There’s a good chance you’re here because your sales team isn’t quite fulfilling your expectations, and you’ve got a nagging suspicion your sales team needs training. In this article we share eight major warning signs that your sales team needs training and what you can do to fix it.
Table of contents | 8 Major Warning Signs Your Sales Team Need Training
- 1. Pricing is their competitive strategy
- 2. They consistently lose business to the competition
- 3. They’re doing more talking than the customer
- 4. They’re still prospecting like it 1985
- 5. They don’t up-sell or cross-sell
- 6. Referrals are scarce
- 7. Complaints are rife
- 8. Managers micromanage
- Smash targets faster with SOCO/
- Motivate your sales team with the best motivational speaker in Singapore!
1. Pricing is their competitive strategy
In today’s world, customers have a wealth of information at their fingertips about you – and your competitors.
Because there’s a good chance the customer has done extensive research and come across some of your cheaper competitors, sales professionals need to be prepared to demonstrate why they’re worth what they charge instead of resorting to solely dropping their price.
When sales teams compete on price, prospective customers view your solution as a commodity that’s easily overlooked for a cheaper and less effective solution.
Furthermore, when your sales team only focuses on pricing, they’re missing out on a valuable opportunity to ask the right questions to reveal what’s most important to the customer and it often has nothing to do with pricing.
To stop sales professionals from competing solely on price, they need to understand how to effectively differentiate from the competition and how to overcome price objections. These sales reps would benefit from our Differentiation and Objection Handling courses.
2. They consistently lose business to the competition
Is your sales team consistently losing deals to competitors?
In a world where buyers are inundated with choices, it’s important that your sales team can stand out from other solution providers. To do this, it all comes down to positioning. Sales reps need to study the competition, determine how you’re better AND effectively communicate it. In our Differentiation Dominance certification course, we help you do all of this in a way that’s important to your buyer because at the end of the day if your differentiator doesn’t matter to your prospects, your sales team will resort to competing on price.
3. They’re doing more talking than the customer
The third major sign that your sales team needs training is that they’re doing all of the talking. We get it, you want to sell your solution, but nothing should ever be pitched until the sales rep fully understands the needs of the customer. Without this valuable information they risk pitching the wrong product and talking themselves out of a deal.
To overcome this, sales professionals need to be prepared with a list of needs analysis questions and understand how to incorporate the prospect into their presentation instead of purely focusing on pitching.
To help sales professionals uncover the needs of their prospect we recommend a needs analysis activity to help the team come up with their own questions to ask then to follow it up with sales presentations training so they know how to present with the customer in mind.
4. They’re still prospecting like it 1985
Prospecting is a vital activity for getting leads to the top of the sales funnel. However, the world has evolved, and old ways of prospecting aren’t as effective anymore. For this reason, sales reps need to learn modern prospecting activities that incorporate an omnichannel approach to successfully reach out to their prospects using multiple platforms, tools and touchpoints.
Our Prospecting training program trains reps to be creative, persistent and most importantly, adopt an effective strategy that generates real results.
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- How to get the best ROI from Training
- 5 Ways to Implement Blended Learning with Online and In-Person Training
- Creating and Implementing an Effective Training Program
- 5 Most Common Mistakes Companies Make When Implementing Sales Training
5. They don’t up-sell or cross-sell
If you find that your sales team is only selling what the prospect asks for, it’s time to invest in training. While average sales reps act as order takers, high-performers know how to take what the prospect is asking for and uncover needs for products or services they haven’t ever thought about.
When sales teams don’t up-sell or cross-sell they need to be taught how to dig deeper, uncover problems and present more solutions which naturally leads to up-selling, cross-selling and more repeat business.
6. Referrals are scarce
Whether you’re a small business or a sales professional, referrals are vital to your company and sales growth. Referrals come as a result of an exceptional experience with your company and having a process to ask for and maximise referrals.
7. Complaints are rife
When complaints are constantly coming in, you know you’ve got an issue. Whether it’s that your sales team is overselling your solution and leaving it to the customer service team to deal with their mess or there’s a lack of communication between the 2 teams, efforts need to be made to fine tune processes and have separate teams work more closely together. Sometimes it’s just a matter of scheduling more joint meetings between the 2 teams or having the customer service team explain the issues they’re having to the sales team or vice versa, but communication and meeting expectations is often at the core of this issue.
8. Managers micromanage
We get it; as a manager, you’re on the hook for results, whether that’s goal attainment or sales performance. Sometimes you feel as if you need to take the matter into your own hands to ensure the job is complete. However, Micromanaging is awful for several reasons; most notably, its position indicates a lack of trust, experience, or even insecurity. Therefore I think we can all agree that this isn’t a recipe for collaborative success.
Instead, sales managers need to tap into strengths and address weaknesses to build strong teams. A high performing team is highly motivated. They take on challenges with an eagerness to exceed expectations; they don’t blindly follow orders. Instead, they look to improve upon them.
Sounds like a dream? In our Management Mastery course, we teach the essential management skills every leader needs to possess to bring out the best of their team.
Remember – leading a team to new heights takes understanding your team’s unique strengths, how to navigate uncharted territory and how to inspire them to reach their maximum potential. It takes a talented leader to do that.
Smash targets faster with SOCO/
SOCO/ is an expert-led, award-winning sales training company. We’ve spent decades working with some of the most innovative and forward-thinking companies across Asia and the world.
Have SOCO train your team in the top sales skills needed to take on 2021 through either Virtual Instructor Led Training or let your team learn new skills in their spare time using our popular e-learning platform – SOCO Academy.
Not sure which of the top sales training programs is right for you? Book an appointment with one of our program advisors who will be happy to build the right training plan for you.
Don’t just take our word – see what others are saying!
“We recently had Tom conduct a virtual external Sales Training Program for our entire commercial organization at Carousell Group for our different brands in 5 countries.
Tom shared great insights on consultative selling and needs analysis to win new customers. He energized and fuelled our sales & trade marketing teams to apply the concepts they learned into their day to day interactions with customers. Throughout the session, all 200+ attendees were fully engaged and inspired to apply the concepts shared into their interactions with clients.
At the core of Carousell, we constantly raise the bar, growing and inspiring one another. Thank you Tom for helping us raise the bar. “
– Vishal Salunkhe | Head of Sales Operations & Enablement Carousell
“I had the pleasure of working with Tom to deliver a live webinar to our customers across 3 continents! From the discovery and planning meetings right down to customizing content to meet our objectives and engage our audience, Tom is a pro. He is energetic and has the ability to cut through – so it feels as though you are right there in the room with him. If you are hesitating don’t; we already booked him for a keynote at our next virtual event!”
– Kiera Kramer | Brand and Experiences Marketing for QuickBooks
“I had a great sales training with Tom! I have learned so much especially on the prospecting part. He gave me more motivation in making cold calls and building better relationships with my clients.”
–Mathilde Ramoisy | SaaS Enterprise Business Development at Perx Technologies
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