Post by mistyssaktersfo33 on Dec 28, 2023 0:26:24 GMT -5
Not Selling to the Right People Salespeople can waste time by not connecting with the right decision-makers within the prospect's company, whether that's selling to someone too far down the decision-making chain or bypassing the real decision-makers in an attempt to sell to C-suite management. The latter is a big problem. Too often sales training uniformly tells sales reps they need to sell to C-suite management. It really hurts salespeople to have them think they really need to oversell the product when the actual decision-maker is much lower. Andy Paul Before jumping in, salespeople need to conduct research on potential clients’ websites via social media networks such as their own, as well as their own customer relationship management tools and lead generation software to ensure they find the best person for the job at hand.
Finding qualified prospects and making accurate connections will prevent your initial message from being diluted or lost because it won’t travel from person to person. Let email rule the roost Many salespeople are trained to immediately address every incoming email when receiving sales coaching but this can create an inefficient rhythm of responses throughout Email Marketing Listthe day rather than prioritizing the work that should be addressed first. Rather than letting email take over, Hyman trains her clients to turn off notifications and only check email at certain intervals take time in the morning to prioritize which tasks are important and then perform those tasks first.
You can then spend an hour checking your email, Heyman said. Doing work that should be delegated Spending time and energy on tasks that are outside the salesperson’s scope of responsibility is another bad habit. When Hyman noticed that a client's sales team was entering their own orders, a task that customer service was supposed to do, she learned that salespeople had fallen into this habit because customer service was taking too long. Once sales and customer service agree on a deadline for order entry the sales team can free up more time on the phone. This improved functionality allows them to follow up with more leads and close more deals. We also teach customer service how to let the salesperson know that the order has been entered so the salesperson can stop worrying. Because worrying also takes up time.
Finding qualified prospects and making accurate connections will prevent your initial message from being diluted or lost because it won’t travel from person to person. Let email rule the roost Many salespeople are trained to immediately address every incoming email when receiving sales coaching but this can create an inefficient rhythm of responses throughout Email Marketing Listthe day rather than prioritizing the work that should be addressed first. Rather than letting email take over, Hyman trains her clients to turn off notifications and only check email at certain intervals take time in the morning to prioritize which tasks are important and then perform those tasks first.
You can then spend an hour checking your email, Heyman said. Doing work that should be delegated Spending time and energy on tasks that are outside the salesperson’s scope of responsibility is another bad habit. When Hyman noticed that a client's sales team was entering their own orders, a task that customer service was supposed to do, she learned that salespeople had fallen into this habit because customer service was taking too long. Once sales and customer service agree on a deadline for order entry the sales team can free up more time on the phone. This improved functionality allows them to follow up with more leads and close more deals. We also teach customer service how to let the salesperson know that the order has been entered so the salesperson can stop worrying. Because worrying also takes up time.