When you hear “sales enablement,” you probably jump straight to thinking of sales presentations and collateral. While those are certainly core elements of sales enablement, they’re only a fraction of what you should be thinking about in terms of equipping your sales organization for success. This checklist will help you think more creatively about sales enablement and the content your team needs.
Ah, the tire kicker.
One of a salesperson's worst nightmares!
A tire kicker is someone who will drag the sales cycle on...and on...and on while hogging your time and resources without ever actually buying. They're a huge time suck — they'll happily steal your time to ask questions, raise objections, and instill you with the false hope that they're ever going to close.
Even if your pipeline isn't at capacity, you're far better off using your time on more profitable pursuits than entertaining these chatty Kathies. The key is to get to a hard 'yes' or 'no' as quickly as possible.
These red flags will help you know when it's time to wave the white flag:
Every sales organization has at least one person who seems always to be at the top of their game. They kill their quota and crush commissions left and right.
And you're always wondering: "what are they doing that I'm not?"
It's time to claim your rightful place at the top of the sales leaderboard. Here's how:
LinkedIn has become the world's standard professional network. That's why it's a mystery to me that folks are still confused how to leverage this tremendously useful platform. I'm particularly bemused by sales professionals who fail to put their best foot forward in their profiles because the platform should be one of the most powerful tools in their arsenal.
So, I'm here to help clear some things up so that sales pros can get the most out of this killer resource.
You've found the perfect candidate who's gone through round after round of interviews with your team. Everyone loves the candidate's cultural fit, skills, and experience. It's time to make an offer so you can close the requisition and focus on other open reqs. But sometimes that last mile of the hiring process can drag on and on, all the while leaving the door open for the candidate to be wooed by another prospective employer.
Losing a preferred candidate to a competing offer is a valid concern for HR and recruiting professionals who invest heavily into the hiring process. HR pros and recruiters conduct, on average, three or more interviews with the offered candidates. Almost half of offer rejections are due to the candidate accepting a competing offer. Furthermore, organizations with high-performing recruitment functions close reqs quickly, have “40 percent lower new-hire turnover, and they're able to fill vacancies 20 percent faster than companies with reactive tactical recruiting functions.”
So, what can you do to speed up the contract handling stage of hiring new employees?
As the role of today’s sales professional continues to evolve so does the responsibility to deliver more value to prospects and customers.
It’s been widely cited that customers complete “nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier”. What this means for sales professionals is that those who want to thrive must make a shift from acting as gatekeepers during the sales process to establishing themselves as gurus within their given market. Building a personal brand is one way to stand out from the crowd as that trusted advisor.
The sales proposals that you present to prospects have the power to make or break a deal. The problem is that most sales proposals suck harder than a Hoover that's fresh off the showroom floor.
Here’s why your sales proposals suck and how to fix them: