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Improving Ramp Up Time for Sales Reps

Business Presentation

The success of a business may rely on how quickly sales team members are fully trained and ready to do their job. Even the most experienced sales person will have some sort of learning curve or acclimation period when he/she joins a new company.

A lot of businesses hire new sales representatives with the thought in mind that it’s going to take at least 6 months to get them up to speed. What if your company doesn’t have that kind of time and needs a sales force that is ready to go much quicker?

Amanda Wilson of Qvidian offers suggestions as to how to ramp up the sales force a little quicker. In a 2014 article she stated that twenty-nine percent of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow over 30%.

With anticipated growth in sales organizations, onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders.

Leaving traditional training programs behind, creative and innovative sales leaders are looking to other approaches to get the sales force ready sooner.

Streamlining – Sales leaders are scrutinizing their systems, techniques and materials that have been used for training to see what they can pull together into one place or one strategy. Can the sales reps access all of their materials in one place? Do they have a designated “go-to” for finding the data they need? The quicker a sales rep can become familiar with where to find things and who to contact for information, the quicker they can be generating leads and sales.

Best Practices – Newer sales reps may bring fresh ideas and/or try to bring techniques that worked at other companies with them to their new job. While initiative is often appreciated by a sales leader, it’s also important for the new sales reps to understand what the company’s best practices are for getting sales and keeping customers happy. Sales leaders will need to run through all of the acceptable and non-acceptable practices of the business so that sales reps are armed with the best way to handle certain situations.

Information Push – Communication is key to any business’s success and even more so when it comes to sales. Sales Reps who have to dig for information or ask around about what is going on is going to set the business and the sales rep back. A good sales leader will give the sales rep the tools he/she needs to be successful and information is worth its weight in gold. Lee Salz advises that companies need to identify all of the things a sales person needs to know and write it down. All of it. Then, once you have the list of things, categorize it based on when the rep needs to know it and if they already know it.   By giving the sales rep the information they need in an organized and timely fashion, there is less confusion and less of a chance of a delay because they don’t know what they don’t know and seek answers from people who may or may not give the correct information.

Einstein Marketing Group can help you formulate a plan to get your sales reps informed, trained and ready to go quicker. Let our Sales Coaching program help you and your business.

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Excuses Sales Managers Buy

Businessman Making Excuses

Making Excuses

 

Although we’re a month into the New Year, a lot of sales managers are still reviewing results from last year and setting goals for the New Year. As they reflect on what worked and didn’t work so well last year, one area that will undoubtedly come under scrutiny is the sales team.

According to bizjournals.com writer Colleen Stanley, there are three excuses that the sales team gives for less than stellar performance.

Time – Sales team members often complain about a lack of time to search out new leads. They cite managing current clients and/or handling unexpected issues. If these are true conditions within a business, then the sales manager may need to revamp the sales model and team structure to identify if there is a need for specialized roles to handle leads, client relations, and account management.

If time management is the real reason why the sales team is unable to multi-task, then some coaching may be needed. A good time study and calendar review during the coaching session may identify missed opportunities or poor use of time.

Leads – Sales and marketing both have input when it comes to leads. Sales may say that they are not getting enough “good” or qualified leads; however, the marketing team will insist that they generated plenty of valuable leads and that the sales team just didn’t know how to close the deal.

Ms. Stanley suggests that instead of getting caught in the middle of this debate, involve the marketing team in sales and involve sales in marketing. Invite someone from marketing to shadow a sales call to get a better understanding. Encourage the sales team to provide suggestions and ideas to marketing.

Price – Sales team members may state that the cost of a product or service is not allowing them to find customers. The sales manager may adjust the pricing and yet the customers are still not buying. It becomes a question of maybe it’s the product or the sales person and not the price.

A solution for this is to identify common themes among those who do buy the product or service and find out why and then apply that reasoning to get new customers. Perhaps you offer a unique customer service experience that is priceless to the buyer. Market that. Sell that. The sales team will be able to use features over price to sell the product or service and then this excuse can be eliminated.

Sales Managers should strive to get out of the business of buying the excuses the sales team is selling them. There’s a saying that when someone wants to do something, they will find a way and when they don’t, they’ll find an excuse.

During sales coaching sessions, the Sales Managers will need to make sure that they listen to what their sales team is saying and then make sure that they make it clear that they want to be focused on end results and not the excuses.

Einstein Marketing Group can help you begin the conversation about managing your sales team for maximum results. Contact us today!