We always hear that sales reps simply do not use the sale tools, content, and data sheets that are created to help them sell. In fact, IDC says that as much as 80 percent of content goes unused by sales teams. One simple and effective way to fix this problem is gamification. Gamification uses quizzes, quests, leaderboards and prizes to encourage sales training and development.
Only 31 percent of organizations currently employ social selling tactics. This despite the fact according to Invesp, 78 percent of people report that a company’s social media efforts impact their purchases. There is a clear link between trusted, educational content delivered via social media, and sales success. So why aren’t more organizations taking advantage of the benefits of social selling?
The great college basketball coach John Wooden once said, “A coach must never forget that he is a leader and not merely a person with authority.”
Sales enablement is the people, information, data and technology helping more reps meet and exceed quota each quarter. It is a multi-disciplinary function at the intersection of sales coaching, training and content marketing in leading edge enterprises. And it is a current favorite of sales leaders.
If you ask a sales leader to describe his millennial employees, you are likely to hear terms as diverse as entitled, flighty, ethical, and coachable. Likewise, training and enabling a sales team comprised of millennials is either remarkably rewarding or incredibly frustrating. But, there is one thing that is not up for debate: Millennials are taking over your salesforce.
Tracking sales proposals is important to understanding prospects and their needs. Being able to track a prospect’s level of engagement on a proposal can help a salesperson prioritize the right prospects and waste less time on unqualified leads.
Much of a company’s success relies on the performance of its sales reps. Training B2B sales reps helps improve productivity and leads to more closed deals. To help sales reps retain more information from training sessions and improve overall performance, here are some helpful tips:
When a prospect shows interest in a company and asks for a proposal, it’s an exciting time for the company. A possible sale for the company means another customer and more money to help the business continue to grow. When a company is at this stage with a prospect, there is a lot of hope that the deal will close, but there’s also the chance that a competitor could swoop in and steal the sale.