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The 5 Sales Reps’ Mistakes That Are Costing You Money

 

Ebsta-Sales-Blog
Sales and Marketing
40% of Reps miss quota. Take a moment to digest the impact that this has across organisations and ultimately, on your all important revenue. Arguably, this percentage could be a result of unachievable targets but we’re not going to let Sales Reps get off that easy. Here are 5 Sales Reps’ mistakes that you should avoid if you want to continuously hit target:

Sales Reps Mistakes 1: Lack of CRM Adoption

It’s a well known fact that there’s a constant battle between Sales Reps and their age-old nemesis Salesforce. Sales Reps want to be all go, go, go but Salesforce demands that they ‘Chatter’ everything and update records over and over again. So what happens? They have a royal fall out leaving records out of date and vital email communication stuck in their mailboxes.   Ebsta-Sales-Blog-1   CRM adoption is imperative to a smooth and efficient sales process with visibility into all the key details exactly when your Reps need it. The biggest problem? They shouldn’t be wasting time hunting for missing information or asking the department next to them what email was sent two weeks ago, it should all be visible in a snapshot. Get your Reps to experience Salesforce Trailhead and introduce them to Ebsta’s Salesforce Email Integration– the tool that takes Users out of the equation and puts the power back into Salesforce and helps your Sales Reps sell in the best way.

Sales Reps Mistakes 2: No Collaboration

Sales Reps aren’t a one-man team; they need the departments around them to boost their knowledge and understanding of the products/services that they’re selling. Collaborating with multiple departments helps achieve the overall goal of the business and accelerate growth. Consider the toughest ask of all – marrying up the Sales and Marketing teams so that Sales get a definitive list of the hottest Leads that they can start selling to instantly. What most people forget is that these departments do not exist as separate entities – they are essentially one big team divided into customer facing and, not. How do you get them working together? Here’s a couple of effective ways that we’ve found work:
  • Combine your marketing automation tools with your CRM
  • Open the communication gates between the two departments with weekly catch-ups
  • Sales need to tell Marketing exactly what they need in order for them to sell more i.e. what documentation would help them seal a deal? In turn, Marketing needs to know if the sales team found the previous documents that they created useful i.e. a Customer Study, if not, why and what needs to be changed
Trying to work as individual teams is not only a huge waste of time but it doesn’t push your sales to the heights that make your business really successful. Your prospects and customers notice it too – according to Corporate Visions, customers believe that Sales Reps are 88% knowledgeable on product and only 24% on business expertise.

Sales Reps Mistakes 3: All that Planning

Sales Reps can sit there for hours trying to work out ‘who’s best to call’ but they’re basing this question on almost no information at all. They have an inaccurate Salesforce database and haven’t liaised with Marketing so they’re basing the answer to this question on assumptions. Your Reps should be using vital information stored in CRM and from Reporting to determine who are the hottest Leads and therefore the most valuable people to be contacting. Alternatively, getting on the phone and working your way through the endless list is a better way to sell instead of weighing up your options on simply a name, a phone number and an address. The most useful behaviours to be looking for are:
  • A high marketing score
  • Have engaged with your emails or phone calls
  • Have previously used your product/service
  • Has shown an interest in your product/service i.e. they’ve signed up for a trial

Sales Reps Mistakes 4: Not Enough Calls

According to Ovation Sales Group, the average Sales person makes 8 calls per hour and prospects for 6.25 hours to get 1 appointment. Now, it’s easy to use a statistic and make it the goal that every Sales Rep should be reaching for but that’s like plucking a number out of thin air. All KPI’s that are set should be based on the needs of the company as opposed to the ‘average’. What statistics can tell us, however, is the region of calls your Sales Reps should be making. For example, if they’re calling three times an hour, maybe you should start waving the red flag. How do you get them picking up the phone more? Ensure these 5 things are in place:
  • They have a set list of criteria that the prospect needs to meet in order to become qualified
  • They have the accurate data they need at their disposal in Salesforce
  • They know your product/service inside and out and are willing to ask questions to the rest of your team if they’re unsure of something
  • They’re confident, friendly and are able to represent your brand in the way that makes prospects want to buy from you

Sales Reps Mistakes 5: Taking a No as a No

When most Sales Reps get a ‘no’ during a sales pitch, they falter. The Sales Reps that don’t are the ones that push the sale by getting creative, not by giving up at the first hurdle. Our VP of Sales, Oliver Squires discusses “The vast majority of Reps capitulate at the first no whereas the good Sales Reps are the ones that know that there’s a yes behind the no. Of course, not when someone has said ‘I have no budget’ or ‘I have no need for the product’. But if someone has shown a genuine interest in the product/service that you’re selling and they say that the price point is the issue, that’s your opportunity to get creative.” This doesn’t mean pestering people until they hang up the phone – leaving a sour taste in someone’s mouth is definitely not the desired reaction. You want to determine why it’s a no and if it’s worth pursuing. Here’s some of the reasons for that no that you can easily identify by a few, simple questions: a) The price b) Lack of budget c) There’s a feature missing that they’d like d) The contract is too long/short e) They don’t know enough about your company to trust in it i.e. they need supporting documentation such as case studies or white papers These are just 5 Sales Reps’ mistakes that are preventing them from hitting target with an inevitable queue of many more. Tackle these and you’ll be well on your way to happier, more successful Reps that generate far more revenue. For ways on how to build a successful Sales team, check this out. Winning!  
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Katrina Holmes

Hey, I'm the Content Manager at Ebsta responsible for creating and maintaining our web content, blogs and our hip 'n' happening social media presence.

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