Sales Performance Management (SPM)’s Post

If you are a sales rep, I am sure you have encountered these.  The sales reps are often given a list of people and are asked to convert without knowing anything about the ideal customers.  Most people stop answering calls after the 5th follow-up. The customer’s journey becomes easier if the sales rep is fully equipped with the 4W’s & 1H about the problems the product is solving.  #sales #memes #salestargets

Most companies lack a clearly defined Sales Process, And are left dazed 😵💫 and confused 🫤 when they hear the often dreaded objection: “It’s too expensive.” Check out today’s #ProTip 🎥 and be armed and ready on your next sales call. Tag a sales rep that needs this 👇 𝙂𝙤 𝘽𝙚 𝙂𝙧𝙚𝙖𝙩❗️

Most sales reps who are spending any time at all in the field get the not-so-flattering title of being a "star sales rep" 🤩 Why do I say not-so-flattering? Well, the star is referring to their planning approach - that is, how they're often times tracing out a star with their approach to how they're driving between accounts. More often than not - they're doing this while trying to prospect for new accounts. 💡A better approach exists! 👉 Instead, try the approach of mapping out your weekly route, and then find new prospects that already exist along or nearby that path. You'll be shocked at what you find -- to throw another cliche out there, these accounts were hidden in plain sight! 👀

Do you have the latest insights from industry professionals about effectively managing your sales pipeline and turning potential opportunities into successfully closed deals? Write to Michael Frey to learn more!

As a sales rep, here are two situations you should know how to handle.

Qualifying new accounts is one of the most challenging aspects of sales and something sales managers balance each day with sales team members. Here are some tips to help identify which accounts sales professionals should pursue, and why. https://bit.ly/2XH2s4l

I've said it before, and I'll repeat it: sales is about building relationships and helping others solve their problems. Like how a doctor listens to their patients, analyzes their symptoms, and then offers a specific intervention, sales follow the same protocol. It's both an art and a science! 👂 Built rapport with your prospects by actively listening to their needs/challenges. 🔎 Analyze what they said and think of what they need. Sometimes, your solution may not suit them, and that's okay! They'll appreciate your integrity. 🎁 Does your solution solve their problem? If so, it's a match! People buy from people they trust.