When was the last time you really analyzed your sales team’s ability to close a deal — to take it to its final destination? If it’s been a while, it could be time to throw in some training to make your team’s efforts more effective. More closed deals, of course, can be a motivator that keeps on giving.
Training your team should involve a mix of the basics (they always should be reviewed) and the exploration of some new strategies that help sales reps adapt to the changing landscape of the B2B industry.
Here are 3 tips to consider when honing your team’s ability to close sales.
- Follow up, and follow up again. Ok, let’s get the basics out of the way. This one is always worth repeating because most sales reps give up after two or three calls. In fact, a whopping 48 percent of sales reps never follow up with a prospect, according to Data Big Bang. And 25 percent will make a second contact before giving up. Yet, according to that same survey, 80 percent of all sales are closed after the 5th to 12th contact. Lesson? Keep at it.
- Set some type of deadline. While you don’t need to take the route of proclaiming ‘This deal only lasts a week!,’ you should at least set some type of timetable. According to Harvard University’s Negotiation Briefings, deadlines can provide an incentive for a prospect not to prolong the decision-making process indefinitely. The best time to give an indication of a deadline or timeframe is at the beginning of negotiations. While you don’t want to go into the sales pitch with deadlines, you should be able to put a contract in front of a client with the ability to pinpoint an anticipated date for a closure.
- Get the consensus of key decision-makers. First, it’s important to identify the key decision-makers early on to ensure that you’re talking to the people who can help you close the deal. According to Kevin Graham, managing director of Empowered Sales Training, consensus is ideal. “Agreement does not always equate to action,” he said in his blog, “but having every stakeholder nodding ‘yes’ is an important element if your solution involves a broader decision-making unit.”
These are 3 solid strategies for keeping your sales team on track. There are plenty of more, including the use of sales tools and technology to keep you on pace for surpassing your targets. The key is to regularly train and explore ways on how to move toward more closes.
MonsterConnect has been helping B2B sales teams get closer to key decision-makers without eating up their valuable time. Contact us to find out how sales prospecting enablement works.