If you want to take it now, awesome! We’d love to do business with you. If you’d rather come back at the end of our fiscal year, that’s fine too. The price will be the same“.If selling was easy, we’d be paying high school students minimum wage to do it instead of investing millions in hiring, training, methodology development, and incentivizing reps with highly lucrative compensation plans. Selling, particularly in today’s information-rich, buyer-centric environment, is hard for even the most seasoned sales reps. For sales professionals new to the industry or their organization, the bar can seem high and the landscape constantly changing.
I’ve been grateful to both hire and promote hundreds of lebanon telegram data amazing sales reps across different geographies and industries. And the number one question they asked was, ”What can I do to ensure I’m successful?” Here are the five main reasons I’ve seen new sales rep performance fall flat early on.
I once coached a new sales rep who was struggling to build pipeline. The challenge wasn’t effort or hustle; he was definitely making lots of calls. Nor was it at-bats; he had plenty of leads. As he searched deep down trying to understand what the blocker was, his synthesis of the situation was most insightful.
“I kind of feel like I’m bothering people when I call them,” he said. Indeed, it was that internal conflict, that sense of treating people in a manner inconsistent with how he would want to be treated, that emotionally compromised his ability to generate the interest he needed. Most outbound sales organizations still rely on their reps’ ability to disrupt a prospect’s inertia with a value proposition delivered with enthusiasm and conviction. However, without a high level of conviction, our reps won’t be able to deliver the results we expect. This is especially true for younger or less experienced reps calling on more senior-level decision-makers a concept I call “Experience Asymmetry.