Sales Managers

scheduling next steps in sales

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The Importance of Scheduling Next Steps in Sales

I can’t tell you the number of calls that I listen to (or receive) where salespeople do not schedule next steps before ending the call. It’s so basic, so fundamental, yet so often neglected.

READ: Call Bridging 101: Paving the Way for a Follow-up Sales Call

Whether it’s an initial cold call, a discovery session, a product demo, or (I shudder at the thought) a proposal review, the lack of direction is startling.

Below I’ll share the importance of next steps, why reps aren’t doing it, and how managers can ensure their reps are scheduling next steps.

The Importance of Concrete Next Steps in Sales
  1. Efficiency: A streamlined sales process is gold. According to CSO Insights, having a defined sales process can increase win rates by up to 15%. Concrete next steps are a cornerstone of this process.
  2. Commitment: When both parties agree on a specific next step, there’s a subtle commitment. This can increase the chances of a deal moving forward.
  3. Clarity: With clear next steps, there’s no ambiguity. Both the rep and the prospect know what’s coming next.
So, Why Aren’t Reps Doing It?
  1. Fear of Commitment: Some reps fear that setting a concrete next step might deter prospects. They think staying “open-ended” gives prospects breathing room.
  2. Lack of Confidence: A rep unsure of the call’s outcome might hesitate to suggest the next step, fearing rejection.
  3. Overlooking the Basics: Surprisingly, some reps get so engrossed in the conversation that they forget this fundamental step.
How to Ensure Reps Schedule Next Steps
  1. Sales Training: Make next-step training a part of your regular sessions. Emphasize its importance, backed by data. For instance, Hubspot reports that 40-50% of sales go to vendors that respond first. Concrete next steps ensure you’re always a step ahead.
  2. Role Play: Include the process of setting next steps in your role-playing exercises. Make it second nature.
  3. Call Monitoring & Feedback: Use call monitoring tools to track how often reps set concrete next steps. Provide feedback and reinforcement.
  4. Celebrate Wins: When a rep successfully moves a deal forward due to well-defined next steps, celebrate it. Let it be a lesson for the whole team.

READ: Tips for Mastering Call Coaching

The sales dance is a series of well-coordinated steps. Missing one can mean stumbling or even falling flat. As someone who’s been in the sales arena for years, I can’t stress enough the importance of clear next steps. It’s not just about closing the current call; it’s about paving the way for the next one. So, let’s get back to basics, prioritize efficiency, and drive our sales with precision.

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Chat GPT Sales Emails

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How to Use ChatGPT to Write Sales Emails

In the digital age, email remains a highly effective way to reach potential customers. However, crafting a compelling sales email can be challenging. That’s where ChatGPT comes in. As an OpenAI language model, ChatGPT can help you write effective sales emails that grab your audience’s attention and convert them into customers by using artificial intelligence. In this blog, we’ll show you how to use ChatGPT to write sales emails that get results.

***

I’m gonna be honest with you: I didn’t write that blog intro. Instead, I asked ChatGPT—a language model trained by OpenAI—to write it. (It’s a little formal, but not bad, eh?)

It’s hard to have a sales or marketing conversation without hearing about artificial intelligence, especially ChatGPT. It’s either the best thing since sliced bread or an evil supercomputer that’ll bring about the end of the world. Most people, I think, fall somewhere in the middle.

As a sales leader, should you be scared of ChatGPT? Or should you embrace this new technology and use it to make your sales teams better?

Although there are lots of potential use cases, in this blog I’ll focus on one: using ChatGPT to write sales emails.

READ: How To Incorporate Sales Emails Into Your Sequences

A tale of two prompts: why you need to be specific when using ChatGPT to write sales emails

ChatGPT can churn out sales scripts and email templates faster than a human writer can. The question is: is it any good? And for sales reps specifically: will it get you more meetings and help you close more deals?

The answer: it totally depends!

In order for ChatGPT to work well, it all comes down to the quality of the prompt. If you have a detailed prompt that provides the AI with the right information, you’re good to go.

Compare the following examples:

***

Prompt: Write a sales email template for Factor 8.

Result: 

Subject: [First Name], Boost Your Sales with Factor 8’s Sales Training Programs

Dear [First Name],

I hope this email finds you well. I wanted to introduce you to Factor 8, a leading sales training company that can help you increase your sales revenue and enhance your team’s performance.

At Factor 8, we understand that sales is a competitive and constantly evolving industry, and we’ve designed our programs to help your team stay ahead of the curve. Our training courses are tailored to meet your unique business needs and goals, and our experienced instructors will work with your team to develop the skills and techniques necessary to close more deals and exceed quotas.

Here are just a few of the benefits you can expect from our sales training programs:

Increased sales revenue: Our training programs are designed to help your team close more deals and exceed quotas, leading to higher sales revenue and improved profitability.

Improved team performance: By providing your team with the skills and techniques necessary to succeed in the competitive sales industry, our programs will help your team perform at their best.

Customized training solutions: We understand that each business has unique needs and goals, which is why we offer customized training solutions tailored to your specific needs.

Experienced instructors: Our instructors have years of experience in the sales industry, and they are committed to helping your team succeed.

To learn more about how Factor 8 can help you improve your sales performance, please visit our website or reply to this email to schedule a call with one of our sales representatives.

Thank you for your time, and I look forward to hearing from you soon.

Best regards,

[Your Name]

[Your Title]

[Your Company]

***

Okay, so it’s not terrible, but let’s be honest – there are a ton of problems with that email:

  • It’s wayyyyyy too long (yawn)
  • A lot of the copy seems canned
  • There’s no personalization within the email

Now, let’s see what happens when we’re more detailed in the prompt.

***

Prompt: Write a first-touch sales email template initiating contact between a Business Development Rep at Factor 8 and a mid-level Sales Manager at Meta. Structure according to the AIDA framework: Attention, Interest, Desire, Action. Make sure there’s at least one question in the body of the email. Be sure to reference our key value proposition: Factor 8 rep & manager training drives topline growth. The call-to-action for the email is to set up a 15-minute introductory call. Limit output to 125 words or less.

Result: 

Subject: Increase Your Sales Revenue with Factor 8’s Manager Training

Hi [First Name],

As a Sales Manager at Meta, you know how important it is to have a well-trained team. That’s why I wanted to introduce you to Factor 8’s training programs. Our training is tailored to meet your unique business needs and goals. Our experienced advisors will equip you with the skills necessary to improve your team’s performance and drive topline growth.

Are you available for a quick 15-minute call this week? Let’s discuss how we can help you achieve your sales targets.

Best regards,

[Your Name]

Business Development Rep, Factor 8

P.S. You can learn more about our training program on our website.

***

I wouldn’t call that a perfect sales email – but it’s definitely headed in the right direction. Most sales reps could probably use that copy as a starting point, then edit and personalize to be more engaging for their target prospect.

Tip: Want to sound less formal? Just add that you want a more casual tone to the prompt.

READ: How to Write Better Sales Emails: 12 Actionable Tips

What We Can Learn from ChatGPT

Here are my takeaways:

  • Understand the intent behind your copy. ChatGPT isn’t a mind reader. It doesn’t know why you want to generate copy or your intended result. So just like in the example above, you need to be specific. (Which means you need to have it figured out before you sit down with the AI. It’s a robot, but don’t waste both of your time!)
  • Gather necessary information in advance. Before you begin the AI writing process, gather all the information you need to create your copy. ChatGPT can pull in some information, but others you’re going to need to specify or add in later.
  • Be as detailed as possible in the prompt. The more information you provide ChatGPT, the better and more relevant it will be. Always add the tone of your messaging into the prompt.
  • Fine-tune your copy. You’ll probably noticed that even with a detailed prompt, ChatGPT wasn’t able to create an engaging sales email. There’s still a gap between AI capabilities and copy that’s engaging to a human reader. Your reps (and maybe even internal your copywriters) will need to bridge that gap. Use ChatGPT as a starting point, and then refine!
  • Test and optimize. Like any good sales asset, once your copy is finalized, it’s important to test it to see how it performs. Create different versions and take them for a spin! You only know if you try.

In the end, is ChatGPT worth it for your sales team? The answer is: it still depends. If it helps jumpstart your creative process to help you generate email templates faster, then it could be great!

But if your reps want to use it as a shortcut instead of doing the hard work to understand the client, gather information, and compile the best ways to engage them – then keeping it all human might be the better way to go.

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Top Techniques for Closing the Sale

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Top Sales Closing Techniques

So you put in the hard work, you hooked your prospect, you got to the decision-maker, and you’re at the finish line – it’s now time to close the sale.

Time to celebrate? Not quite yet…

A shocking 64% of reps don’t actually end up closing the deal. (and unsurprisingly enough, only 10% of customers will close themselves).

So, why aren’t most reps closing? Hint: there are 5 main reasons.

Keep reading to learn our top sales closing techniques. Buckle in, folks!

READ: How to Close More Deals

You Feel Too Pushy & Lack Confidence

I get it – you don’t want to come off as the “used car” sales rep and hound someone to get your deal finalized. Or maybe you’re just nervous and don’t have the full confidence to take that last step.

Let me help you out here – take a look at the graphic below of the buying funnel. Most prospects are stuck up in the top half – they’re in research mode!

Buying Funnel

When you lack the confidence to ask for the close, you’re letting them stay in an endless loop of research and evaluation without clear next steps. The reality is you should be offering clear steps on the VERY FIRST CALL to lead them into the evaluation phase.

Think about it like this: when you go to buy coffee in the morning or stop to pick up lunch, do you walk up and order? Or do you wait for someone to ask you what you want? You probably stared at the menu figuring out what to get and then someone asked if they could take your order, right? They prompted you out of your research and evaluation mode into the bottom half of the funnel!

Helping lead them into those next phases is the core of being a sales rep! It’s not pushy, and not doing it shows a lack of confidence. This is where you decide if you are a true salesperson or not.

Remember: Closing. Helps. The Buyer.

You Don’t Know How To Ask

If you’re worried it sounds too good to be true – it’s not! You can literally just ASK them questions to inch closer to the close. Okay, so the reality is that a lot of those go-to closes rely on cheesy or crappy tactics. Here are a couple good questions and statements for closing sales to steal:

  • Ask a Question: Did we solve the problem? Did we meet your needs? Ready to move onto the next step? 
  • Make an Assumption: We’ll get this nailed down and start next week. When do you want to take delivery? (You’re acting like you’re already involved in the next step!)
  • Which pitch: Which solution is a better fit right now? Which option is a better match for budget? Do you like option A or option B? 
  • Timeline: You mentioned wanting XYZ in place by next month – working backward we’ll need to ink the contract by next week.
  • Add-On: If we can get this wrapped up by the end of the month, we can throw in an extra license and a live training. 

DOWNLOAD: How to Transition to Close

You Need More Customer Info

Don’t make the super embarrassing mistake of lacking customer insight and information by the time you get all the way to closing!

CSO Insights estimates that 26% of deals are actually LOST because sellers weren’t fully aligned to a buyer’s needs before closing. Save yourself the time and hassle by making sure you know these before you get to close:

  • What is the agreed customer goal or pain?
  • What is the “why” behind the buy/value to them?
  • What’s their budget & timeline?
  • What does their buying process look like?
  • What is their current state vs. desired state?
  • Are there other options/competition?
  • Any personal motivation here?

(Hint, if you need help coming up with a pitch that aligns with their value – check out SWIIFT℠!)

READ: SWIIFT℠ Selling Methodology 

You’re Out of the Closing Habit

Closing is a muscle just like anything else – if you aren’t exercising it, you’re not going to know what to do with it when the time comes to use it!

You can close every single call you have with something we like to call closing for commitment. 

Think about football for a second. You’ve got your first downs to lock it in – and instead of having to go all the way back, you get to start on THAT yard line. Now when you apply to this sales – even if it’s something small you’re getting a customer to make a commitment to you. That means next time you’re starting from THAT point! You’re taking up mindshare with them.

Here’s an example:

You’ll never have to ask yourself if it’s closed because you will know and you will OWN exactly what you need to do.

Always plan for the win!

READ: Increase Close Rates Fast With This Technique

You Don’t Know When to Close

Can you guess the most critical stage when it comes to closing?

Gong did a study on this, and believe it or not – the qualification stage is MOST important. Close rates decline by 71% when the next steps are not covered on that first call. Plus – deals that closed the fastest spent 1.53 times MORE talking about those next steps compared to other deals.

If you have a well-defined sales process, you’re 33% more likely to close your deals (TAS Group). And if you don’t know how to gauge when that is or how it plays out – do a trial close! Try something different!

Sometimes you have to abandon your sales script, and that’s okay.

Read: Quickly Transition to Close on Sales Calls

The more confident you get with closing, I promise the easier this gets. So don’t be afraid to get out there, practice, and remember that there’s a closing strategy for each and every one of those fears you might have. You got this – now go get those deals!

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Quick Sales Call Engagement Strategy Tips

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Quickly Improve Prospect Engagement on Sales Calls

How many of you have been on the receiving end of a sales call, bored to tears while the rep on the other end just keeps rattling away? Probably ALL of us.

So what’s the secret to keeping your customers from slowly falling asleep – whether it’s on the phone or a video call?

Here are some quick and easy tips to boost prospect and customer engagement on your next sales call!

The Best Sales Script To Get A Buyer’s Attention

Get Them Talking

The easiest way to tell if you’ve got them engaged is if THEY’RE the ones talking.

One of the best tools you have in your arsenal as a seller is asking the right questions – NOT spewing your value prop and pitch.

Make sure you know the difference between a closed and an open-ended question. A closed question is going to get you nothing but one-word answers. You can start with them, but make sure you have open-ended questions to keep them talking!

  • “Do you have a current service provider?” (closed) is going to get a yes or no.
  • “What’s your biggest struggle with your current service provider?” (open) – that’s going to get you a LOT more.

And if you get a good hook in one of their answers, don’t be too quick to just move onto your list with the next one! The more you can make it feel like a conversation and show you’re actively listening, the more engaged and natural the flow is going to be. Show them you care by connecting with them.

Here’s an easy summary:

  • Closed questions = get them warmed up.
  • Open questions = get them expanding.
  • Follow-up questions = take them to the next level of expansion.

Read Body Language

If you’re using video on your sales call (HIGHLY suggest this, folks), then you’ve got to focus on their body language. This one might seem like a no-brainer, but here are a couple things to watch for.

  • Are they muted? They’re not planning on talking.
  • Looking off to the side or down? They’re working on emails.
  • Are they propped up? They’re BORED!

If you see any of the above – stop what you’re doing, end your screen share, and get back to a conversation to re-engage them.

Don’t Be Afraid to Get Silly

I’ve been there, with a video call full of people slouched over who couldn’t give a hoot what I was going on about.

You know what I did?

I turned off the presentation, I started cracking some jokes – a little bit of razzing to the guy who came late, asked someone else a question, pinned something funny on another person – and it WORKED! People sat up, they got off mute – they wanted to participate!

It’s okay to take a step back, and it’s okay to get a little silly to get them engaged again.

READ: Quick Tips for Running an Engaging Demo

Try using one of these tips on your next sales call and I guarantee you’ll be surprised how easy it can be to get customers to open up!

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sales rep 1:1 meetings

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How to Run Successful Sales Rep 1:1 Meetings

Managers/Leaders: What does it take to run a successful sales rep 1:1 meeting?

Ten bucks says you and your rep have different definitions of “success” here.

As a Rep, we want:

  1. Some solid “atta-boys” – show me the love!
  2. To feel “seen” by management – time and access is a big deal
  3. To gain some insight into the team – department and company 
  4. An understanding of where we stand on the team
  5. Development on how to do even better
  6. Insight into career options and how to get there
  7. A clear understanding of our next goals and how to reach them
  8. To leave feeling important and pumped up to perform

As a Manager, we want:

  1. To be sure our Rep knows where they stand against goal
  2. To be sure our Rep knows how they’ll make their number this month
  3. Clear up any behavioral or skill issues
  4. Be sure they’re cool

Mostly, we need to be done with this meeting and get on with the next one right? Maybe during this time we could also look at the pipeline, the call coaching scores, review company announcements, and check off all vacation requests? Like really, can we just check them completely off the “to-do” list for at LEAST a month?

If I’m reading your mind right now, it’s because these are the questions I get when teaching managers the ropes. Things like…

“Why do I need a separate deal strategy, pipeline, and 1:1?”

“Do these need to be monthly or is quarterly OK?”

“I can do all this in less than 30 minutes, is that OK?”

And the fundamental difference here is that we have 8-15 of these to do a month and our reps have one. We need the team to perform and cause fewer issues, and they need to feel connected to their boss, their team, their career growth, and their company. And you guessed it, their 1:1 time is where it happens.

A recent Forbes article taught us that today’s hiring generations care most about 3 things:

  1. Career development
  2. Skill development
  3. Access to leadership (that’s you, baby!)

Ready for a perspective bomb? Imagine you have kids (if you do, imagine you have easier kids 😉). Yeah, you could probably keep them alive with 60 total minutes/day of feeding, maybe some basic hygiene and transport, but keeping them alive is very different than ensuring their happiness and development as human beings. We’re all trying to spend MORE than a few hours/day with our families right?

I know, your reps are not your children.

Or, are they?

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Top Time Management Tips for Sales Reps

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5 Time Management Tips for Sales Reps

Being in sales is the busiest job in the world – hands down. 

If you’re a leader, you’ve got a ton on your shoulders between leading your team and establishing a strong company culture. Managers – you’re constantly battling fire drills and balancing your own daily tasks, all while coaching your reps. And reps – say no more! You’re on the phone for hours at a time, making hundreds of calls a week in between various other tasks.

Unfortunately, 66% of those ‘other tasks’ are statistically useless. Meaning, that time is devoted to non-revenue-generating activities. 

But the good news is: you can gain back hours of your day by following at least one of these time management tips. Lucky for you, I’ve got 5! 

READ: Top 8 Sales Management Productivity Hacks

Protect Your Time

Guess what: YOU own your time. You get to make the choice what to prioritize and how to handle what comes your way. The best thing you can do is PROTECT IT! 

Block your calendar, get comfortable saying ‘no’ to things that interrupt your workflow or cut into call time. Set boundaries and stick to them. Guard your time, communicate expectations, and get to work.

The other day I had a rep reach out for a meeting and she wanted to give up her time block to schedule our meeting. You know what I said? NO! BIG MISTAKE! I made sure she honored her calendar and let her fit me in somewhere else. 

Remember: there are lots of things in the day as a rep that you just can’t control. You can’t force someone to pick up the phone, you can’t make a lengthy conversation go faster to hop onto your next call, you can’t control if you get a call back. 

But what can you do? Stick to your schedule! 

READ: 4 Time-Saving Prospecting Strategies

Create A Master Plan

Sounds simple, but think about the calls you’re making and what your schedule looks like. Does Client A work night shift? Do they work on the east coast and you’re west? Are they in another country altogether? 

Mapping out your day is going to SAVE you time down the line. You’ll want to categorize your to-do list by the following: 

  • Morning Only Tasks
  • Afternoon Only Tasks
  • Both (can be done either morning and afternoon) 
  • Anytime (can be done morning, noon, or late)

(Note: Don’t forget to plan around time zones!) 

DOWNLOAD: Virtual Selling Cheat Sheet

Set 1 Daily Goal

Set it and actually DO it. Make that your main mission, your top priority, the thing you sit down to do first and accomplish. Consistency is key here to make sure it actually sticks! Do this every day and it REALLY helps. 

Don’t go on autopilot and sit down to check your Slacks, emails, or get into your morning routine. And while you’re at it…                                        

Silence Notifications

Remember what I said about 80% of your day being wasted on non-sales items? That’s probably because your phone is blowing up with a phone call from mom, texts from your college buddy, social media notifications, Slack messages, etc. etc. 

Put your phone on silent, turn off notifications, and focus on what’s in front of you. The ONLY thing you should be working off of is your calendar (or task list) – it will dictate who you need to talk to and when. 

This is going to help you make sure you’re getting to all those calls in a day without the distractions. 

Touch It Once

If you’ve been pushing the same email to the bottom of the pile for the last two weeks, chances are it isn’t that much of a priority. When you’ve got a task at hand – DO something with it. Either respond and finish it so you can put it away, schedule it to a time you can actually take care of it, or delete it if it’s unimportant. 

Whatever you do – don’t just leave it and keep pushing it off. You’re wasting time revisiting the same old piece 3x instead of just touching it once.

READ MORE: 10 Tips for Sales Success from A High Performer

Don’t overcomplicate it. You’ve got a busy enough day, but by adding in a little bit of effort and strategy, you can take back that 19% and get to what you do best: selling! 

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Factor 8 Named Selling Power 2023 Top Sales Training Company

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Factor 8 Named a Selling Power 2023 Top Sales Training Company

Factor 8 is pleased to announce it has been named to Selling Power’s annual list of Top Sales Training Companies in 2023. 

“We are so grateful to Selling Power for recognizing Factor 8 as a Top Sales Training Company,” said Founder and CEO, Lauren Bailey. “My goal over the years has always been to get people to love and STAY in sales, because it’s awesome here. We’re proud to be the only training company on this list that has always focused 100% on teaching virtual and digital sales skills.”

Factor 8’s winning application highlighted the incredible success of its virtual sales training programs and its ability to adapt to its customer’s needs in the constantly evolving corporate landscape. With many years of experience in virtual sales, Factor 8 quickly became a strategic partner to various B2B and B2C companies, helping their sales teams adjust to and excel in virtual and hybrid selling environments.

According to Selling Power publisher and founder Gerhard Gschwandtner, quality sales training is more important than ever. “As the economy continues to slow, accelerating sales becomes increasingly critical to a company’s success. The right sales training delivered at the right time can be the secret ingredient to a company not only surviving in this economy but also thriving.”

All companies on the list submitted a comprehensive application that included a detailed listing of their offerings for both training and retention, innovative solutions, and their company’s unique contributions to the sales training marketplace.

The main criteria used when comparing applicants and selecting the companies to include on this year’s list were:

  1. Depth and breadth of training offered
  2. Innovative offerings (specific training courses, methodology, or delivery methods)
  3. Contributions to the sales training market
  4. Strength of client satisfaction and overall client feedback

To evaluate applicants for the list, the Selling Power team surveyed and considered feedback from nearly 400 clients of the applicants. Here is a brief selection of comments from their clients:

  • “They are helping us achieve a very high standard through their training sessions. Our implementation has already yielded some big positive outcomes.”
  • “They are always available to help. They go above and beyond to provide the support and structures we need for our sales process. Their objection handles and reviews are the best I\’ve seen.”
  • “The level of professionalism, expertise, experience, and deep collaboration to best understand our sales channel challenges was excellent.”
  • “Super-fast responses to customer requests, delivery time frames, high-quality facilitators, and very good rapport with all the team.”
  • “The best methodology for accelerating the success of any sales team with minimal overhead and highest ROI.”
  • “They make every effort to listen and fully understand client needs resulting in training programs that are shaped and focused to meet specific requirements and deliver results. Furthermore, they have the capability to deliver at scale globally in multiple languages.”

Selling Power magazine editors say CROs, sales VPs, and sales enablement leaders can leverage this list to find the right sales training partner to help salespeople succeed during social distancing and remote working.

About Factor 8

Factor 8 is an award-winning sales rep and management training company focused 100% on helping sales teams sell in a virtual world. The want people to love sales – and stay! They are a team of expert sales leaders who quit the daily grind so they could spend their time developing people. Together, they’ve solved the big problem: Sales Reps and Managers are not gaining the skills they need to quickly feel confident and successful long-term. That means they ramp slowly and leave quickly.

About Selling Power

In addition to Selling Power, the leading digital magazine for sales managers and sales VPs since 1981, Personal Selling Power, Inc., produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as videos featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 3.0 Conference, which is attended by a total of more than 4,500 sales leaders each year.

Looking to partner with a top sales training provider?

Contact us today to learn more about our virtual sales training programs
for sales reps and sales managers.



Improve Manager Rep Relationship

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How to Improve the Relationship Between Sales Reps and Managers

With all the economic uncertainty out there, it’s tough to find and keep good reps right now. Data from HubSpot indicates that sales rep turnover is around 35% (even in an economic downturn, attrition is shockingly high).

So how do you keep your star players around? Well, according to our Sales Team Retention Research Project study, the top reason both reps and managers stay with a company is ongoing training and development opportunities to help them succeed in their roles.

In my opinion, the key to a solid rep-manager is: both sides support each other to develop and grow. Here are some tips to put it into action to improve the sales rep-manager relationship. 

What should managers do to retain their reps?

READ: How to Hire and Retain Sales Reps

1. Create coaching opportunities outside the normal flow

A lot of managers wait until the pipeline call or the forecast call to coach. While those meetings add value, they focus on specific outcomes. Where reps often struggle is investing in skills that they can apply to a variety of situations, like negotiation and price anchoring. Spend 30-60 minutes with your reps to work on these skills, and you’ll start seeing more engagement from them. As a general rule, newer or underperforming reps should be coached once per week and tenured or high-performing reps should be coached once per month.

2. Create an explicit growth template

Reps can’t grow if they don’t know what their growth path is supposed to look like. This means you need to actually document the basic competencies and objectives you expect. Then monitor rep improvement on a weekly, monthly, and quarterly basis—not just during an annual 360-review. 

READ: Increase Sales Coaching Frequency

3. Don’t be hypocritical

People have a strong B.S.-meter. They know when you’re faking them out. So if you’re going to expect things from them, you better make sure you’re holding yourself to the same standards.

This doesn’t mean you need to be “macho” or push bravado all the time. You’re going to make mistakes, just like anyone. But set the example of always striving to be better, holding yourself to a high standard, and fixing problems when they arise. 

4. Drive deeper engagement

The more engaged your reps are at work, the more they’ll stick around. So make sure their work stretches them and helps them grow. Provide opportunities for them to push themselves without setting them up to fail. 

When appropriate, let them provide input on the direction and growth of the product and company. They have valuable insights that you can use. Plus, it helps them feel included. 

5. Stay hungry and humble

Even though you’re in a management position, there’s always the opportunity to learn more. Don’t rest on your laurels. Stay hungry, and always look for ways to learn, grow, and improve. 

DOWNLOAD: Tips for Retaining The New Generation of Sales

6. Don’t expect your people to always copy you

Don’t fall for “mini-me” syndrome. Just because you have a great process for selling doesn’t mean it’s the best for everyone. Instead, think about how effective reps are in driving results and meeting quotas, and focus on helping them close gaps and reach those goals faster. There can be an openness in process and style, while at the same time consistency in results. 

7. Seize on little opportunities to build human connections

Managers can do a lot to show reps that they care about them not only as sales machines, but as individuals. And these don’t take a lot of extra time. 

Especially in virtual environments, reps hear from their managers only to discuss forecasts, or when there’s a problem. Find other ways to connect with them as well, even if it’s just to talk about how they’re doing on a personal level. 

What can reps do to build a better relationship with their managers?

1. Be solution-oriented

Don’t come with problems and no solutions. Be a solution-oriented thinker. It helps show the manager that you’re taking ownership of a problem, rather than force them to handle every little thing that comes up. 

2. Be coachable

The opposite of coachability is “I already know everything.” Know what you know, but also know what you don’t know. And be open to learning and growing. It’s really hard for a manager to support a rep who thinks they know everything. 

READ: 10 Tips for Sales Success from a High Performer

3. Don’t blame the leads

We all hear it all the time: If only the leads were better… Strike that phrase from your vocabulary! Stop blaming outside sources for your problems. Find a way to make the most of what you already have. 

4. Get comfortable with ambiguity

Things aren’t always going to be straightforward, especially at different stages of companies. Can you execute when the answer isn’t fully defined? Are you willing to put the answer together yourself? If so, your manager will love you for it. 

5. Always be curious

No one knows everything. There’s always a chance to learn, grow, and evolve. While your manager should be open to your own style, don’t assume that your way works best. Learn from others, and find a way to implement those learnings in your own unique way. 

Final thoughts on the ultimate rep-manager relationship

The key to a good rep-manager relationship is this: support each other, hold each other accountable, and focus on growth. If you do that, you’ll build a solid foundation that makes both parties hesitant to leave the organization. Happy selling!

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What is Inside Sales

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What is Inside Sales?

What the heck does it mean when we refer to “inside sales”? 

Inside sales is the practice of selling products or services remotely, and it’s seen HUGE growth in recent years. As technology continues to advance, so does the future of inside sales. This is an exciting time in the industry! Keep on reading for key takeaways on what to expect in the future.

READ: Different Inside Sales Roles Explained

Artificial Intelligence

One of the biggest trends in the future of inside sales is the use of artificial intelligence (AI). AI can be used to analyze data and identify patterns, allowing sales representatives to focus their efforts on the most promising leads. When used correctly, AI can even assist with customer service – freeing up time for sales representatives to focus on closing deals.

Another trend in the future of inside sales is the use of virtual reality (VR) and augmented reality (AR) technology. These technologies can actually give potential customers an immersive experience, allowing them to see how a product or service will look and feel before making a purchase. This is really useful for products that are difficult to visualize, like home renovations or new furniture.  

READ: How to Use ChatGPT to Write Sales Emails

Remote Work

One of the most significant benefits of inside sales is the ability to work remotely. More and more companies have recognized the benefits to remote work after significant changes around the world (especially the pandemic). Remote work allows sales representatives to be located anywhere in the world, which also allows companies to expand their customer base and tap into new markets!

READ: Transition from Field to Inside Sales

Communication & Marketing

In the future, inside sales will also be impacted by advancements in communication technology. With faster internet speeds and more reliable communication channels, sales representatives will be able to communicate with potential customers more easily and efficiently. We can expect faster response times and better customer service, ultimately resulting in increased sales.

Another development is increased use of video and multimedia content. Sales representatives will be able to create videos and other multimedia content to showcase products and services, but also to provide personality and interact with a more human touch.

This human element ties into the idea that companies will need to focus on developing a strong brand identity. They’ll need to create consistent messaging across all channels and build a reputation for quality and reliability. Sales representatives will need to be brand ambassadors, and work to build trust with potential customers.

Companies will also need to focus on data-driven decision making. With access to more data than ever before, sales teams will be able to analyze customer behavior and make informed decisions about their sales strategy. This will require a strong understanding of analytics and data management, as well as a willingness to embrace new technology.

DOWNLOAD: Human-Centered Communication

Building Relationships + Customer Engagement

As the inside sales industry continues to grow, companies will also need to focus on building strong relationships with their customers through a combination of personalized marketing and customer service. Sales representatives will need to develop a deep understanding of their customers\’ needs and preferences, and tailor their approach accordingly.

Changes in the buying process will also have a huge impact moving forward. With more consumers conducting research online before making a purchase, sales representatives will need to adapt their approach to meet these needs and even anticipate them. This may involve providing more information online, offering live chat support, and using other digital tools to engage with potential customers.

Final Thoughts

The future of inside sales looks increasingly bright! With advancements in AI, VR, and communication technology, sales representatives will be able to work more efficiently and effectively than ever before. 

And as companies continue to adapt to changes in the buying process, inside sales will play an increasingly important role in the sales industry. Utilizing all of the above will set you up for success and help you make a big impact on your bottom line!

READ: What Makes Good Inside Sales Training? 

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Selling to Gen Z and Millennials in 2023

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Selling to Gen Z and Millennials in 2023

Gen Z and Millennials have grown up in an interconnected world with most information available at their fingertips.

Based on current trends, they value two aspects more than anything when judging a brand – speed and authenticity.

Both generations are accustomed to instant gratification thanks to the internet and evolved communication tools. They also value brands that take a strong stance against injustice.

As a more optimistic and ethically minded group, Gen Z and Millennials make calculated decisions when buying something (especially if it’s outside the tech industry!)

For that reason, selling to Gen Z and Millennials requires a certain level of knowledge, understanding, and sales intelligence.

Here are our top tips on how to tailor your selling approaches to both Gen Z and Millennials.

Understanding Gen Z and Millennials

Understanding Gen Z and Millennials significantly helps how you approach selling to them. Here’s some key factors highlighting their similarities and differences:

  • Technology Use: While both generations are tech-savvy, Gen Z has grown up with smartphones and social media, making them more comfortable with technology than Millennials. As a result, Gen Z tends to rely more heavily on online reviews and social media when making purchasing decisions.
  • Brand Loyalty: Millennials are often associated with being loyal to specific brands, but Gen Z tends to be more open to trying new products and experimenting with different brands. They prioritize value and authenticity over brand loyalty, and are more likely to switch to a different brand if they feel it better aligns with their values.
  • Social and Environmental Consciousness: Both generations prioritize social and environmental issues, but Gen Z is more likely to take action on these issues. They seek out brands that share their values and are more likely to the ones that positively impact the world.
  • Communication Style: Gen Z tends to prefer shorter, more direct communication through text messages and emojis, while Millennials are more likely to use longer-form communication like email and phone calls. You can even notice the difference in the resume examples of each generation. While Millennials focus on achievements and uniformity, Gen Z is more likely to experiment with custom design resumes and unique one-liners within their content.
  • Social Media Influence: Both generations are heavily influenced by social media, but Gen Z is more likely to engage with influencers and user-generated content. They trust peer reviews and user-generated content more than traditional advertising.
  • Shopping Habits: Millennials are often associated with being bargain shoppers, while Gen Z prioritizes convenience and speed. Gen Z is more likely to make purchases through their mobile devices and value free shipping and easy returns.
  • Financial Outlook: Millennials came of age during the Great Recession, so they are generally more financially cautious. Gen Z is more optimistic about their financial future and tends to be more willing to spend money on experiences and products that align with their values.

READ: Sales Pitch Tips to Engage Prospects

Tips on Selling to Gen Z and Millennials

First up, let’s reiterate that Millennials and Gen Z prefer authenticity and the ability to be quick and efficient. Keeping that in mind, here are five tips on how to sell to Gen Z and Millennials.

1. Differentiate Between Self-Service and Customer Support

Seems contradictory, right? Both generations actually WANT self-service options while equally expecting excellent customer service.

Gen Z and Millennials want to become an active part of the buying process because they need as much information as possible. They also want the decisions to be final on their terms.

They actively gather as much information as possible on their (and try out free trials) before contacting a brand. Both generations would rather learn more about a product themselves or through organic customer reviews than hear about it from the brand or its sales reps, especially when a new product is involved.

For example, selling a healthcare CRM to a Gen Z or millennial customer should not be done through cold calling or emailing. Instead, adopting a more personal approach is better. Introduce them to the product and allow them to take it for a test run!

At the same time, both generations also expect complete customer support from brands. This can be done through customer service reps, social media, or other easily accessible ways for them to directly communicate and seek assistance.

2. Adherence to Personalization 

Gen Z and Millennials have been constantly bombarded with information their entire lives. Over time, this leads to information saturation, especially when today there are tons of competitors in every business space.

So the bottom line is that true differentiation is only noticed by these groups when there’s personalization involved.

Traditional advertisements involve targeting a massive audience with the same ad and message (like typical TV ads). It worked because people didn’t have enough information available, and they couldn’t use their phones to research a product and check out its reviews quickly.

But that’s the FIRST thing Gen Zers and Millennials do today!

Capturing their attention alone requires a little more effort – you want to make them feel like they’ve been specifically targeted. This is also a great way for brands to show that they care about their customers.

DOWNLOAD: Human-Centered Communication

3. Fast Media Is Key 

It’s no secret that videos have become one of the most consumed forms of media. While it started with Vine’s six-second videos, we now have TikTok, Instagram Reels, and stories on multiple social media platforms.

This form of fast media is what most Gen Z and Millennials consume on a daily basis. This is where they trust information on current events, find entertainment, and buy products.

Gen Z typically uses social media like TikTok as a search engine rather than Google. Think about that for a second – that means a huge part of selling to Gen Z and Millennials involves effectively marketing on these social platforms.

General social media ads do not cut it. You need to provide quick, consumable content that’s engaging and enlightening. What value are you bringing to them? That’s how you build a following and a loyal community today.

READ: Value-Adding with the SWIIFT℠ Selling Methodology

4. Use Their Language 

In order to communicate with Gen Z and Millennials effectively, you need to speak their language. Don’t toss in phrases or words they use nowadays (especially if you don’t know the meaning or social connotation) while keeping the rest of your business tone professional.

Authenticity trumps all. One of the easiest ways to do it? Get that form of insight directly from the source by hiring a millennial or Gen Z employee.

Speaking their language involves using their specific vocabulary, using their jokes and memes, and any relevant acronyms.

Remember these are often very trendy and constantly evolving. Make sure you’ve got someone with their finger on the pulse to continually update your brand’s language along with what’s being used by your customers.

5. Values and Activism Matters 

When it comes to Gen Z and Millennials, they have very strong beliefs regarding common societal issues. They also expect their brands to adhere to those beliefs and opinions.

You can’t expect to seem authentic if you suddenly start performative allyship or activism. Gen Z and Millennials can easily call this out or feel when it isn’t sincere. And once that happens, you’ve lost their trust – and it’s unlikely you’ll win it back anytime soon.

Start establishing a strong base of values and causes your brand supports. Moreover, be open and transparent about what you’re doing for the causes you support! For example, if your brand believes in sustainability, what is it actively doing to make the business more sustainable?

You also want to make sure all aspects of the company are on the same page – from revenue, to delivery, and other teams within the organization.

READ: Improving Sales-Marketing Alignment

Final Thoughts

Selling to Gen Z and Millennials isn’t challenging if you’re actively adapting to the changing marketing landscape.

Adopting strong marketing strategies will always help your brand in the long run and allow you to build brand affinity.

One key takeaway? Have fun with it! Continue experimenting with new ways to connect with the latest generations and remember that authenticity and speed are always your number one priority.

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