Sales representatives are a key part of any business as they are the principal point of contact between a business and its customers. Sales reps ensure current customers have the right products and services, identify new markets and customer leads, and pitch prospective customers. However, in a study by Alexander Group in 2016, it was found that only 46% of sales reps met their quotas
So, how do we try and get these numbers up and bring in as many deals as possible?
Here are 5 skills that every sales rep needs to have in their skill set in 2022, so to ensure they hit their quotas!
Organisation is vital!Processes can vary from person to person, but they're key to staying organised. Schedule management allows sales reps to manage their days and prioritise the tasks that are key to their success (e.g., email outreach, calls, meetings.)
Whether they choose to write out lists or use a calendar management tool to create their schedule, maintaining a strict schedule will help them master the cadence for their outreach and interactions with prospects. It is also important to stay organised concerning knowing where your sales are in your business sales pipeline. It is vital you know where they are as it allows your sales team to concentrate their efforts on the ones most likely to make a deal, and offer a great customer experience that will leave the lead feeling cared about.
Ringover offers you features that allow your sales reps to stay highly organised by having information on the customers instantly displayed on your interface while making calls. This means that your sales team will have access to all the important details about that prospect or customer. This allows them to be able to pick up effortlessly from the last conversation they had and not waste time by going over details previously discussed.
Nail the follow up The follow-up adds value to your service or product and gives you an opportunity to build a relationship that could lead to additional sales from the same consumer and referrals to more potential clients.
Ideally, sales reps want to speak with a prospect on the phone, but sometimes a video call is a better option as it allows for a face-to-face interaction that builds up a relationship between customer and sales rep. According to HubSpot, 80% of sales require at least five follow-up calls before the deal reaches “Closed Won” status.
Ringovers provides its customers with unlimited calls to 110 countries internationally,meaning that your sales reps can nail those follow-up calls.
Resilience is keyThere's no doubt that being a sales reps can be hard. They usually spend their day sending emails and making calls, which can be taxing. In addition to hard skills, staying positive is a soft skill that is just as important. Resilience takes practice. If you're feeling discouraged one day, it will translate over the phone and your prospect will pick up on your low energy.
Bad calls happen to everyone, but it’s important to bounce back after. Whether a prospect was rude or you made a mistake, it’s OK to feel frustrated. However, allowing those feelings to prevent you from picking up the phone for the rest of the day will negatively impact your next 15 calls. Resilience is crucial to being the best sales rep you can be.
Coach-ability is essential for any good sales rep One of the most important skill sets a sales reps can have is coachability. Confidence is important, but a sales rep must be able to receive and implement feedback. The best sales reps proactively seek out coaching and want honest feedback from their managers. Getting real-time feedback is best.
Ringovers call monitoring feature allows you to listen in and analyse calls being made from the platform in the moment at any time. By monitoring calls, supervisors can help improve agent performance, offer training and advice as needed and deliver a high-quality, consistent customer support experience.
Good relationships are what deals are built on A sales reps job is to get a prospect interested in the product or service and show it off in its best light. Effective sales reps are able to build genuine relationships with prospects and build trust.
To be a successful relationship-builder, you must be able to communicate with a wide variety of people across multiple channels. Whether you are connecting with a contact over email, presenting to a prospect in a virtual meeting, or via telephone you’ll want to clearly communicate your points and ideas that keep them engaged.
With Ringovers feature contact card recovery ,your team will have immediate access to the customers' card just before starting the call. This will provide them with all the necessary customer information, or even notes specifying the previous call, to resume the conversation with your customers right from where you left off. All these valuable functions will provide your team with the possibility to offer personalised conversations with each caller, creating that unique customer experience that helps to create strong customer relationships.