Why Isn’t Your B2B Sales Team Making Quotas?
Setting sales quotas is meant to give your sales team incentives for making more B2B sales, but when your team isn’t getting the sales leads they need, it’s important to evaluate why. There could be many reasons your team isn’t generating the telemarketing sales leads you are expecting. Understanding the reasons why will help you resolve the issue and give your sales a boost.
Too Many No’s
While you can’t control how many people say no to your telemarketers, you can make changes to your approach to reduce the number naturally. B2B sales leads are all about taking the right approach. When your sales team is missing quotas because of high rates of denials, it’s time to find different ways to sell your products or services.
Lack of Value
While you may recognize the value of your products or service, your prospective customers might not. It’s up to your sales team to effectively communicate that value to the people with whom they interact. Preparing a value statement can give your team the right things to say when trying to obtain telemarketing sales leads.
Too Many Administrative Tasks
It’s tempting to ask your sales team to complete some of the administrative tasks associated with the sales process. However, this can place an undue burden on your team. If they spend a lot of time on administrative tasks, they will have less time to place calls and communicate with customers and prospects. Hiring someone to handle these tasks instead will free your sales team to work toward making their quota.
Moving Too Slowly
The sales process can be tedious, but it’s important not to move too slowly. If you don’t take the right steps in a timely manner, your prospective customers may turn to another company instead. This aspect of B2B sales may take some trial and error before you develop the best timeline for your industry.
Inadequate Coaching
Some companies hire sales staff and assume they know how to sell. While most salespeople have some experience in the B2B sales field, every industry requires different tactics to best reach the right people and close sales. For this reason, it’s important to develop an adequate training program to ensure your entire sales staff is on the same page. When your salespeople have the right training in their corner, they will be able to sell better and increase their numbers.
Telemarketing sales leads are essential to the success of your business. If your sales team is having difficulty meeting their sales quotas, it’s time to take a closer look at your processes to determine what’s going wrong. B2B sales can be a sensitive task, but once you develop a good strategy, your sales team will be able to make more sales, allowing you to consider increasing your quota. Your priority needs to be on finding ways to meet your quotas without overtaxing your salespeople.
If you’re looking for ways to improve your B2B sales, contact us. We can provide the telemarketing services you need to succeed.