There are three common situations I run into that prompt businesses to look into sales training. Sometimes they may have tried to solve any one of these, for years, before having an awakening that professional training could be a solution.
- Everyone is not using the same system.
At some point, companies or owners will realize there is lots of opportunity but their own internal process for measuring the pipeline is not consistent. The lack of a system creates very large problems, including unpredictable revenue forecasting, no real accountability, brand dilution and a drop in client retention. You would be surprised by some of the largest companies that are operating with sales teams who aren’t using a consistent sales process.
- Your company is not meeting its revenue goals.
Another identifying feature that shows your team needs sales training is when they are not meeting the company’s revenue goals or individuals are not making their numbers. It’s possible that your team is missing some essential sales skills or isn’t qualified for the job. If the latter is true, they will never make their numbers. However, if you provide sales skills training and a framework to help them close more deals, then this problem can be fixed. Most of the time, we find that sales people are genuinely unaware of the professional skills they need, and they don’t have an accurate understanding of the behaviors required to reach the company’s goals.
- You are having a lot of turnover.
When you have a lot of turnover, it’s likely to be one of two reasons: either it is due to your hiring process or there’s a problem within your team design. If the people you are hiring people aren’t producing results, you may need to better qualify and identify strong candidates in your interview process. Consider looking at your hiring process and the sales performance assessments you use prior to offering someone a job.
Turnover could also mean that there are challenges on a deeper level, whether it is related to product, price, or people within your company. Unfortunately, the result is an environment where sales people don’t stick.
For instance, inexperienced sales people will often blame the product or the price for not producing results when the reality is neither of those things. If your team is made up of people playing the “blame game,” this culture will work against growing your revenue. These “blamers” simply lack the sales experience or methodology to successfully convert their contacts or prospects into closed sales.
Usually when good sales people leave, it is due to something happening culturally within the company. Take a look at your company’s culture, how it affects the relationship with the salesperson and their managers and the salespersons’ view of the company itself.
Sometimes companies hire the wrong person and this creates a mis-match between the sales person’s natural skills and what their sales cycle requires. For example, if a company inadvertently hires a short cycle closer for a long-term consultative product this could lead to dropped sales opportunities, as the individual is only able to get so far in the sales process. Ideally, you want to create a sales team that has the natural skills to match your company’s growth cycle.
If any of these challenges sound familiar, then sales training may be a solution for you. Using a proven sales system can have a dramatic effect on your company’s future, its revenue stream, and the overall cohesiveness and longevity of your sales team.
Stay tuned as we explore other problems around sales structure, customer service, and team management as we share success stories and observations related to today’s automation and modern sales challenges.
If you have a question, a concern or a challenge relating to your sales, customer service, or revenue growth, please reach out to Carrie Lauby at Sandler Sales Training: Boostperformance@sandler.com.