Usually sales appointments don't go entirely the way sales people would like. What if we look at two sales reps?
Rep one – every fourth call would rate 100% successful and all others only 20% successful
Rep two - an average of 65% on all calls
Which one would you rather be or which one would you rather have working for you? That is probably a tough question and I understand there are a bunch of variables; however the simple fact is that neither option is ideal. You probably wrestle with the ups and downs of either option? Unfortunately the reality that we find from evaluating sales people and sales organizations would indicate that both these example reps are above average!
So that means that most sales people and most sales organizations are not even hitting a requirement that – when you read it here – didn't seem satisfactory and made you feel like you were forced to choose between a turnip or a rutabaga. Admittedly it can be difficult to find a rep that can hit 100% day in and day out – that should emphasize the importance of process and management. With a great process and proper coaching average reps can improve greatly (think paint by numbers). Here are a few simple rules that might help you improve your percentages.
Did I Say the Wrong Things?
Simply put many reps ask the wrong questions, they talk too much and present solutions without diagnosing the problem and worst of all they fail to connect and end up alienating the prospect.
Did I Say the Right Things at the Wrong Time?
Some reps know there are questions they should be asking and understand the importance of building a relationship but they say things related to accomplishing this at the wrong time – usually too late and only after the prospect has questioned or resisted the idea of moving forward.
Did I Follow the Wrong Sequence?
An effective process happens in sequence with each next step solidifying and validating the previous. Too many sales people jump from here to there and back – failing to build momentum or to establish traction with the prospect.
Take a closer look at your current pipeline or forecast and what do you see? Perhaps there are multiple opportunities where one of these components has not been followed and the result of that is probably this – the opportunity is stalled or lost! Don't underestimate the value of following a Consistent and repeatable sales process.
Thanks to Frank Belzer / Omg Hub / Dave Kurlan - Understanding the Sales Force