Technical knowledge is important but not everyone who acquires the correct skill set of technicalities can be a sales rep.
Sales represent the beating heart of the business as they play a key role in building trust and loyalty. Inside sales representatives or IRS are personnel who reach customers by phone or online, rather than by meeting them in person to sell their products or services. Research has proven the importance of having an efficient sales rep with the required skills. A recent study has reported that a great leader has the ability to identify the qualities that make a great sales representative. State of Sales report found that customer experience is the top type of key performance indicator (KPI) used by sales organizations to measure success. They also asserted that 79 percent of business buyers say it is absolutely critical to interact with a salesperson who is a trusted advisor or someone who is more than just a sales rep and can add true value to the business. The most successful sales teams are a lot like great schools. Their number one priority is results but the way they achieve them is all about being relentless about developing the inside sales skills of the reps.
If a sales rep is going to sell a product or a service, that rep should have a deep understanding of how exactly that product is used or why that service is essential accordingly. B2B tech sales entail understanding what is involved in a product’s implementation, possible integration points and the customer’s benefit of buying. You should always begin by making sure that your sales rep have their 30-second elevator pitch-down. Always remember that people buy from experts, not novices.
On the phone, your tone of voice, its volume, the way you speak is everything. In sales, it is more about how you say things and not what you say. According to Sandler Sales Training, only 7 percent of your communication really depends on the content of your speech while 38 percent of your communication is about other attributes such as tonality etc. Efficient and truly professional sales reps have the ability to mimic a prospective client’s way of talking in order to create rapport. Reps need to speak with clarity but not too quiet and should avoid being monotonous. The reason robots are not doing sales today is that people want to talk to lively and interesting human beings.
What differentiates between a good sales rep and a great one is their ability to manage their time. With monthly and annual goals, every sales rep will most likely feel like they are constantly running out of time. Making the best out of every hour in the day and always having a plan to win is what can make any sales rep reach their goal. According to a recent study, the top 1% prioritise the best leads first in order to improve the end results and maximise every minute of their time spent working out each lead.
Let’s face it, no matter how many sales coaching sessions any sales rep would attend, an objection is always a possibility and many times unavoidable. However, what is really in any sales rep control is handling the rejection. Reps have to be able to empathise, soften up and ask good questions to understand the concerns of their prospective clients. If there is anything a sales rep wants to avoid, it is walking away from an objection without understanding the core reasons behind it.
In the age of exponentially advancing technologies, one would think that inside sales reps are no longer needed. Fortunately, this is not true as sales are to businesses like oxygen is to human beings. Without it, your organisation will suffocate and fail to survive. Technical knowledge is important but not everyone who acquires the correct skill set of technicalities can be a sales rep.
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