You can wisely use downtime throughout the year, such mexico reverse phone lookup as the holiday season for most B2B companies, to train, expand skillsets, and revise sales processes. But, sometimes you’ll need to take a full quarter and make major structural changes to the team. Pipeline and sales will go down during this period. Don’t panic. Your past process had hit its maximum return. Once you ramp up your new sales approach, you’ll reach much higher.
Sales reps never want to miss out on commission, and managers never want to miss their numbers. So, they’ll cling to what they know works out of fear of the unknown. Address those concerns, provide space for learning (and the mistakes that come with it), and be confident your team will be better for it.
3. Lack of a Buyer Perspective
So, why do we need to have all this conversation, team building, and training for sales? Because the market is always changing and evolving. Covid has only sped up the trends we were seeing previously. Buyers expect sales to be more digital, more independent, and more personalized. Companies need to match their expectations.
Early millennials are starting to reach their forties now. Buyers are used to being able to do their research on major purchasing decisions. When they decide to interact with sales teams, they expect their unique needs to be addressed. Sales needs to fully take on their buyer’s perspective. You can no longer do what’s easiest for you. You have to do what’s easiest for them.
Expect Independent Digital Buyers
Whether because of generational differences or simply changing expectations, buyers frequently are not receptive to sales and marketing outreach until they have already decided to buy. Once they decide to be in the market, they prefer to sidestep sales reps as much as possible and do their own research.
