Your best sales rep
10 June 2010
Have you ever tried to imagine what your revenues would be if all your sales reps would sell as much as your most successful sales rep? In many companies the most successful sales rep sells as much as three or four times the revenue of the mediocre sales rep. Just do the math…
Knowledge
It can be extremely helpful to take a deeper look into the causes of such differences. Very often the better performing sales persons are significantly ahead in terms of knowledge. The better sales persons often know best:
- which pain areas need to be uncovered with their prospects
- which products and options will address these pains
- which options fit best to the overall solution.
The result of such head start is a sales process that runs much more smoothly. The prospective customer feels he’s understood. He will get the right proposition.
Smart software
What needs to be done to make all sales reps sell like the best sales rep? Admitted, sales support software will not be able to address every problem. A sales person who simply can’t listen, will never be a top performer. But in certain aspects of the sales process a lack of knowledge can certainly be solved with the help of smart software.
Bridge the gap
Guided Selling software supports sales persons in asking the right questions at the right time. After asking the right questions, the right solutions can be suggested in a way that does not leave room for mistakes. Guided Selling software allows you to bridge the gap between customers’ needs and product characteristics. We’ve experienced many times that such software really helps organizations that sell complex, customer-specific products. Especially for such products it is of the essence for sales to have the right knowledge available at their fingertips rather than in the heads of just a few remote colleagues.
Read one of our customer stories to convince yourself
Otto van der Tang is Managing Director at Sofon - supplier of sales support software. As Otto has a lot of contact with clients, he has a clear insight into how companies that deliver customer-specific products and services can realize improvements within their sales and quotation process.
Comments
No entries
