As 2019 kicks off there has never been more technology available to help sales teams hit their number. Start with a CRM you could pick, Salesforce or Pipedrive or ZOHO. Want to get in to social selling? You should try Hootsuite or Postfity or Hubspot. Looking to track collateral you have sent? Conga Collaborate or Proposify or maybe Quote Roller is the right tool for you. Looking to track webvisitors? Albacross or LeadFeeder could be the answer you seek. There are a ton of other tools that can fix problems you probably did not know you have tools like Salesloft, Drift, Calendly, eGrabber or FindThatEmail. So with all these tools clearly sales reps across the board are kicking butt, crushing quotas and setting records for revenue, right?
Well not so much. Here are 10 sobering statistics that are widely available to anybody trying to figure out the current state of sales performance.
On average it takes 8 attempts by phone to reach a prospect by phone
- The average sales rep makes 2 attempts per prospect to connect
- 67% of all inside reps connected to less than 250 new prospects last year
- 85% of all prospects are unhappy after speaking to a sales rep on the phone
- Only 24% of sales reps made their quota last year
- Only 17% of sales reps rate their job satisfaction as outstanding
- Only 31% of sales reps say their job is easier than it was 5 years ago
- Approximately 40% of sales reps don’t feel prepared for their sales calls.
So technology on its own is failing to propel companies and sales reps to ever higher levels of achievement. But the news is not all bad, and using technology is part of the answer. But giving your people sales training and teaching your managers how to coach lead to significantly better revenue.
- Companies with formal sales processes grow revenue 18% faster
- Companies with formal sales coaching see 16% more salespeople reach quota
At Sandler Training DTB we teach our clients a language to describe sales, we help them develop a sales process that fits their business and we give them tools to predictably and consistently coach their sales people to higher levels of performance.
Worried that your team is not hitting the goals they should? We need to talk. Matt Nettleton, Sandler Training DTB, 317-678-8800 or matt.nettleton@sandler.com
