Do they have a playbook?
A new member of your sales team has a lot to assimilate to get up to speed. This will make them well positioned to sell your offering to potential clients. Your reps need to be an authority in whatever they are selling, but full onboarding can take up to 6 months and in some cases even longer. Providing a new arrival with a sales playbook and encouraging existing members to keep it up to date with its evolution will reap rewards much more quickly.
Here are some key components to a sales playbook:
• Provide access to all available resources/best content and set aside time for them to really get to grips with it. Included should be detailed case studies, relevant blog articles, trends and associated buzzwords. All of which are vital tools to help build rapport, trust and credibility between your reps and potential clients.
• Customer Avatars are detailed profiles of buyers that your company sells to. You should clearly outline key customer pain points and include a customer journey map.
• Include example messages tailored to each avatar for every context that your new recruit needs only to simply tweak and send. This can save them huge amounts of time that’s better spent on their main skill set of prospecting and closing sales.
Are they reviewing their best calls?
On a fundamental level, this reminds you that you can do it. It can take you back to the state of mind that helped you to be most successful. Analyse and learn from what went right, which strategies, questions and responses were most effective, while gaining a boost of energy in the process.
It’s easy to find yourself in a rut and it’s important to switch things up when it happens. A great way to do this is for reps to swap leads with a colleague. The idea is that your reps swap, say, 50 leads and each agrees to hand back over any successful connections made.
As the leads are not strictly their own, the results don’t matter so much on a personal level, which relieves some of the pressure of the call. Your rep will likely feel less inhibited, which builds confidence, allowing the process to be more enjoyable and reigniting their enthusiasm.
Are they communicating?
There are few, if any, areas of life that don’t benefit from good communication. It’s fundamental on so many levels and we only have to look at social media to know how big a role it plays in our lives.
It is equally vital that you and your sales manager maintain excellent communication with your team. Create an atmosphere where your reps feel that they can approach you. It’s far better to discuss decreased motivation early than observing the results of it at month-end.
Consider those moments in your career where you have felt burnout and draw on the strategies you used to offer advice. Showing a genuine understanding, that is based on your experience, is a good foundation for bond building in any context and can make the difference in helping your rep get on the road to recovery.
How long since they attended a sales event?
We recommend encouraging your team members to go to sales events to meet new people and talk to experts. Positivity is contagious and sometimes the buzz of an industry event can be just the thing to inspire. They are also a great way to break up your routine. And your team can perfect new techniques and ideas that can be used back in the office.
Bear in mind the potential of related online forums and webinars as well as traditional conferences and talks.