SalesFitRx BLOG

What Aren’t Enough of Today’s Salespeople Doing Or Taking Advantage Of?

Image 1You, today’s salesperson, have a lot on your plate and a lot is expected of you every single day.

Even with all you do, there are missed opportunities and it could be said that, foundationally, it comes down to ensuring every minute of every day is spent doing the things that matter most.

We created a Sales Time Usage Survey and we would appreciate your help. It will, at most, take three minutes of your time to take part in the survey (participate here).

In return, and only if you desire, we will send you the results of how you compare to your peers.

Thank you for your consideration and your participation.

Related to this important topic of making the most of all you do in your daily pursuit of sales relationships, we asked many of the top sales industry influencers the following question. You can read their responses below:

What Aren’t Enough of Today’s Salespeople Doing Or Taking Advantage Of?

Too many sales professionals still fail to proactively manage their time. They waste time between sales calls, waste time on unqualified opportunities, and work reactively vs. focusing on their most important target prospects.  Discipline and intentional work on the right things are key!

Matt Heinz
President :: Heinz Marketing Inc

 

Salespeople are not taking enough advantage of their mindset. They fire, fire, fire, fire….then aim. If you want to make the sales profession better, spend less time with your nose pressed against a screen, and learn to think before you act. That’s something a third grader learns in school.

Gerhard Gschwandtner
CEO :: SellingPower.com

 

Continuing education. And it’s not just salespeople, but we, as a group are guilty. I always ask my clients if they are practicing their craft as much as they are their golf game, tennis game or other avocations. They should practice their vocation just as much!

Butch Bellah
Speaker, Trainer& Author :: ButchBellah.com

 

Independent thinking. Why? Because they’d rather belong than succeed.

Tibor Shanto
Chief Sales Officer :: Renbor Sales Solutions Inc.

 

Today’s salespeople aren’t taking advantage of the opportunities to research the companies in their target sweet spot, nor the people in those companies that they’re going to have to contact. They also don’t research their competitors enough. This lack of research is laziness, and it’s costing these salespeople, and their companies, a ton of business!

Robert Terson
Author & Speaker :: SellingFearlessly.com

 

Cost effective on-line training that is easy to consume.

Why? They don’t know of it, they are too arrogant to realize they can improve, or they are waiting “to see if our company will pay for it.”

Patricia Fripp, CSP, CPAE
Sales Presentation Trainer, Keynote Speaker, Executive Speech Coach :: Fripp.com

 

Sales people are under utilizing the power of social to gain access to decision makers, identify all the influencers and stakeholders, leverage their connections to get warm introductions and position themselves as thought leaders and subject matter experts.

The power of platforms like LinkedIn and Twitter are gateways into the minds and networks of their prospects but sales people rarely take the journey – or if they do they turn back before they bear fruit.

Brynne Tillman
CEO :: SocialSalesLink.com

 

Preparation. That’s what’s missing from sales people today.

The excuses sales people share are:  Time and Don’t Need To (know this business inside and out).  After working with sales teams worldwide for over 30 years, the sales people who adopt Preparation advance more sales and close more deals.

When should a sales person prepare?  Only when they want to make a sale. And the preparation can be as short as 5 minutes.

These 3 questions are the minimum ones a sales person should  ask themselves before picking up the phone or getting out of their car:

  1. What’s the objective of this conversation?
  2. What questions am I going to ask to accomplish the objective?
  3. What am I going to say to launch the conversation?

Alice Kemper
Founder & President :: Sales Training Consultants | SalesTrainingWerks.com

 

Most salespeople are not reacting to the market and to leads in real-time. Research suggests that the faster you respond to an inquire, the more likely that deal will close, yet most salespeople are working on their time, not the buyers’ time.

David Meerman Scott
Keynote Speaker & Bestselling Author :: DavidMeermanScott.com

 

Each other.

I train sales reps all over the world and during my training sessions they always ask questions about specific challenges they are facing. My first response to all of them is “does anyone in here have a few ideas on how to address that?”

Inevitably someone in the class has a good answer or good approach they use to address whatever that challenge is.

We rarely stop and think about what we’re doing in sales and we’re always looking for the answer when most of the time it’s right in front of us.

Sales can be perceived as an individual sport but if you leverage your team you can figure things out a lot faster.

John Barrows
Owner :: jbarrows.com

 

Many sales people aren’t actively involved with their current or potential customer until there is an active opportunity. By then it’s often too late, because one of their competitors has likely grabbed customer mindshare and influenced the buying process and decision criteria in their favor.

In researching Beyond the Sales Process, we learned that the average executive spends less than 2% of their time buying from you. What you do during the remaining 98% of that customer’s time can prevent you from falling into that fatal trap—only getting involved when there is “meat on the table.

Dave Stein
Author, Beyond the Sales Process :: davestein.biz

 

Salespeople are not learning how to uncover a client’s decision criteria and their values, because once they learn how to uncover a client’s values and beliefs, there will be no resistance to your proposal.

Alen Mayer
Sales Expert, Author & Speaker :: AlenMayer.com

 

Sales people do not effectively follow-up on leads. Mostly it is because:

  1. They are conditioned to expect poor quality leads from marketing
  1. They don’t know how to  follow-up on leads
  1. They give up too early – “I called them and they did not call me back so they must not really have been a lead”

This  blog goes into detail about how to effectively follow-up on leads. It also shows the actual vs. the perceived percent of leads that by month-by-month after a lead is generated:

Chart

Dan McDade
President, PointClear

 

As a field coach, I would like to see more salespeople asking more high-quality questions (and fewer low-quality ones).

High-quality questions are purposeful. They yield the information desired. They don’t sound random, oddly phrased, misplaced in the conversation or manipulative. Instead, they invite buyers to share fully and thoughtfully.

To ask more purposeful questions, a salesperson has to pause and consider ‘what do I really want to know?’ The question should be worded to plainly request the information that’s really desired. When driven by an intent to help the buyer, there’s usually a mutual benefit to purposeful questions.

Low-quality questions work against individual sellers and against the profession of selling. I cringe, along with buyers, when I hear trite questions (“what keeps you up at night?”) or obvious set-up questions (“if I could show you how to save, you’d like that wouldn’t you?”). Buyers resist time-wasting, low-value meetings featuring these kinds of questions.

By contrast, buyers respond favorably to questions that make them think or engage them in stimulating conversations. My book, DISCOVER Questions® Get You Connected, is packed with high-quality questions from actual sales calls. Salespeople in any field will ask higher quality questions and advance their sales more quickly to a close after reading this book.

Deb Calvert
Author of the Bestseller DISCOVER Questions® Get You Connected :: People First Productivity Solutions

 

Salespeople today are not taking enough advantage of utilizing social media.

Other than the time invested, social media is free. Social media has fantastic branding features combined with incredible reach.

Salespeople often think in terms of sales and not marketing. To reach the highest levels of sales, you must learn to market yourself and create a brand. It is easier to do today than ever because of social media.

If you utilize the power of “Intentional Congruence” in cross channel communicating and marketing on social media, you create a power positioning of expertise.

In sales, if you position yourself as an expert giving great content, you will no longer be positioned as a beggar as most salespeople are.

Also, remember that social media is just that social. Interact, engage, create conversations along with utilizing some marketing aspects but do not sell through social directly all the time or you will turn off your audience. It’s social media, not selling media.

Also, on social media such as Facebook, you can now take your customer lists, potential customers lists or segment potential audiences however you wish and reach them with paid ads or dark posts and utilize targeting marketing and retargeting at a very inexpensive price.

Compared to traditional advertising, social media is more effective for a salesperson and allows anyone to create a strong presence and get sales fast for low to no cost.

Mark Tewart
Author of How To Be A Sales Superstar :: Tewart.com

 

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