Consistently Inconsistent Sales Reps?
Is your team filled with consistently inconsistent sales? Do your sales reps make the quota one month and miss the next? Do they seem to have the skills but their performance is chaotic? What is causing all of this inconsistency?
Common Problems:
- Clarity
- Are they identifying quickly if the prospect is an ideal client?
- Are they misinterpreting buying signals?
- Poor Time Management
- Is their day chaotic? Have them do a calendar exercise and record their activity for a week. Recording where time is being spent. Highlight sales activities that have high pay- off. Help them identify time wasters within their schedule.
- Prospecting Time
- Too many times sales reps are not consistently prospecting. They choose to prospect when activity is low. Consistent prospecting is necessary to keep pipelines full of prospective sales.
- Territory Management
- Travel time is a necessary evil. However, too many times reps lose valuable time by not planning appointments together and working sections of their territory then moving to the next section.
- Fire Prevention
- Are they spending valuable selling time putting out fires and handling customer issues? Look at these issues to see if they could be handled better by another internal resource to open up the sales rep’s time for more selling activities.
- Urgency
- Is there good movement in the pipeline? Are sales stalling and taking longer to go through the cycle? Is the rep building a sense of urgency to keep proposals in movement?
Helping representatives identify what is making their pipeline chaotic can help give them the stepping stone needed toward more consistent success!