Sales people don’t have good press.
As a reminder, the Uptoo study: 2/3 of managers are dissatisfied with their sales force. According to them, two out of three salespeople are not at the required level with regard to the fundamentals of the profession: prospecting, discovery, closing and organisation. 27% obtain the minimum required on the 4 skills, and 0.3% are excellent, which is a considerable margin for improvement.
The COVID context has made their work more difficult: relations with clients have sometimes become strained, distancing does not facilitate exchanges and perspectives are uncertain.
Yet they are still being asked for more and more results, without worrying about giving them the means to achieve them.
It is therefore time to train them to become better:
- Improve methodology and monitoring by making optimal use of the right tools to considerably strengthen their effectiveness,
- Work on listening to them in order to offer the right solutions: the situation and forecasts of clients are constantly changing,
- Train them to know how to overcome objections,
- …
A well-trained sales force not only improves sales, but also the company’s image.
