need to focus on skills such as building value, managing objections, gaining commitment, and negotiating price.
One of the most effective methods is simply to ask them! Soliciting feedback will also make your reps more receptive to any training or coaching you move forward with. Focus on the development areas that will lead to the highest return on your investment of time and resources and get you closer to goal achievement. It may be that your team is struggling from a lack of qualified leads, and your first step needs to be aligning better with Marketing or updating your marketing strategy.
Whatever strategy your unique situation calls for, you should work with each salesperson individually to create a detailed business development plan. It's the right thing to do. Read more Read less. About the Author Susan A. Print edition purchase must be sold by Amazon. Thousands of books are eligible, including current and former best sellers.
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Write a customer review. There was a problem filtering reviews right now. Please try again later. It was a lot of information and most of was not efficacious. It was tedious and boring. The forms in the book were not helpful, as they are in very small print. Kindle Edition Verified Purchase. Nice that spreadsheet artifacts were included. More info on leveraging social media would have made it a bit more current. Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers.
Market and customer research 3. You provided value to them and they should want to help you in turn. Make more calls with built-in calling. Just what is a sales plan? Unsubscribe at any time. Armed with this information, you can quickly identify any upcoming problems, sales droughts, or opportunities—and then do something about them. Schedule sequences of emails to be automatically sent over days or weeks.
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