Guesswork and hope in sales, will only get you so far

You’ve hired your salesperson. Put him or her through an extensive sales program during which you think you’ve imparted enough for your sales person to take on the world.

Your new sales person gets to work and is now part of a 300-person sales team. So, you think everything has gone well.

But then your customers keep raising complaints such as :

  • Your sales team does not know the product it is selling

  • Your sales team just doesn’t listen and so on

And, you’d like to know what is happening/happened during daily customer meetings. But, none of the data is reaching you.

Ultimately, guesswork and hope is what you rely on. You think that your team like and understand the training content you shared. You guess that they are well trained on the new product. You hope your clients are being met. But, is guesswork the ground reality?

Let’s go back to the time when you held that induction training.

Imagine you asked yourself these questions, things might have been slightly different.

Things would have been slightly different 4 months down the line.

You need a framework from day one. A frame work to Share and Measure.

Share

  • Share data collection forms

You need to ask for data when you want it. You need to ask for it in the format that is the easiest to slice and interpret.

These typically are data such as attendance, meeting data, sales, and store audit data.

You should not have to engineer an app specifically for this purpose. You should not have to refer to multiple communication channels to collect simple field data.

  • Share information

You should be able to share information to your field team in a structured manner, in which the information can be easily consumed and more importantly easily measured.

You will have to share new campaign information or a training for a new product that you just launched. These are really important info that your team would benefit from- IF THEY KNOW THIS CONTENT EXISTS AND IF THEY CONSUME IT.

So make sure they know it. Make sure you know they’ve consumed it.

Measure

  • Field data shared by your team

Field data such as attendance and sales you’ve asked for, is going to come in the hundreds. You need an easy way to segregate and filter data the way you want and export them in the format you need.

  • Information consumed by your team

You’ve shared a lot of important information with your team. You ought to measure everything from open rates, knowledge levels and feedback on the content you share.

  • Measuring content open rates

You should be measuring how many of your sales folks opened/consumed the content and if they’ve opened it for how long did they view it.

Lower open rate. Lower product/service knowledge. Lower sales.

Reward people who consume content regularly and motivate those who don’t.

  • Measure knowledge levels

So they’ve consumed the content but have they understood it or spent time to understand it.

Measure knowledge levels my deploying a steady cadence of assessments or quiz module.

Maybe, initiate a steady drip of a question a day.

These question forces your team to continuously learn and helps you asses how much they’ve learn. It also helps you tailor content to focus on the team’s weaknesses.

  • Measure feedback

The content you share is only as good as its relevance in the field. If your team thinks your content is not helping, it might not be helping. Best way to understand this, is asking for feedback as soon as they view the entire content. Make you collect feedback from only those who have viewed your content.

Key takeaway: Measure. Measure what your team shares. Measure what you share. Measure it quickly. Measure it without friction.

Get rid of hope and guess work based decision making.

Measure.

Bsharp’s platform gives you the ability to ask for field data using flexible forms, share data in a structured format, measure content consumption and has a quiz metrics to let you measure knowledge levels.

“Engage and enable your frontline sales team with
BsharpCorp Mobile Sales Enablement platform”


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By | 2018-05-29T12:43:43+00:00 May 29th, 2018|Blogs|Comments Off on Guesswork and hope in sales, will only get you so far