Why Your Sales Team Is Not Selling
Written by: Oscar Chavez, Executive Contributor
Executive Contributors at Brainz Magazine are handpicked and invited to contribute because of their knowledge and valuable insight within their area of expertise.
How much more successful could your company be if everyone had a deeper understanding of revenue enablement? Drive greater results from your Sales Team with these 3 tips.
Something I come across time and time again when I meet with Tech Founder-Operators
They’ve built an amazing product…
They’ve achieved stellar growth selling their own product…
They hire Sales reps to multiply company growth…
Sales rep performance doesn’t hit quota...
CEO fires the sales team and goes back to selling themselves…
Company growth is stunted…
CEO gets burnt out…
Company and CEO wither away…
…It’s a vicious cycle.
Here are 3 things you can do to start getting results from your sales team.
1. Stop geeking out on the tech.
If you know an avid car enthusiast but aren’t one yourself, you might be familiar with how ‘alien’ people sound when they start talking about the car’s features.
Horsepower, torque MPGe, coefficient of drag…
Now, compare this to seeing a Ferrari in person, or taking it for a test drive and ‘feeling’ the maneuverability and performance of the engine. If you've experienced this firsthand ‒ you could probably convince your friends to buy a Ferrari on the spot, right?
This is precisely why you need to educate your sellers in understanding the benefits of your product and the problem it solves for your clients.
Indoctrinate them into the world of your clients and their pain points and dreams. Only once they understand this will they be able to really understand the value of your company’s offering.
2. Develop A Sales Training Plan
Without an effective training plan, your salespeople are like exchange students without an assigned buddy ‒ they don't know anyone and probably won't have a good time. The problem is that they often come back to work the next day and complain about how much they hated it.
Sales training is essential in ensuring you have the right skill sets within your sales team. The lack of a structured plan when it comes to training new salespeople can lead to problems with retention and growth. If you aren't providing training with every new hire on your current sales team and tackling issues before they become problems, then you're missing out on a valuable piece of information that could help your company increase sales.
3. Outsource
Starting a company and laying down its foundations with your first clients is one thing; leading a salesforce to multiply the success you generated during those early milestones is another.
If you're putting in longer hours at work or find yourself restless in bed at night wondering why your sales team isn't hitting quota, then maybe it's time to seek expert help.
More often than not, CEOs are so involved in the day-to-day dealings in their business, that it can be a struggle to identify the performance blockages in their team.
Outsourcing to revenue acceleration experts can alleviate the challenges you and your company have been facing as they have experience in driving sales results.
These solutions are diverse and dependent on your company's needs and can include services such as: sales enablement, sales coaching, revenue as a service, growth as a service, account management, tiger teams, and sales and revenue leadership. Accessing these expert skills at your fingertips helps drive better performance within your sales and marketing functions. If you have a problem that you need solving, it's often better to seek it from outside the company, rather than relying solely on your team.
So, if you're wondering why your sales team is not selling, figure out if any of the above 3 factors are currently missing in your sales strategy and implement a solution to fix it.
Strapped for time and need a solution now? Drop me a line and I'll see if my team can help.
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Oscar Chavez, Executive Contributor Brainz Magazine
Oscar Chavez is an award-winning entrepreneur who interviews global authorities such as Grant Cardone and Shark Tank judges on his Business Titans podcast. He is Chairman of The Boardroom, a company that has done over $17 Billion in Mergers & Acquisitions and $1.2 Billion in sales. Oscar is also the Founder of Growthly Group, a company that specialises in servicing B2B organisations with their revenue enablement solution, MarSales™
