This year, 69% of sales reps in the business-to-business (B2B) industry have zero faith in being able to meet their sales quota. Why is that? According to a recent article by Julie Thomas, writing for HubSpot, these B2B salespeople say that it’s because they don’t have enough opportunities in their pipeline, they don’t have an efficient sales process, or they haven’t been communicating the value of their product or service to their prospects well.
Thomas chalks each of these reasons up to a lack of training and coaching. Of the B2B sales reps surveyed, 27% have NEVER received skill training. 35% are lucky enough to have skill training twice a year or more often. But that still leaves 19% with only one skill training session per year and another 19% who get skill training even less often. No wonder so few feel as if they can meet their sales quota. Not only that, 19% have also NEVER had product training and 46% only get product training once a year or less.
If you’re in a similar situation, you need to speak with your sales manager about coaching opportunities. Time is an issue many leaders have, but digital coaching platforms such as SalesFuel COACH can get you the training you need in a minimal amount of time.
But what can you do in the meantime when coaching and training aren’t options for the foreseeable future? Thomas has a few tips for you.
How to Meet Sales Quota When the Chips are Down
Work on Your Pipeline
Obviously, one of the best ways to ensure your sales quota is met is to have a healthy sales pipeline. After all, you need leads to make sales. You can only blame so much on your company for a lack of lead generation. Don’t forget that you are also able to prospect on your own.
Thomas says that the first step to successful prospecting is setting up a block of time that is dedicated solely to prospecting. And this time slot is non-negotiable. It’s too important to push aside. “Persistence will pay off if you do your homework to uncover the needs, wants, desires, and problems of your prospects,” says Thomas. “When you link your message to the company’s top-line issues, you are more likely to get a response.” If you’re not having luck during the first outreach, don’t worry. It usually takes around five outreach attempts to receive a response, says Thomas. Also, try to vary your methods of outreach to include email, phone calls, and social media platforms.
Make Communicating Value a Top Priority
If your prospect doesn’t see that value in your product or service, they will have no interest in buying it. Meeting your sales quota means effectively communicating value. This value includes more than the features and benefits of your product. You need to do your research and ask your prospect questions that will reveal what problem their trying to solve or need they’re attempting to fulfill. When you know that, you can work how your product or service can help them into your pitch. When a sales pitch gets personal, it’s easier for prospects to see exactly how what you’re selling will work for them.