Are your salespeople failing to close sales? If so, this is no good for your business! But rather than simply assume that your employees aren’t up to scratch, you need to look at the sales process to see if any changes can be made.
According to the Sales Executive Council, sales productivity is improved by 88%. According to Gallup, sales goes up 27% and customer loyalty improves by 56% where sales coaching is involved!
A solid line by Alice Kemper
To win the deal it’s not what you sell, it’s how you sell. #salesleadership
— Alice Kemper (@BestSalesTips) May 10, 2018
Read on to discover some tips on coaching your salespeople to close business…
- Assess the quality of their leads – One of the first things you need to do is assess their process of lead generation. While your employees may be generating a good quantity of leads, you need to evaluate whether these leads are relevant and of a high quality. You can help your employees by taking advantage of market research and ensuring they have all of the tools they need.
- Teach them about positioning – Closing a sale does depend a lot of positioning. There are many factors that play a role in this, including building relationships with key people. To get better positioned, your salespeople need to know how to ask the right questions. Some of the questions they need the answers to include: What is the competition for this sale? What is the procedure for procurement? Is there an established budget? Who are the decision makers for this sale?
- Find out why they are struggling to close sales – You are never going to be able to coach your staff to close more sales if you do not get to the bottom of why they are struggling at the moment. Some of the most common reasons include that the salesperson did not realize the deal wasn’t closable, the budget was appropriated to another project, something at the company changed, or that the competition comes up with something better. By getting to the bottom of the main reasons for sales not being closed, you can then address these sticking points.
- Educate your salespeople about the service or product they are selling – Your salespeople do not only need to be educated in closing sales, but they also need to be educated in the product or service they are selling. If they aren’t, how are they going to convince someone to sign on the dotted line?