Are your salespeople struggling? 3 obvious reasons!
Posted: Sun Jan 05, 2025 8:40 am
And salespeople fear it just as much as you do.
Salespeople are out of step and are finding it increasingly difficult to achieve the goals you set for them.
No matter how much you put pressure on them, offer them new materials or show yourself to be ingenious with your rewards, nothing works.
Yet, just a few years ago, everything was fine and the pipeline was full.
So what happened?
The Internet and social networks have profoundly changed and complicated the purchasing process.
The expectations of the modern buyer have changed, as have their behaviors.
I think it's a good thing though. Yes, yes, I assure you!
But to take advantage of it, you will have to solve the following 3 points.
1. Your salespeople aren't spending enough time selling.
A salesperson only spends 35% of his time selling.
1/3 of his time. A salesperson only spends 1/3 of his time selling.
Do you find this normal?
Between administrative tasks, meetings, reporting and appointment minutes, indonesia email list a salesperson's day is not what you would like.
Before, that was enough.
Today, the modern, more demanding buyer expects a salesperson to provide maximum added value, and that takes a lot of time.
The challenge for you is therefore to do everything possible to allow salespeople to spend more time selling.
Salespeople have difficulty prospecting because they don't have enough time
If your sales reps' profile looks more like the one on the left, you have some work to do.
Your salespeople are no longer able to prospect simply because they don't have the time to do it properly.
2. Your marketing and sales strategy is not aligned with your target
We have already talked about this above.
The modern buyer wants to think about their purchase alone and at their own pace.
You must therefore put in place a marketing and sales strategy that allows it to do so.
The sales profession is one of the professions in which we have the least confidence.
For what ?
align your prospecting actions with buyer expectations
It is important that your salespeople's goals are aligned with your customers' goals.
To prospect well, salespeople must offer the decision-maker a win/win approach.
To do this, it is essential to work on the typical profile of your ideal client .
You will thus have a perfect understanding of your target's purchasing journey and in particular the questions they ask themselves according to their level of maturity.
A Lead Generation strategy will help you in this process:
New call-to-action
3. Your salespeople are not supported enough
3 statistics here that will be enough to make you understand the importance of better supporting your salespeople:
Salespeople who are coached at least 2 hours per week, by their manager or by a partner, have a signature rate of 56%.
Yet, a sales manager spends on average less than 20% of his time coaching his team.
Worse, 31% of managers spend less than 30 minutes per week coaching their salespeople!
To prospect well, you need regular training
However, salespeople are seeing their daily lives revolutionized due to the digitalization of their profession and the new expectations of the modern buyer.
Salespeople are out of step and are finding it increasingly difficult to achieve the goals you set for them.
No matter how much you put pressure on them, offer them new materials or show yourself to be ingenious with your rewards, nothing works.
Yet, just a few years ago, everything was fine and the pipeline was full.
So what happened?
The Internet and social networks have profoundly changed and complicated the purchasing process.
The expectations of the modern buyer have changed, as have their behaviors.
I think it's a good thing though. Yes, yes, I assure you!
But to take advantage of it, you will have to solve the following 3 points.
1. Your salespeople aren't spending enough time selling.
A salesperson only spends 35% of his time selling.
1/3 of his time. A salesperson only spends 1/3 of his time selling.
Do you find this normal?
Between administrative tasks, meetings, reporting and appointment minutes, indonesia email list a salesperson's day is not what you would like.
Before, that was enough.
Today, the modern, more demanding buyer expects a salesperson to provide maximum added value, and that takes a lot of time.
The challenge for you is therefore to do everything possible to allow salespeople to spend more time selling.
Salespeople have difficulty prospecting because they don't have enough time
If your sales reps' profile looks more like the one on the left, you have some work to do.
Your salespeople are no longer able to prospect simply because they don't have the time to do it properly.
2. Your marketing and sales strategy is not aligned with your target
We have already talked about this above.
The modern buyer wants to think about their purchase alone and at their own pace.
You must therefore put in place a marketing and sales strategy that allows it to do so.
The sales profession is one of the professions in which we have the least confidence.
For what ?
align your prospecting actions with buyer expectations
It is important that your salespeople's goals are aligned with your customers' goals.
To prospect well, salespeople must offer the decision-maker a win/win approach.
To do this, it is essential to work on the typical profile of your ideal client .
You will thus have a perfect understanding of your target's purchasing journey and in particular the questions they ask themselves according to their level of maturity.
A Lead Generation strategy will help you in this process:
New call-to-action
3. Your salespeople are not supported enough
3 statistics here that will be enough to make you understand the importance of better supporting your salespeople:
Salespeople who are coached at least 2 hours per week, by their manager or by a partner, have a signature rate of 56%.
Yet, a sales manager spends on average less than 20% of his time coaching his team.
Worse, 31% of managers spend less than 30 minutes per week coaching their salespeople!
To prospect well, you need regular training
However, salespeople are seeing their daily lives revolutionized due to the digitalization of their profession and the new expectations of the modern buyer.