Sales Tools Training
/When we look at the effectiveness and efficiencies of our sales team members are we focused on the right leading activities?
For instance, when it comes to emails:
Open rates increase after 12 p.m. most days, with the most active period being between 2 p.m. and 5 p.m. (Mail Chimp)
Tuesday emails have the highest open rate compared to other weekdays. (Experian)
33% of email recipients open emails based on subject line alone. (Convince and Convert)
So, are your salespeople really thinking about when they send their emails and what the subject lines are all about? And what about the body of the email - are they consciously thinking about the type of person who is receiving their emails and what they would want to read and how they will be reading the email?
So many people send emails when they should be ringing. So many people send emails because it makes themselves feel good because they can tick an activity off their to do list.
So many people use the wrong tonality in their emails, the wrong perspectives and are not thinking enough about the recipient.
For instance, when it comes to voicemail:
The average voicemail response rate is 4.8%. (InsideSales)
The optimal voicemail message is between 8 and 14 seconds. (The Sales Hunter)
80% of calls go to voicemail, and 90% of first-time voicemails are never returned. (RingLead)
Are your salespeople calling enough and leaving the right voicemails?
What message are they leaving, is it engaging enough to warrant someone calling them back. Are they coming across as a salesperson or as an interesting person? Are they coming across as a problem solver?
On the phone,
tone is 86% of our communication. (ContactPoint)
words we use are only 14% of our communication. (ContactPoint)
the best times to call are Wednesdays and Thursdays from 6:45 to 9 a.m. and 4 to 6 p.m. (RingDNA)
80% of sales require 5 follow-up calls after meeting. (Scripted)
44% of salespeople give up after one follow-up. (Scripted)
Are your salespeople calling enough?
Are they giving up, making excuses for not constantly reaching out? Are they consciously aware of how they come across? Are they spraying instead of engaging? Are they reaching out with the right intent?
Social Media
Sales reps using social selling are 50% more likely to meet or exceed their sales quota. (Liz Gelb-O’Connor)
73% of salespeople using social selling as part of their sales process outperform their sales peers and exceeded quota 23% more often. (Aberdeen)
Are your salespeople engaging with LinkedIn?
Do they understand the platform? Are they utilising LinkedIn/twitter and other platforms as another way to engage? Are you as a leader fostering this platform?
