There are a number of people who plays a critical role in selling a company’s product. However, the real movers and shakers are the intermediaries, also called the inside sales reps. These are the people who are constantly moving between and communicating with the customers. They play a major role in boosting the company’s sale. Somehow it is daunting for the rookies to deal in the same way as the existing players because they lack experience and possess only the theoretical knowledge. But the process of practicing makes every man perfect. With optimum training, one can give a kick start to their career. Following are some helpful tips for an inside sales beginner.
Here are few tips for Inside Sales Beginners:
1) Consider your every training session significant:
In the beginning, the training sessions that are ideally given to the amateurs is to make them aware of what they are selling, the company’s marketing positioning, policies etc. Every bit of knowledge should be grasped by the trainee whether it is related to their job or not, because successful sales reps are the ones who not only know their active part but believe in knowing every piece of information about the company. Remember, training is an on-going process and trainers must try covering every necessary thing in it without failing.
2) Learn professionalism:
The newcomers are more likely to lack professionalism. It is essential for them to learn it as early as possible. They need to learn certain golden rules for pitching to the client. However, all the rituals performed by the sales rep revolves around “calling the prospects”. Choose social hours only, and do respect them by not calling in their personal time.
According to the Lead Management’s study overview
- 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.
- 12 to 1 pm is the worst time to call.
3) Research to the core:
After training, the second step is to add more to your bank of knowledge by researching every chunk about your company’s product. The deeper you know what you are about to sell, the better sales person you become. This way you will know how to educate your customers and they will get the feeling that you are qualified enough to represent the stock, and a line of trust will be built between you and your prospect.
4) Fix your agendas and keep a track of metrics:
Sales Reps are assigned with targets by their managers which they need to fulfill in the given time. In order to accomplish them, sales reps should set their goals on a daily or weekly basis, as how they will be achieving them in their decided time, so they don’t have to rush in the end. This way by setting your own goals, you will be able to estimate your caliber and the time limit taken. And by the end of the week or the month you will be able to summarize as how many calls you converted, how much business you earned for the company, and how many new clients you acquired for trading. Lastly, you get the result, whether you are on the right track or you need to improve yourself.
According to the study of Liz Gelb-O’Connor, research reps who use social selling are 50% more likely to meet or exceed their sales quota.
But as per Ken Krogue, only 5% of B2B sales teams consider social media a successful lead generation method.
5) Listen more speak less:
This is the most primitive point which every inside sales rep should remember throughout, whether old or new in the company. Listen carefully to the prospect’s problem and give them an adequate solution by offering them your product. Educate them about the benefits that you can offer through your product or service. This is how a prospect with a problem, can soon turn into your client and help you achieve the sales target. But the whole thing is possible only if the rep is an active listener.
6) Rapport building with the prospects:
The disadvantage inside sales rep has over the outside sales is that they aren’t meeting face-to-face with the prospects. This means the former have to work harder than the latter. It becomes even harder because at times they come across few adamant clients who are not easily persuaded. To win their heart, the salesperson has to sweat themselves really hard. The sales rep has to empathize with the customer over the phone which makes them work double than an outside sales rep. The beginner should know the difference and learn the skills as how to understand the client’s needs and empathize with them.
7) Time management skill:
It is obvious for sales beginners to be unfamiliar with the work environment but with every other thing they even have to learn the importance of time management. The most effective sales reps are able to make the most of their time, with more dials and more connects than other reps. Each rep has to learn to sort through leads to find the most promising ones, and not waste too many hours on a deal that isn’t going anywhere. They can use analytics to identify the industry, business size, and other characteristics of ideal leads. It’s vital to make the most use of the hours in the day to bring in more deals.
8) Demo knowledge:
For B2B products, the sales rep has to give a demo to the client. But before presenting it to anyone they themselves should be aware of its features and uses. Demos can be challenging for the beginners. Training sessions should be arranged for them. To sell a product, the best way is to practically show how it is going to work in real. Throwing too many features initially at the prospects may confuse them allegedly. The tactics should be practiced and followed.
According to a study, viewers are anywhere from 64-85% more likely to buy after watching a product video.
Organizational housewares e-tailer StacksAndStacks.com reported that visitors were 144% more likely to purchase after seeing a product video than those who did not.
9) Do not get disheartened:
It is not necessary that every sales rep has to be perfect from the beginning. Some are good and some are just ordinary. So, the average ones shouldn’t get demoralized, rather they should focus on how they can improve themselves and shine in the merit list.
It is definitely hard to crack the deals on the phone whether the sales rep is new in the field or an aged player. But the right guidance and training can help them achieve all the aspects of becoming a good rep. The inside sales beginners should be keen learners. The time and experience will make them efficient and proficient.