High performing salespeople can be great assets in your business. If you are lucky, you can have one or more of these super performers.
The rest of the team will just be average performers. Many companies just concentrate on the top performers and ignore the average performers. This is a mistake that you should avoid.
But how do you make these average performers to become super performers? It is not an easy task, but there are software that can help you accomplish this. These technologies will help you ‘duplicate’ the best salespeople. Let’s have a look at how you can do this.
Some sales reps just need motivation so as to perform. They are ambitious can easily learn. There are mobile learning solutions that can give them access to training courses and data from anywhere.
The technology notifies the supervisor when the course is completed thus improving course completion rate.
There is also a sales-coaching technology that helps coach your team. It uses the successful selling behaviours of the super performers that you want to ‘duplicate’ to train the other members of the team. It doing so, you will be able to improve the performance of the whole team.
A good sales rep should be able to identify and target a quality sales lead. Those with good intuition are able to anticipate customer needs and manage them through interactions. They understand the relationship between sales and marketing and how their efforts can be aligned to the customer needs.
Not all sales reps have this intuition, luckily these is a marketing automation technology that can help them know what they should tell the customers and what issues to discuss during their first meeting.
The tool collects bits of information from the customer and place them in the hands of the sale rep to give them better understanding of what the customer needs.
It also helps to align sales and marketing efforts so as to improve the quantity of deals and winning rates thus speeding up the sales cycle.
There are also those sales reps who are able to turn everything into a competition. This is a good quality for a business.
If you deploy the right gamification tool, you will encourage a healthy competitive spirit in your organization. This tool grants quick win. There is an opportunity to highlight what works by focusing salespeople on the granular activities that improve their abilities. Gamification focuses on the reasons to strive for higher numbers.
Finally there are sales reps who are good at deal-closing. They have a knack for up selling, are detail oriented and generate quotes quickly. They are good at enlarging potential deals and closing them.
What about the sales reps in your team who can not do this? Go for the Configure-price-quote (CPQ) software that can help you with these sales reps.
The software helps them break down the process with a step-by-step outline on what to propose, specifics on quotes, and which product matches what promotion.
It is a type of guided selling that will help them enlarge their deals, make the term more accurate and speed up the entire process. This is because the rep will be able to send out a proposal on their mobile device in front of a customer.
Because one person can never have all the qualities needed for successful sales generation, let technology do the work for you.