What are some common problems salespeople experience?
Well, before we can answer that question, we have to understand that salespeople are prone to suffer from a lot of head trash.
They've been burnt in the past by rejection or radio silence, so they easily fall into a trap of negative thought-patterns or selling tactics that don't help, but hurt their chances of closing a deal.
As a sales manager, you must identify their common problems and guide them towards discovering the appropriate solutions.
Common Problems Salespeople Experience:
Here are some common problems most salespeople experience:
- Struggling to introduce the company in 30 seconds or less.
- Relying too heavily on features, benefits, and presentations to do the selling.
- Not asking the right questions to expose the buyer's concerns.
- Not running an effective sales meeting with the buyer.
- No process for following-up with the buyer after a meeting.
- Lack of knowledge on how to effectively handle buyer objections.
- Not leveraging their team for best selling practices.
- Poor use of internal systems, such as their CRM, to effectively manage the sales process.
Combined, these problems hinder a salesperson's overall performance.
As a sales manager, by implementing a Sales PlayBook, incorporating sales training into sales team meetings, and setting up a coaching program, you can help your team resolve each and every one of these issues!
How Can I Help My Team Solve Their Common Problems?
Here are 3 ways you can help your team solve their common problems:
1. Implement a Sales PlayBook
A Sales PlayBook is a collection of best practices for selling in an organization. It’s everything your company, and your salespeople, need to be successful in sales. This includes things like:
- Where to source leads
- How to run a sales team meeting
- 30-second commercial scripts
- And more!
It's a place where top performers can list their best practices for the rest of the team. It's also the place salespeople to refer to when they need help.
Want to get started building your Sales PlayBook? Schedule a Sales PlayBook demo with us to get the ball rolling.
2. Incorporate Sales Training into Sales Team Meetings
Without ongoing sales training, the team’s growth can stagnate.
Experienced team members might stick to their few tried-and-true methods. Newer or more junior members of the team may have a limited skillset and knowledge of sales techniques, resulting in a slower ramp period.
One of the best ways to provide sales training on an ongoing basis is in your regularly scheduled sales team meetings!
Read the following article on how to incorporate training into your next sales team meeting.
3. Set Up a Coaching Program
As a sales manager, your key responsibility is to develop your sales team.
One of the best ways to do that is by setting up a coaching program.
But, it can be hard to figure out how to provide that coaching – and if your salespeople aren't receptive to your coaching, it will fall on deaf ears.
Click on the image below to download our eBook on How to Coach Your Sales Team.
What are some other common problems salespeople experience? Comment below!