Even your best sales reps aren’t immune to sales performance gaps.
There are common gaps like not following the sales process, poor listening skills, not properly preparing for calls, not identifying valid business reasons (VBR) early in the process… the list continues.
However, one of the most common sales performance gaps that you need to close in order to boost revenue is right at the very beginning of the sales process. Do you know what it is?
The Gap Is At The Top
Sitting at the top of the funnel is a sales performance gap that we need to close in order to drive revenue. That gap is getting appointments.
Ask any salesperson what’s the biggest challenge they face, and we guarantee they’ll mention securing quality appointments. It’s always been a challenge, but according to the 2020 Media Sales Report, it’s harder today than ever before.
Why Is It So Difficult To Get Appointments?
Decision makers are busier balancing work and life, plus, they can get most of the information they want about your product online, and they have a host of human and electronic gate keepers to keep salespeople out.
We have to accept the fact that it’s harder now than it’s ever been before. Since the start of the pandemic, we’ve been saying that now is the time to Accept, Adapt, and Accelerate.
- Accept that there is a new reality
- Adapt to the new reality
- Accelerate the process — do it often so you can improve
What are you going to do, change, and implement in order to Accept, Adapt, and Accelerate?
This is where our Don’t Give Up Strategy — repeatable process with predictable results — pays off. If you create a plan of engagements for your prospects that involves 7-9 attempts in a 10-day period, you will have increased your chances for success drastically. If those attempts are focused on your prospect's needs and business, you will get their attention and get that appointment!
When you lead with business insights and you concentrate your efforts in a short period of time, you will increase your chances of success.
Why Are There Sales Performance Gaps?
Different performance gaps require different identification processes. This particular sales performance gap is caused by skipping steps that we know are important. If you want to close it, you must:
- Commit to running the play
- Writing VBRs
- Sending emails
- Using video in emails
- Leaving strong messages on voicemails
- Leading with insight
- Sending case studies
All of these are really important, and most smart sales organization have sales plays that need to be run. The gap is that we’re not running the play.
Close the gap, run the play you’ll get more appointments.