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The seasoned and more senior members of your sales team will spend their time working prospects through various opportunity stages at multiple intervals, perfecting their numbers, presentation, and building a robust pipeline. Your newer hires are prospecting and self-sourcing for leads, working on their opening script, developing the right pitch to convert customers into sales, and shooting to meet their quota. Meanwhile, your top 1% are following up on leads quickly, closing deals efficiently and effectively, and meeting quota consistently.

While you expect your newer hires to trip and stumble until they find the strategy that will get them to meet their quota, you’re surprised when your top reps don’t continue to increase their numbers. Where are the overachievers? Who’s going to crush quota this month? Why has the performance trajectory flattened? Half of your reps are hitting goal and then skipping out for the golf course or a long weekend. The other half appears to have taken a step backward—instead of following up on unconverted leads or stalled opportunities, they’re making cold calls and wasting time.

What can be done to light the motivational fire and get your top performers to close more deals? Check out the following tactics to coach your team towards greater success.

1. Focus on Qualifying Leads Instead of Chasing No-Shows

It’s a lot of unrewarding work and eats up a reps time. Yet even the best salespeople spin their wheels going after leads that simply aren’t going to convert, no matter how much they sweet talk and woo the prospect. It cuts into the team’s productivity and, far worse, it’s an emotional drain. Encourage your reps to cut out the prospects who aren’t the right fit for your company. Making sure the prospect being targeted is truly qualified and interested in your product or service is step one.

Have your team develop ideal client profiles that align with your revenue goals. Who are your best customers, what do their businesses look like in terms of staff size, revenue, vertical, geography, etc? Then ask them to assess the decision-making power of the prospect. Often, there are multiple decision-makers in larger transactions. Ask your sales reps to identify these additional decision makers; how can they be champions, and how can they be detractors?

2. Build Team Trust by Recognizing Their Challenges

Your sales reps deserve and trust that you have their backs and will keep their career interests in mind. You’re going into battle together, and a team that trusts you will be more motivated to perform for you. Encourage them to stay engaged in their work by showing them that you will solve problems when they are brought to your attention and by being receptive to their needs. To build trust, you should be open to feedback while still effectively communicating and pushing to achieve goals, targets, KPIs and the company mission.

Tell your reps in advance what you expect from them on a daily, monthly, and quarterly basis. Be clear what you will offer in terms of compensation, as well as support. Your reps will feel confident that they can come to you with a problem, that it will be solved effectively, and that they will make money.

3. Personalize Sales Tactics by Taking a Consultant Approach

A prospect will be more responsive if they feel like their business, their needs and pain points are fully understood. Encourage your reps to take a more a consultative approach which means personalizing every step of the sales process. Instead of sending canned marketing collateral and emails to every prospect, empower your sales team to take the time and learn more about each individual prospect. Ask them to personalize their emails, demos, and presentations, so that they align with the prospect’s specific needs or problems and speak to the prospect in a one-to-one manner.

Through personalization, prospects feel as the extra effort has been taken to learn more about their business, and how your rep can help them solve their business problems. This strategy builds trust and the customer will often pay closer attention and take special consideration to the sales pitch as a result.

Every sales rep has a different sales strategy and approach. Don’t be surprised when each team member responds differently to new ideas. Be open to feedback and ask the team directly what you can do to motivate them to close on more sales. You may learn that some problems are within your power to handle, while there may be other issues the rep has to deal with on their own. Do what works for your team and hold them accountable.

Contact us today for more information on how to jumpstart your revenue goals and to learn more about the next steps of growing your business with an integrated marketing and sales strategy. 

Katie Rogers

Author Katie Rogers

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