4 MIN READ
If you are committed to helping them succeed, consider the following steps to have an impact on their performance this year:
1. Revisit your onboarding process
Make sure your onboarding process includes 2-3 conversations with existing customers to set the stage around selling value. Hearing about the customer problems you solve first hand will have a huge impact on your sales team. The most successful companies make sure their sales people get exposure to customers so they can truly understand the customers’ challenges. This helps them gain clarity on why your company was their vendor of choice. Most companies spend little to no time in their onboarding process on helping salespeople understand the “true customer value”.
True Customer Value = The impact your product or service has had on their particular business problem?
2. Ask More Questions!
Spend time teaching your team how to uncover customer pain. Twice a month profile the business problems your company has solved for specific clients. Then take those problems and go through a list of questions your salespeople can use to uncover these with prospects. If you are a smaller team invest in training and ongoing mentorship to ensure that this approach to selling stays a focal point for the long term. This will increase the quality of the deals in your pipeline and give your team more confidence in their daily selling time.
“Stat on uncovering customer pain OR % or reps that don't truly know how???”
3. Create a culture where “NO” is ok.
Many times Sales reps are trying to push a solution onto a prospect when that prospect doesn’t have a burning business problem. If a prospect doesn’t have a problem you can solve today, it is a clear sign to move onto the next prospect. Salespeople should be encouraged to focus on finding opportunities where they can help and solve problems and not waste their time elsewhere. Qualifying someone out of the sales process can sometimes be as valuable to you as qualifying someone in.
Creating an “All we do is win” culture is great for sales but the impact will fall short if your sales team doesn’t sell beyond “My Company is so awesome and you should buy from us.” Keeping customers challenges first place will always help you attain sustainable revenue growth in the long run.
Are you focused on double digit growth this year? For more insight on ways to impact your revenue growth. click here.