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Four ways to make your sales reps more successful

Published: Wed Sep 01 2021 07:40:41 GMT+0000 (Coordinated Universal Time)

How do you identify your selling weak spots? Are there problems with your process? Are you asking too much of your salespeople?

If you’re thinking about recruiting and expect your sales reps to make cold calls, it’s time to re-examine your sales strategy and look at what you could be doing better.

1. Be realistic about workloads and expectations

The success of your business comes down to two things:

Conducting 100% of the sales process, from prospecting to closing, is a huge demand on a small sales team.

2. Let your sales staff focus on what they enjoy

Generally speaking, sales rep and manager roles – those that are vital for nurturing and keeping long-term business relationships – attract people who are exceptional at dealing with clients in a ‘face to face’ environment.

Most sales reps and managers will probably:

Cold calling over the phone and face to face requires two different skill sets and whilst you can find people that are great at both, they’re few and far between.

The most effective sales teams split the prospecting and closing responsibilities between different people and play to individual strengths.

3. Specialist tasks for specialist teams

An effective sales strategy divides the process into two elements: lead generation and appointment setting, and account nurturing and selling.

If you want your sales reps to be successful, support them with a strong lead generation process.

Lead generation professionals will:

Your sales reps will then have more time to:

4. Give your sales staff the support they need

Cold calling is just the beginning of the sales process; a successful cold call may take several weeks or even months to turn into a sale.

You can help your salespeople succeed by giving the cold calling responsibility to someone else, allowing them to focus on what they’re best at – nurturing accounts and closing deals.

Our friendly team at Straightahead UK will:

Get in touch today to find out how we can support your sales reps.

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