Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
As the new year quickly approaches, it's time for staffing leaders and CEO's to ensure they have the right strategy in place to scale for sales revenue growth in 2020. Scaling for growth is about replicating success across your organization and making it repeatable on a broader scale. Chances are your existing sales team falls into a bell curve like you see in the illustration below. You're getting 80% of your revenue from from your top performers, likely just 10%-20% of your sales team. Meanwhile, 60% of your sales reps are only achieving 50%-70% of quota and the bottom 20% is really struggling just trying to figure things out.
As the IT staffing industry continues to grow, services are increasingly commoditized by off shore competition and low-cost, high touch providers who focus on "skill marketing." As a result, IT staffing firms are (have been) feeling their margins being squeezed. To counter this, results based selling and the ability to sell business outcomes rather than features and benefits becomes the differentiator. IT staffing firms who figure out how to build an organization of salespeople who can differentiate themselves based on the ideas and insights they share and align pricing with the business outcomes or business results customers receive from using their service will win the day and grow profit margins. However, this transformation is not easy and it doesn't start by simply hiring experienced sales reps.
Learn our proven 7 step methodology for turning cold calls into hot leads.
Sales enablement is a strategic approach to uniting owners, sales leaders, sales managers, salespeople, marketing and sales operations around the common goal of equipping salespeople with the right resources to sell effectively. Sales enablement technology ensures that your salespeople have just what they need-tools, content, playbooks, coaching-to create a memorable and engaging customer experience across each customer touch point. Here are three benefits of sales enablement technology and how top performing sales organizations leverage SaaS based sales enablement platforms.
Sales training and sales onboarding is supposed to deliver the skills and knowledge that sales reps need to perform to meet and exceed sales quota. But if you’ve spent any time in sales, you know that sales training can feel more like trial-by-fire than a helpful introduction to a new company, product and/or service. Why is that? For one, buyers are educated and more informed than ever. They're also more demanding and sales reps are under pressure to quickly produce. For many sales organizations, sales cycles are getting longer, not shorter, due to the competitive landscape and the customer's complex interview, hiring and decision making processes. And to top it off, staffing companies are struggling to retain their top sales talent. This new reality means if you wish to accelerate new hire onboarding and increase overall team quota attainment, you may need to hit the "reset button" on your sales onboarding and sales training to properly prepare your salesforce. Here are three reasons why your sales training may be irrelevant.
Improving sales skills is one of the reasons customers chose to work with Menemsha Group. Our sales methodology including all of our training content, playbooks and exercises is the vehicle that brings sales reps from initial cold call to closed deal, fast. Our SaaS based technology platform is the gas that fuels the vehicle. Combined together, you have a best-in-breed sales onboarding and sales training solution.
The daily routine of a selling branch manager, sales manager or recruiting manager is nothing short of chaotic. From supporting recruiters and sales reps on calls to completing administrative tasks and monitoring sales activities to helping recruiters pre-close candidates, the list can seem never-ending. To top it off, branch managers are responsible for coaching and developing their people. Yet for most managers, coaching often feels like extra work which is why it frequently "slips through the cracks."
Do any of these statements typify the current state of your recruiting organization?
Perhaps you've heard the management adage, you can’t manage what you don’t measure.
If you're like most sales professionals then you read industry publications to stay on top of the trends, challenges and news taking place within your given industry. In our case that industry is the information technology industry. And if you're a top performing sales professional than you read what your customers read to stay connected with those trends and challenges. If you are not currently doing this than I strongly encourage you to quickly adopt this best practice into your daily or weekly routine.
Like many who decide to go on a diet January 1st, sticking to that diet and exercise routine is difficult just like it is for IT staffing sales professionals adopting and mastering consultative sales skills. With so much to know and learn it can be down right overwhelming and even frustrating. Take it from me, it took me years to master my craft and I am still learning every day.