How to set your new Sales Rep up for failure

Imagine you are a new salesperson and on your first day after a brief orientation, your Sales Manager gives you a little pep talk that goes something like this:

“The customers are out there… all you need to do is go out and find them.”

Then after he loads you up with product literature and business cards, he finishes his pep talk with,

“Go get ’em tiger.”

Getting your new Sales Rep ready for battle

Sounds silly doesn’t it.

Unfortunately, many companies orientation program for new sales reps is not much different.

Sure they may spend a little time on product knowledge training. And maybe a little on how to write up and enter an order into the company’s computer system. But for many companies a formal sales training program designed to help their sales professionals succeed is not existent.

Or worse, it is so old and boring that nobody uses it.

The number one concern organizations have when investing in sales training is the cost. They think that developing a new program or revamping an existing one is going to be expensive.

What they don’t consider is the cost of having an untrained salesperson in the field.

  • The high cost of the negative marketing: The negative impression that the customer has of not only the sales representative, but your company. Untrained sales person tends to make a lot of mistakes and often a fool of them self, because they don’t know what they are doing or talking about.
  • The high cost of turnover: Salespeople will only struggle so long, getting rejected over and over again, before they will seek out easier challenges. Turnover costs can range anywhere from 30-150% of an employees annual compensation.
  • The high cost of loss sales: The difference between winning and losing in business (especially sales) can be extremely small, but the compensation is significant. An untrained sales person will lose out to the trained professional more often than not. This can be the difference between sales growth or sales decline. Between having a positive cash flow or going into debt. Between having a to expand, or laying off employees.

Effective sales training can be help your organization bridge that gap by:

  • Improving Credibility with your customer base: Customers love to work with professionals who are trying to help them succeed, not amateurs who are looking at them as a car payment.
  • Reducing Turnover of staff: Long-term employees have the opportunity to build a relationship and get to know what they need. This is attractive to customers who like to buy from people they trust.

Trust = Credibility  and Credibility = Sales

  • Improving Sales: Increasing the credibility of your sales professionals (and your company) will open the door for more opportunities, which will lead to more sales, which will lead to more revenue.

Just think of difference it would make to a new sales professional, when they enter the field confident that they know what they are doing, what they are talking about and how they can help their customers.

Armed with this knowledge and skills skill you will be motivated and prepared for success.

Then you really will be able to; “Go get’em tiger.”

Advertisements

Motivational Quote: Character

“Character builds slowly, but it can be torn down with incredible swiftness.” – Faith Baldwin, Author

 

5 Proven Strategies to Earn a Prospect’s Trust

5 Proven Strategies to Earn a Prospect’s Trust by Kelley Robertson

5 Proven Strategies to Earn a Prospect’s Trust by Kelley Robertson

These 5 excellent strategies were found on Kelley Robertson’s blog. Enjoy!

5 Proven Strategies to Earn a Prospect’s Trust

Earning a prospect or customer’s trust and respect is something that top sales people consistently manage to achieve. Learn 5 strategies to earn that trust…

Here are five ways to earn a prospect’s trust…

  1. Respect their time

Every person you call upon is busy, just like you are. Demonstrate that you respect their time by asking, “Is this still a good time to talk?” or “We scheduled 60 minutes for today’s meeting; does that still work for you?”

  1. Call or show up on time

Sounds simple, doesn’t it? Yet, I’m constantly surprised how many times a customer or prospect says, “Thanks for calling on time.” Surprisingly, many sales people fail to connect with prospects when they say they will.

  1. Offer a solution that is relevant

Before you start making suggestions or talking about your product, service or solution, make sure you have a comprehensive understanding of their situation, their problem, and the payoff of correcting or solving that issue(s).

To see the remaining 2 strategies, click here

Motivational Quote: Building Credibility

“Humility builds credibility.” – Richard Elmes

Credibility

This quote was inspired by an excellent blog post that I read this afternoon titled: Apologize Authentically by Cindy Stradling. In this post she not only gives 6 steps on how to Apologize Authentically, but she also says:

“When you apologize authentically, people recognize that you are human, yet are mature enough to acknowledge your failures. Your sensitivity to the feelings of others only makes you more appealing and respected.”

The times when we messed up, humbly taken ownership of the situation and apologized for our actions are the times when trust is built and credibility increases. This is especially true if you are a leader apologizing to someone working for you.

This is a rare and special trait in a leader that help screate an environment where employees want to go above and beyond for you.

This is also a trait that can transform your sales relationship from being a vendor (with lots of competition) to being a partner (with NO competition).

So, put your ego aside, humbly apologize when you messed up and watch your credibility increase.

Here are a couple more blog posts on this subject: Should Managers/Leaders Apologize? 

and The 7+ Habits of Highly Effective Husbands- Habit #9: Apologize

Motivational Quote: Profit

Customer-mania“Profit is the applause you get for taking care of your customers AND creating a motivating environment for your people.”
-Ken Blanchard, Jim Ballard and Fred Finch from the book Customer Mania

Motivational Quote: How to Build Confidence

“Confidence comes not from always being right, but from not fearing to be wrong.” – Peter T. McIntyre

Motivational Quote: Handling life’s challenges

“I know God won’t give me anything I can’t handle. I just wish he didn’t trust me so much.” – Mother Theresa