COMPANY KILLER # 7 - Sales Team Burnout
Do you know that there may be 12 company crushing killers roaming loose inside
your business right now! It’s true!
We call them the Deadly Dozen and it doesn’t matter if you’ve been doing
business for 5, 10, 20, 30 years or more, and have been getting what most people
would consider pretty good results—I’m here to tell you that these CULPRITS are
costing you a lot of money in lost opportunity and lost business.
The Deadly Dozen is a 12 part business insight series
THE DEADLY DOZEN – A 12 PART INSIGHT SERIES FOR BUSINESS OWNERS
In this “Insight Series” every day we will be sharing one of the company crushing
killers we have identified and then will provide a simple solution for ridding the
culprit from your business. If at any time you decide you don’t want to wait and
would like to access the entire series all at once you can just click this link
COMPANY KILLER # 7 - Sales Team Burnout
Are your salespeople spinning their wheels making cold calls, searching out prospects, trying to coax reluctant or poorly qualified prospects to buy? These frustrating tasks consume massive amounts of time and talent, but don’t do a lot to close deals.
Technology has fundamentally changed sales.
In a previous era, a salesperson’s first job was to introduce a product or service to prospective clients. Today’s consumers have easy access to vast amounts of information, not all of it relevant or accurate. Instead of needing or welcoming an introduction to a product or service, they are bombarded by multi-channel advertising at every turn and have learned to quickly hit the delete button out of sheer self-defense, particularly if the messages are irrelevant, generic, or poorly timed.
As a result, salespeople can work harder than ever with fewer positive results – a recipe for burnout. Burnout typically offers two possible outcomes. Either a frustrated employee blames the company and jumps ship, or the company blames the employee and lets him go. Either way the company is faced with locating, hiring, and training a replacement – an expensive solution that doesn’t address the problem at all.
Modern selling is not a reactive, one-off event - especially in today’s market. It’s a proactive process that builds a relationship with your prospect early in the buying cycle. Done improperly, it impedes trust in your company and inhibits understanding of your product and its benefits. As a result, your sales reps find themselves trying to persuade or convince a prospect who isn’t ready to buy, and may never be. This is a huge turn-off for the prospect, misuses the salesperson’s valuable time, and is a major contributor to underperformance and sales fatigue. It doesn’t do anything for the bottom line, either.
The problem here is not your sales team, it’s your process. We’ve discussed strategic marketing, strategic follow-up – your best weapon in this battle is a strategic sales process.
With the right strategic process in place, your rock stars and even average salespeople would begin generating incredible results. The company would see more sales, more income, and more loyalty. Total win.
The key is to eliminate non-revenue generating activities and repetitive manual tasks. Free your salespeople to focus on working with prospects who are the most qualified and ready to buy –what you hired them to do in the first place.
Automation will handle mundane tasks so that you and your sales team can focus on closing deals. Sales process automation systemizes activities, tasks and documentation, allowing for a smoother workflow and increased performance. It also avoids the human error that so often accompanies repetitive, routine tasks and lifts the burden of cold calling and haphazard sales processes.
A few years ago, a study on the Harvard Business Review suggested that you’re 60 times more likely to qualify a lead if you follow up within one hour, compared to waiting 24 hours. Because your team has time for that. With automation, you can be sure that every hot lead is followed up right away. Whether at 8pm on a Friday evening or 6am on a Sunday, your automation system can be hard at work when your team is not.
When Capterra implemented an automated process, they found their sales qualification rate went up 400%, largely due to a combination of faster follow-ups and increased sales efficiency.
Incorporate video into the automated sales process and your company can deliver the perfect sales pitch every time, even to an insomniac prospect at 3 in the morning. Automation converts your prospect’s PC, tablet or mobile-device into your best salesperson.
So with automation in your arsenal, you get the equivalent of hiring an invisible sales force to work full-time around the clock, you see increased revenues and overall growth, you connect with the prospect earlier in the buying cycle, and you have better control over how your product is presented. Level up.
So if you thought this insight was helpful and would like to learn more and see how
it is actually part of an overall Done-For-You marketing system called
a CyberFunnel . . . just CLICK BELOW to watch a short 5 minute video to learn more.
Otherwise be on the lookout for the next company crushing killer tomorrow.