Habits and character are what separates the strong from the weak. And as how Charles Darwin clearly puts it “survival of the fittest”, the strong will survive and the weak will fade away. This works for salespeople too. Successful salespeople drive their habits and do things that make them top performers and the unsuccessful settle and struggle with their stinking habits.
The company’s prosperity depends on the sales representative’s efficiency and productivity. Their moves decide the company’s faith. But all the fingers aren’t equal, in the same way, every rep cannot bring riches to the company. However, the situation becomes strenuous with them. Their rigid nature towards change makes them doomed in their career.
Unsuccessful inside sales reps and their habits totally differ from the successful people in the company. Here are things those sales reps should stop doing if they want to survive.
1) Never follow the sales procedure:
Every company has their unique methods and procedures which they implement on their employees to generate high sales leads. Similarly, the sales reps also have to go through the same process which enable their career and company’s growth. A sales rep has to take initiatives to devote themselves towards the company’s welfare. But a successful rep forbids themselves getting involved because of the extra efforts they will have to put in which they aren’t capable of.
2) Insufficient Product Knowledge:
When the reps are thorough with the features and specifications of the product, it is easy for them to educate their customers. But the inefficient reps only grasp partial knowledge about the product and make no efforts in knowing more than what they know. They land up giving vague information to the prospects which annoy them badly. This results in distortion of company’s reputation.
3) “Research on prospect’s background” is not their cup of tea:
Unsuccessful reps do not take the pain to research about the prospect prior to the call. It is important for a rep to know certain details about the client which includes their company, designation and few personal details which will give the idea whether the prospect will be interested in the product or not and if yes then what will be their need.
Whereas, the successful reps find out everything they can about the client. Social media websites like Twitter, Facebook, LinkedIn, are great platforms highly used by the efficient reps in the company. The more a rep can personalize the conversation to the prospect and their business, the greater the chance that you’ll capture their interest — and hopefully their business.
4) Talk more and listen less:
Inefficient sales reps underestimate the importance of listening on a sales call. Their talking-to-listening ratio is near – 90/10. However, the ratio should be around- 70/30.
Especially the first time a sales rep talk, they should be asking many questions and learning about the prospect’s business and specific pain points. Reps don’t truly know if their business would be a fit for the product you’re offering until you learn more about them. This requires not just listening, but active listening – asking intelligent and insightful questions to show you fully understand their business problems.
5) Sugar coats the Product and the Company:
During the selling process, reps set the stage for future customer relationship by how they interact with prospects. If a customer asks for specific features or capabilities that the product cannot deliver, a rep shouldn’t lie or promise the impossible. You may close the deal today, but you’re almost guaranteed a dissatisfied customer later on. Sales reps shouldn’t exaggerate the capabilities of a product, even if it costs them the whole deal.
6) Focuses only on Sale, not Relationship:
Unsuccessful sales reps do not focus on relationships or learn to provide personal and professional values to the clients. They rather focus solely on the product. A customer can never have faith on a company which materializes their clients as revenue generators. Customers like doing deals with the people whom they know and whom they can trust, rather than the strangers who use them only to complete their sales targets.
7) Do not make use of Resources:
Companies are providing technological platforms to their sales reps so they can be efficient in their performance and generate as many leads as possible. But the unsuccessful reps forbid taking any initiative in learning how to use them. They are left with no other choice than using traditional manual functions.
The smart reps use automated technologies and tools like CRM which helps the customers queries and gives additional time to the reps to do some other productive work as well.
8) Call Prospects when they please:
Inside sales reps who have nothing to do with the company’s sales targets call the customers whenever they wish to. Calling a customer in their meeting hours and personal time can annoy them completely. 12 to 1 pm is the worst time considered to call a prospect.
A successful rep prefers calling the clients in the social hours only. As per a study of Lead Management this is the perfect time to call:
Wednesdays and Thursdays are the best days to call and qualify.
4 am to 6 pm are the best time to initiate.
8 to 9 am and 4 to 5 pm are the best times to qualify.
9) No follow ups:
There are many reasons salespeople fail to follow up with interested prospects. Sometimes they are trying not to be too pushy; other times they just plain forget. No matter the reason, follow-up often isn’t done and sales are lost. The inefficient salespeople find it too difficult to catch up with the customers because they do not make an effort to set a time on CRM to call the prospect again.
10) Fail to read Buyer signals:
If customers are deliberately interested in buying the product then they tend to give certain signals to the rep which they have to catch. The signals can be like:
They might ask too much about the same product.
Ask various details
Ask about the price. Do negotiation
Wish to speak to a higher level authority
The inefficient reps ignore these hints of the prospects and miss the sales lead. These are the signals a customer gives if they want the company’s product and if the rep doesn’t pay all their attention, the lead goes to the competitors.
The utmost important duty of a sales rep is to generate as many leads for the company. But the ineffectual sales reps aren’t able to accomplish that. All they require is to maintain and grow relationships with existing customers and the new ones long afterwards, but they fail because of their inabilities. To keep it surviving one has to stop overdoing these habits.