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How Do Logistics Companies Adapt Sales Strategies Amid Global Challenges?

Logistics companies must strategically evolve their sales approaches when facing unprecedented challenges. As the world experiences geopolitical shifts, economic uncertainties, and digital transformation, logistics companies must adeptly deal with these complexities to sustain and grow their businesses. This demands understanding emerging market trends, integrating cutting-edge technologies into logistics strategies, and proactively responding to changing consumer behaviors.

In this context, let’s discuss a few examples of how logistics companies adapt sales strategies amid global challenges and recalibrate their methods to effectively meet the demands of the modern market.

READ: 6 Logistics Sales Tips to Master Phone Selling

Key Takeaways

  • Logistics companies face unprecedented geopolitical shifts, economic uncertainties, and digital transformations. To thrive, they must understand emerging market trends, integrate cutting-edge technologies, and respond proactively to changing consumer behaviors.
  • Volatile markets demand adaptive strategies and resilient decision-making. Logistics companies must navigate economic uncertainties by staying agile, making strategic decisions, and optimizing operations to thrive in unpredictable landscapes.
  • Economic uncertainties directly impact consumer spending, influencing logistics demand. Companies must remain flexible, efficiently manage supply chains, and be prepared to handle fluctuations in workload, ensuring resilience in uncertain economic times.

Understanding Global Challenges

Dealing with complicated global challenges requires a comprehensive understanding of the complex factors shaping our world. From geopolitical tensions and economic fluctuations to environmental concerns, let’s look into the various global challenges, offering insights into their origins, impacts, and potential avenues for effective resolution.

Economic Uncertainties

Businesses struggle with volatile markets and changing paradigms amid economic uncertainties. Navigating these challenges demands adaptive strategies and resilient decision-making to thrive in an unpredictable landscape.

Impact On Consumer Spending And Demand For The Logistics Industry

Economic uncertainties affect people’s spending, impacting the whole inbound logistics industry. When people are unsure about the economy, they spend less. This makes logistics companies rethink their plans to save money and work better. The demand for moving goods around also goes up and down.

So, these companies must be flexible and smart in managing their supply chains. They have to find ways to be efficient while being ready to handle more or less work quickly. This helps them stay strong and responsive, even in an uncertain economy.

Currency Fluctuations And Their Effects On Pricing

Currency fluctuations play a pivotal role in shaping pricing dynamics. When a country’s currency value shifts, it impacts the cost of imported goods and production inputs. For businesses dealing with international trade, these changes can lead to unpredictable costs, affecting pricing strategies. A weaker currency can make exports more competitive but might squeeze profit margins.

Adaptable pricing mechanisms become crucial for businesses to absorb currency-related shocks, ensuring competitiveness and financial stability in the face of ever-changing exchange rates. Balancing these factors is vital for sustained market presence.

WATCH: 10 Virtual Sales Tips Guaranteed To Add Faster Revenue [FreightWaves]

Supply Chain Disruptions

Supply chain disruptions, unforeseen and impactful, pose significant challenges to businesses worldwide. Whether triggered by natural disasters, global events, or logistical hurdles, these disruptions can ripple through industries, affecting production, inventory, supply chain visibility, and customer satisfaction.

Impacts Of Geopolitical Tensions On Supply Chain Management

Geopolitical tensions, like conflicts between countries, can affect how things are moved and made globally. Tariffs and trade issues can make getting the stuff needed for business harder, leading to more costs, delays, and shortages.

To handle this, companies should use different suppliers, be flexible in moving things, and monitor political situations. Planning for these risks is crucial to keeping supply chain actions running smoothly. Understanding what’s happening between countries helps businesses be ready and resilient in the face of these challenges in their supply chains.

Natural Disasters And Their Influence On Logistics Operations

Unfortunately, natural disasters, such as earthquakes or floods, disrupt supply chains. They hinder the transportation of trucks and deteriorate roadways, making it difficult to deliver goods on schedule. Companies must quickly find new ways to send stuff, deal with insufficient products, and keep their workers safe.

After the disaster, they might need to help deliver things to needy people. Being ready for these problems by checking risks, using different suppliers, and having backup plans. With more and more bad weather happening, companies always need to stay ahead and be ready to adjust their plans to keep things working okay.

Technological Advancements

In the era of rapid innovation, technological advancements are transforming how we live and work. From the breakthroughs in artificial intelligence to the seamless integration of smart devices, let’s explore the dynamic landscape of technological progress and its profound impact on shaping our present and future.

Digital Technologies In The Logistics Industry

Digital technologies are changing how the logistics system works. Things like computers, data analysis, and smart devices make moving goods faster and cheaper. Tools track shipments, improving routes and reducing delays. Using the Internet to share information helps everyone work together.

Smart machines predict what will happen, making it easier to plan. Connecting online shopping with shipping makes delivering orders faster. These tech changes improve the logistics process, help the industry stay flexible, and grow in our modern and tech-driven world.

The Rise of E-Commerce And Its Implication For Logistics Sales

The rise in e-commerce is changing how things are bought and sold, significantly affecting logistics sales. The increasing popularity of online shopping has led to a greater need for dependable and effective logistics services. Logistics companies must adapt by integrating advanced technologies and logistics functions, optimizing last-mile delivery, and bolstering warehouse capabilities.

The growth of online businesses demands a customer-centric logistics strategy that prioritizes openness and adaptability. Meeting the changing demands of online platforms, maintaining a smooth supply chain, and taking advantage of the growing opportunities given by the digital marketplace are now critical components of successful logistics sales.

DOWNLOAD: Top Virtual Sales Challenges [INFOGRAPHIC]

Adapting A Sales Strategy

In a dynamic landscape, businesses must flexibly respond to shifting consumer behaviors, emerging technologies, industry events, and market trends, ensuring resilience and sustained success in a rapidly changing environment.

Embracing Digital Transformation

In the era of rapid technological evolution, embracing digital transformation is key to staying relevant and competitive.

Leveraging Technology For Efficient Sales Process

Using technology effectively is essential for a successful sales process. Customer relationship management (CRM) systems streamline communication, track interactions, and optimize lead management.

Automation tools facilitate personalized communication and nurture leads at scale. Advanced analytics provide insights into customer preferences, aiding targeted selling strategies. E-commerce integration enables seamless transactions, while AI-driven chatbots enhance customer support. Mobile platforms empower sales teams to operate flexibly.

By leveraging these technologies, companies increase productivity, decrease expenses, and develop a customer-centric approach and responsive sales ecosystem, giving them a competitive advantage in today’s tech-driven market.

Implementing E-Commerce Platforms and Online Sales Channels

Integrating e-commerce websites, online platforms, and online sales channels is transformative for businesses. Establishing a robust online presence facilitates global reach and 24/7 accessibility. E-commerce platforms streamline transactions, ensuring a seamless and secure customer shopping experience.

Utilizing online sales channels, such as social media and marketplaces, expands visibility and diversifies revenue streams. Responsive websites and mobile optimization enhance end-user experience. Leveraging predictive analytics also provides valuable insights into customer behavior, aiding targeted marketing.

Businesses can increase market reach and adjust to changing consumer preferences by utilizing various digital distribution channels, which promotes growth and competitiveness in the ever-changing world of online commerce.

Diversification Of Services

Embracing diversification in services is a strategic move for businesses navigating today’s dynamic markets. Know the importance of expanding offerings to meet diverse consumer needs, fostering adaptability, mitigating risks, and ensuring sustained growth in an ever-evolving business landscape.

Expanding Service Levels To Meet Changing Market Demands

Businesses need to adapt their services as market demands change to stay competitive in the industry. It means offering what customers order, whether personalized experiences or quick customer support. By being flexible and paying attention to people’s needs, companies can keep customers happy and grab new opportunities in the evolving market.

Specialized Solutions For Niche Markets and Industries

Creating specialized solutions for niche markets means customizing products or services to meet specific needs in particular industries or customer groups. This approach helps businesses stand out by addressing unique challenges and opportunities.

It allows companies to build expertise and establish a competitive edge in markets with specific demands. Providing tailored solutions is an effective way for businesses to differentiate themselves and succeed in industries where one-size-fits-all offerings may not suffice, fostering long-term success and customer satisfaction within these specialized markets.

Agility and Flexibility

Agility and flexibility are essential for success in the dynamic business world. Understanding how businesses navigate change, seize opportunities, and respond promptly to evolving demands positions themselves for resilience and sustained growth in dynamic environments.

Creating Flexible Sales Structures To Respond To Dynamic Market Conditions

Creating flexible sales structures involves strategic design to respond swiftly to dynamic market conditions. Start by understanding evolving consumer needs and monitoring market trends. Develop an adaptable framework that allows quick adjustments to pricing offerings and sales strategies. Embrace technology for real-time data analysis to inform decision-making. Foster a culture of agility within the sales team, encouraging proactive responses to changing market dynamics.

Regularly assess and refine the sales structure based on performance metrics and customer feedback. This approach ensures that businesses remain responsive, capitalize on emerging opportunities, and effectively navigate the complexities of a dynamic market environment.

Building Adaptive Pricing Models

Building adaptive pricing models requires a strategic approach. Analyze market dynamics, considering demand, competition, and economic trends. Implement data-driven insights to identify optimal pricing points and incorporate flexibility to adjust in real time.

Embrace dynamic pricing algorithms that respond to changes, ensuring competitiveness. Tailor pricing structures to diverse customer segments, balancing value proposition and affordability. Regularly assess and refine models based on performance and market shifts.

Incorporate customer feedback to enhance pricing strategies. Businesses can cope with changing market environments, maximize income, and remain flexible in reacting to changing customer behavior and market situations by continuously adapting corporate strategy.

Customer Relationship Management (CRM)

Customer Relationship Management (CRM) is a pivotal strategy in modern business. From tracking interactions to enhancing personalized experiences, CRM is vital in fostering customer loyalty and driving sustainable business growth.

Utilizing CRM Systems To Enhance Customer Interactions

Leveraging CRM systems is critical to enhancing customer interactions. Begin by centralizing customer data to gain a comprehensive view. Use this information to personalize interactions, addressing individual needs and preferences. Implement automation for timely follow-ups, ensuring consistent engagement. Analyze customer behavior data to anticipate needs and tailor offerings.

Share customer insights within the CRM platform to encourage collaboration across teams. Update and maintain data accuracy regularly for effective decision-making. By utilizing CRM systems adeptly, businesses can build stronger relationships, improve communication, and create a customer-centric approach that fosters loyalty and satisfaction in today’s competitive market landscape.

Personalizing Sales Approaches Based On Customer Needs

Personalizing sales approaches involves understanding and responding to individual customer needs. Start by collecting and analyzing customer data to gain insights into preferences and behaviors. Tailor communication and product recommendations accordingly.

Utilize CRM systems for a centralized view of customer interactions, ensuring a seamless channel for customer experience throughout. Implement targeted marketing strategies that address specific needs and concerns. Foster open communication, encouraging feedback for continuous improvement. Regularly assess and adjust sales techniques based on customer responses.

Collaborative Approaches

Collaborative approaches stand as a cornerstone in today’s interconnected business landscape. From cross-functional teamwork to strategic partnerships, this approach cultivates innovation, accelerates problem-solving, and ensures collective success in navigating the complexities of modern industries.

Collaborating With Other Logistics Companies For Network Expansion

Collaborating with other logistics companies for network expansion requires strategic partnerships and shared goals. Begin by identifying compatible partners with complementary strengths. Establish transparent communication channels and define mutual objectives.

Implement technology solutions for seamless information exchange and coordination. Develop standardized processes to enhance interoperability. Foster a culture of collaboration among teams through joint training and knowledge sharing.

Review the partnership’s performance and adapt strategies as needed. By working together, logistics companies can create a robust network, optimize resources, enhance service capabilities, and capitalize on collective strengths to navigate the challenges and opportunities of the ever-evolving logistics industry.

Strategic Partnerships With Technology Providers For Innovation

Forming strategic partnerships with technology providers for innovation involves careful planning. Identify providers whose solutions align with your business goals. Establish clear communication channels and shared objectives. Collaborate on research and development to create innovative solutions.

Leverage their technological expertise to enhance your products or services. Foster a symbiotic relationship that benefits both parties. Regularly evaluate and adapt the partnership to evolving needs. Embrace a culture of continuous learning and collaboration. Through these strategic alliances and strong relationships, businesses can stay at the forefront of innovation, drive competitiveness, and capitalize on emerging technologies to meet the dynamic demands of the market.

Incorporating Sustainability In Sales Strategies

Integrating sustainability into sales strategies requires a holistic approach. Begin by aligning products or services with eco-friendly practices. Communicate transparently about sustainable initiatives to build customer trust. Implement green supply chain practices and choose eco-friendly packaging. Educate sales teams to articulate the environmental benefits of offerings.

Establish partnerships with sustainable suppliers. Integrate sustainable practices into marketing materials and campaigns. Leverage certifications to validate sustainability claims. Regularly assess and improve sustainability efforts. By incorporating eco-conscious elements into sales strategies, businesses appeal to environmentally-conscious consumers and contribute to a more sustainable and responsible marketplace.

Addressing Environmental Concerns To Attract Socially Responsible Clients

Addressing environmental concerns to attract socially responsible clients involves strategic initiatives. Start by transparently communicating eco-friendly practices in products and operations. Obtain and showcase relevant certifications.

Integrate sustainable practices into marketing materials. Support environmental causes and share these efforts with the community. Collaborate with eco-friendly partners and suppliers. Implement green packaging and supply chain solutions.

Educate clients on the positive environmental impact of their choices. Continually assess and improve sustainability efforts. By actively addressing environmental concerns, businesses can attract socially responsible clients and contribute to a more sustainable and conscientious business ecosystem.

WATCH: Sales Enablement Secrets: Actionable Sales Training Tips, Trends, And Advice

Talent Development and Sales Training

Talent development and sales training are critical pillars of organizational growth. From honing individual capabilities to fostering a culture of continuous learning, talent development, and training are key elements in achieving sustained success in dynamic industries.

READ: Why Event-Based Sales Training Falls Short

Training Sales Professionals On New Technologies And Trends

Training sales professionals on new technologies and trends involves a strategic approach. Begin by assessing skill gaps and identifying relevant technologies. Implement interactive and hands-on training sessions. Provide access to online resources and simulations.

Foster a culture of continuous learning through workshops and seminars. Encourage collaboration and knowledge-sharing among sales teams. Stay updated on emerging trends to adapt training content. Leverage e-learning platforms for flexibility.

Offer incentives and recognition for skill development. Regularly evaluate training effectiveness and refine programs as needed. By keeping sales teams abreast of technological advancements, businesses ensure adaptability and competitiveness in a rapidly evolving market.

READ: How to Measure Sales Training ROI

Developing A Customer-Centric Mindset Within The Sales Force

Developing a customer-centric mindset within the sales force requires a cultural shift. Start by emphasizing the importance of customer satisfaction in training programs. Encourage active listening and empathy during customer interactions.

Foster a collaborative approach, aligning sales goals with customer needs. Provide tools and resources that prioritize customer insights. Recognize and reward customer-centric behavior. Implement feedback loops to improve customer engagement continuously.

Integrate customer feedback into sales strategies. Cultivate a company-wide commitment to customer satisfaction. Using customer expectations and a customer-centric mindset, sales teams can build stronger relationships, enhance loyalty, and contribute to sustained business success in today’s customer-focused market.

Understanding And Adapting To Diverse Global Markets

Understanding and adapting to diverse global markets is crucial for business success. Conduct comprehensive market research to grasp cultural nuances, preferences, and economic trends.

Tailor marketing strategies to resonate with local audiences, considering language, customs, and values. Establish partnerships with local experts to navigate regulatory landscapes. Utilize technology for effective communication and market outreach.

Be agile in adapting products or services to meet specific market needs. Embrace diversity within the organization to foster cultural intelligence. Continuously monitor and respond to evolving market dynamics. Businesses can build resilience and thrive in a globally interconnected world by navigating the intricacies of diverse global markets.

Incorporating Cultural Intelligence In Sales Approaches

Incorporating cultural intelligence in sales approaches is pivotal. Start by fostering cultural awareness through training programs. Encourage active listening to understand diverse customer perspectives. Adapt communication styles and content to resonate with different cultures.

Employ sales teams that represent diverse backgrounds for a nuanced approach—leverage technology for language translation and cross-cultural communication. Respect cultural norms and etiquette in business interactions.

Collaborate with local experts for market insights. Continuously educate sales professionals on global trends and cultural shifts. By embracing cultural intelligence, businesses can build trust, establish meaningful connections, and tailor sales strategies that resonate authentically with diverse audiences in a globalized market.

Final Thoughts

In conclusion, logistics companies must adapt sales strategies amid global challenges for sustained success. Navigating geopolitical shifts, economic uncertainties, and digital transformation demands a proactive and flexible approach.

Logistics firms can thrive in the face of complexity by embracing innovative sales methodologies, integrating cutting-edge technologies, and staying attuned to emerging market trends. Their ability to recalibrate strategies, foster agility in supply chain management, and address changing consumer behaviors positions them for resilience.

In this dynamic landscape, the evolution of sales email marketing strategies becomes a necessity and a strategic imperative for supply chain process logistics companies to thrive amidst global challenges.

About the Author:

Diana Zheng

Diana leads the growth marketing initiatives at Stallion Express. As a personal trainer turned digital marketer, Diana is obsessed with equipping eCommerce entrepreneurs with everything they need to scale their online businesses. You can catch her doing yoga or hitting the tennis courts in her spare time.

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Sales Training: How to Get Buy-in From Your Salespeople

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Sales Training: How to Get Buy-in From Your Salespeople

Are you having a hard time getting salespeople bought into sales training and ongoing learning? Struggling to get their attention? Unable to get them to try and apply new skills?

It all comes down to behavior change. Getting people to try new things and change their behavior is one of the toughest things out there.

READ: What Makes Good Inside Sales Training?

That’s why I use a model called BLISS.

If you’re having trouble getting adoption, include each of the steps below represented in your training program.

B – Buy-in – If you want a salesperson’s time – their most valuable resource – you better show them upfront why it’s well worth their time. Show them ROI and results, or prove that they may need some help here. Basically, prove they’re in trouble without using the skill OR prove the benefit of using the skill.

L –  Learning – As training experts, I don’t need to tell you what good facilitation is. I use the CUP model. C stands for “Connect”, U for “Use” and P for “Practice.” If it’s a video, it’s not learning (more on that topic here).

I – Integration – We have to be able to use skills at the same time when we’re in sales. I can’t just have a folder of product training, skills training, and systems training and not integrate them. So, if you want people to use your new skill, show them HOW and WHEN it’s being applied. Help train the triggers of when to grab this folder and practice it integrated with other skills.

S – Synthesis – Make sure you’re practicing with other skills. If this is something that’s just in theory and sort of left on a shelf, it’s going stay on that shelf. Bring it into the real world. At Factor 8, we always make live calls practicing new skills during training. We’ve learned it, we’ve role-played it, we’ve talked about it, now we’re going to go do it and get some feedback on it.

S – Support – Getting busy revenue leaders to support training initiatives is rough. We’ve got to do buy-in for them as well. My tip here is make it FAST and EASY for frontline managers to support these new skills. Bring them into the training but give them tools to use. We have a manager toolkit for every class we teach with easy-to-use activities in huddles, classes, or training sessions to keep skills alive. Things like call coaching forms or call coaching cheat sheets to help them support the newly learned skills. 

Follow the steps in BLISS and you’ll blissfully ensure that salespeople will embrace and apply new skills. Need help? Email me at LB@factor8.com.

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Sales Confidence: How to Build it During Onboarding

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How to Build Sales Confidence During Onboarding

I’ve heard from many sales leaders lately that it’s tough getting the next generation of sellers to pick up the phone.

We all know that no one wants to make cold calls, but the endless email and InMail touches and cadences that your reps are using aren’t working.

And, with the new Gmail and Yahoo email restrictions that kicked in this year, it’s more important than ever to go back to basics and get new sellers to pick up the phone.

At Factor 8, we’re focused on teaching reps tactical phone sales skills to help them build sales confidence (so they’ll pick up the phone AND feel great about it!)

Today, I’m talking about new sales hire onboarding.

When you’re bringing on someone new – especially when they’re remote – one of the most important things you can do in new hire onboarding is use call recordings.

READ: Tips for Virtually Onboarding New Sales Reps

The game has changed over the past few years. When sellers are remote, they can’t just sit next to their peers,  hear what’s happening, and learn the good, bad, and ugly.

If your company doesn’t record calls, or you’re worried about not having a specific rep’s call recordings, toss that – it doesn’t matter. You can learn so much from any call recording.

In fact, at Factor 8 in our Sales Bar, our online sales training platform, we have thousands of user-submitted recorded sales calls from all different industries, organized by skill (i.e. call intro, overcoming objections, call bridging, closing, etc.)

READ: 7 Hacks to Improve New Sales Rep Onboarding

During onboarding, break down the call and let reps listen to what it sounds like, even if it’s not a good call, because what we’re scared of is what the customer is going to say to us (and the inability to think on our feet to respond to them intelligently).

When reps hear different scenarios on sales calls 20 or 30 times, they begin to feel comfortable and that fear starts to go away and the confidence rises.

And that’s the name of the game, folks: confidence. You’ve got to have it to succeed in sales, and building it begins at onboarding.

Need help building sales confidence in your sales reps? Email me at LB@factor8.com. I’m happy to help!

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Sales Enablement Secrets: Actionable Sales Training Tips, Trends, and Advice [Webinar Recording]

Sales Enablement Secrets: Actionable Sales Training Tips, Trends, and Advice

[Video Recording]

TOP SALES TRAINING TIPS FOR ENABLEMENT LEADERS

Partnering with Sales Leaders to onboard and upskill digital (and often remote) sellers may well be the hardest job in the enablement department – and certainly the one with the least thanks!  

Join 25-year sales enablement veteran LB to hear tips on:

  • The fastest way to reduce new rep ramp time
  • Tiny skills that make a BIG difference (we get 2-3x results of past new hire classes)
  • How to engage managers to support training
  • Why videos don’t work (and how to teach sales leaders this)
  • Where AI can (and can’t) help
  • What we have to do now for remote sellers
  • Implementation guides that ensure new skills get used
  • Skills every seller and sales manager needs in 2024

Who should watch this session?

  • Veteran trainers/training leaders that want to better partner with sales
  • Sales leaders who onboard their own teams
  • New sales enablement/trainers that want trends and best practices
  • Sales managers keen to build learning cultures

This webinar was made possible thanks to our sponsor, Uniphore.

Meet “Q for Sales“, an AI-powered Sales Assistant from Uniphore to help you eliminate busy work, coach smarter, and close faster. Learn more here.

Watch the video replay!

TOP SALES TRAINING TIPS FOR ENABLEMENT LEADERS

Partnering with Sales Leaders to onboard and upskill digital (and often remote) sellers may well be the hardest job in the enablement department – and certainly the one with the least thanks!  

Join 25-year sales enablement veteran LB to hear tips on:

  • The fastest way to reduce new rep ramp time
  • Tiny skills that make a BIG difference (we get 2-3x results of past new hire classes)
  • How to engage managers to support training
  • Why videos don’t work (and how to teach sales leaders this)
  • Where AI can (and can’t) help
  • What we have to do now for remote sellers
  • Implementation guides that ensure new skills get used
  • Skills every seller and sales manager needs in 2024

Who should watch this session?

  • Veteran trainers/training leaders that want to better partner with sales
  • Sales leaders who onboard their own teams
  • New sales enablement/trainers that want trends and best practices
  • Sales managers keen to build learning cultures

This webinar was made possible thanks to our sponsor, Uniphore.

Meet “Q for Sales“, an AI-powered Sales Assistant from Uniphore to help you eliminate busy work, coach smarter, and close faster. Learn more here.

Watch the video replay!

Sales Manager Training Implementation [Guide]

Sales Manager Training Implementation Guide

[Guide]

Ensure New Sales Skills Stick With Our Training Implementation Guide

When learning, recalling, and applying a new sales skill is critical, our Factor 8 sales manager training implementation guide is your ultimate resource!

It’s common knowledge that employees forget 50% of what you tell them within 1 day (and over 90% within a week). That’s where great sales training and coaching come in. So how do you do it when it really counts?

Factor 8 has been training sellers and managers for over 15 years getting and sustaining amazing results like:

  • Over 50% improvement in conversion rates
  • Double and TRIPLE talk times
  • 25% increase in ARR
  • Millions in new pipeline uncovered
  • 500% improvements over past new hire class performance

We’ve achieved these through our combination of strategy, tactics, interactions, and training best practices – including our recipe for the perfect high-stakes roll-out.

Download your guide today for a step-by-step approach to teaching, supporting, and coaching new skills including:

  • A blended learning approach
  • Using learning activities
  • Involving managers for coaching
  • Results measurement
  • Gamification

When it matters most, do it right!

Download your guide below!

Ensure New Sales Skills Stick With Our Training Implementation Guide

When learning, recalling, and applying a new sales skill is critical, our Factor 8 sales manager training implementation guide is your ultimate resource!

It’s common knowledge that employees forget 50% of what you tell them within 1 day (and over 90% within a week). That’s where great sales training and coaching come in. So how do you do it when it really counts?

Factor 8 has been training sellers and managers for over 15 years getting and sustaining amazing results like:

  • Over 50% improvement in conversion rates
  • Double and TRIPLE talk times
  • 25% increase in ARR
  • Millions in new pipeline uncovered
  • 500% improvements over past new hire class performance

We’ve achieved these through our combination of strategy, tactics, interactions, and training best practices – including our recipe for the perfect high-stakes roll-out.

Download your guide today for a step-by-step approach to teaching, supporting, and coaching new skills including:

  • A blended learning approach
  • Using learning activities
  • Involving managers for coaching
  • Results measurement
  • Gamification

When it matters most, do it right!

Download your guide below!

How To Develop Sales Managers

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How to Develop New Sales Managers

Working with newly-promoted sales managers may be my very favorite thing. Maybe that’s because the pain I remember in their position is still a bit fresh (albeit over 20 years old…)

READ: 5 Quick Tips for New Sales Managers

The transition from rep to manager is tough. It’s also risky for both the company and the new manager. Companies lose top-performing reps and serial high-achievers sign on to feel NOT successful for a good six months. I’ve seen some sad stories of new managers flailing, flat-lining growth, or simply quitting in their first year. It’s sad for the manager and it’s a double loss for the company. They lose a manager AND top performer.

So how do we support and develop new sales managers to help them feel more successful sooner? 

1. Talk in detail about the expectations of the new job.

Top reps are competitive, self-centered, and aggressive (said with love, folks). Margaret Arakawa said it best in a panel once. I paraphrase, “Moving from top rep to manager is like leaving the role of the lead actress on stage to become an executive producer.”

Exactly. 

Successful managers focus on:

    • Developing their team

    • Solving problems

    • Creating atmospheres for motivation

    • Prioritizing work

    • Managing admin to clear selling time for reps

READ: Tips for Mastering Call Coaching

What they don’t do is:

    • Close sales

    • Maintain customer relationships

    • Win contests

    • Count on themselves alone to get the job done

    • Sit in the spotlight

2. Be frank that disappointment is OK

Most new managers talk to me about their utter disappointment in their first year. Not with the job (exclusively) but with their team. They aren’t used to relating to reps who aren’t as dedicated and passionate as they were. Help them see that this is normal and talk about strategies for dealing with the frustration. 

Ultimately the buck stops with them and their success is getting the most consistent and high-level performance from these people. Set some expectations! For example, talk about how a sales manager’s success is judged not just by the number but also by:

    • Reduced time for new hires to hit quota 

    • Percent of the entire team to quota – not just overall percent

    • Reduced attrition

    • Rep promotions

Each of these requires a focus on the people, their success, and their development. Sure we want managers focused on the “W,” but it needs to be a Team W, not their personal commission check. Hearing this advice from a leader they respect can help them focus on the right things early and find new ways to get daily wins.

3. Go beyond HR 

If you’re lucky, managers have access to some generic management skills about communicating with others, approving timecards, giving feedback, etc. Helpful stuff. Not job training. Get them sales management skills like:

    • The management cadence: what meetings they need on their calendar and how often.

    • Time management for sales managers: Which is first? The line at your desk? The upset customer? The request for a report from the boss or the deal discount to close a sale? This skill will make or break a new leader. Prevent burnout before it happens!

    • Translating sales goals and driving sales performance: New managers struggle to get beyond managing activity. Help them learn to translate strategy and the big number into monthly, weekly, and daily activities for reps. 

    • Performance 1:1 meetings: Help managers communicate the goal, the performance to date, motivate reps to succeed, and build relationships with their teams during this meeting.

    • Call coaching: Call coaching isn’t natural behavior for high-achievers. It takes an extreme amount of patience, customer focus, and a set process to be successful. Without skill training on coaching, they’ll either skip it or maybe even demotivate their team. Help teach them to do it right before they wind up a statistic. 

    • Find them a mentor: A mentor becomes a safe space to vent, ask questions they’re afraid to ask their Director, and frankly a lifeline. And if you’ve promoted a woman, work to find her a female mentor. Yes, it does make a difference. #GirlsClub can help here if you’re lacking female sales leadership talent.

DOWNLOAD: Critical New Sales Manager Skills to Master

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The Truth About ChatGPT: 10 Things Sales & Enablement Leaders Need To Know & Try [Webinar Recording]

The Truth About ChatGPT: 10 Things Sales & Enablement Leaders Need To Know & Try

[Webinar Recording]

CHATGPT TIPS FOR SALES ENABLEMENT LEADERS

Everyone is talking about it, but studies show more than half of leaders aren’t actually using tools like ChatGPT regularly – but your teams likely are.

This means exposure to some risks you need to understand – quickly.

It also means you could be saving some serious time (and possibly budget?). It’s time to get your arms around how you and your team will use AI tools next year and your policies about them.

If you don’t have a task force, team training, or a roadmap yet, this session is for you. Buzzwords and hype will be broken down into simple terms, suggested use cases, and tactical suggestions you can try immediately (without feeling like the only person who isn’t getting it).

Special focus on things that work (and things that don’t) for busy sales leaders and enablement teams for prospecting, new hire training, and team management.

No theory. No hype. Just road-tested suggestions for the sales and enablement audience from a sales enablement tactician and moderate ChatGPT user.

Watch the video replay!

CHATGPT TIPS FOR SALES ENABLEMENT LEADERS

Everyone is talking about it, but studies show more than half of leaders aren’t actually using tools like ChatGPT regularly – but your teams likely are.

This means exposure to some risks you need to understand – quickly.

It also means you could be saving some serious time (and possibly budget?). It’s time to get your arms around how you and your team will use AI tools next year and your policies about them.

If you don’t have a task force, team training, or a roadmap yet, this session is for you. Buzzwords and hype will be broken down into simple terms, suggested use cases, and tactical suggestions you can try immediately (without feeling like the only person who isn’t getting it).

Special focus on things that work (and things that don’t) for busy sales leaders and enablement teams for prospecting, new hire training, and team management.

No theory. No hype. Just road-tested suggestions for the sales and enablement audience from a sales enablement tactician and moderate ChatGPT user.

Watch the video replay!

8+ Critical Things Sales and Enablement Leaders Need to Know About AI [Webinar Recording]

8+ Critical Things Sales And Enablement Leaders Need To Know About AI

[Video Recording]

GET YOUR SALES TEAM STARTED WITH AI (SAFELY!)

Ready to level up your sales team with the power of AI? Dive into this action-packed 30-minute session tailored for sales, enablement, and IT leaders. Discover everything you need to know about getting your sales team started with artificial intelligence. You’ll learn the top 3 areas to implement AI in sales onboarding to enhance your team’s prospecting skills, 3 critical questions every leader should be asking their IT department to ensure seamless AI integration and safety, and the 3 most common mistakes sales teams make with AI and how to avoid them.

Plus, get insights on the dos and don’ts of using AI in sales training, how to speed up the onboarding process, and tips for IT leaders to keep your company protected from AI mishaps. Stay till the end for real-life examples showcasing the best and worst of AI in action.

Special guest Aaron Sandeen, VP of Technology Services at Crayon, joined LB for this 30-minute, live Sales Shot.

Watch the video replay!

GET YOUR SALES TEAM STARTED WITH AI (SAFELY!)

Ready to level up your sales team with the power of AI? Dive into this action-packed 30-minute session tailored for sales, enablement, and IT leaders. Discover everything you need to know about getting your sales team started with artificial intelligence. You’ll learn the top 3 areas to implement AI in sales onboarding to enhance your team’s prospecting skills, 3 critical questions every leader should be asking their IT department to ensure seamless AI integration and safety, and the 3 most common mistakes sales teams make with AI and how to avoid them.

Plus, get insights on the dos and don’ts of using AI in sales training, how to speed up the onboarding process, and tips for IT leaders to keep your company protected from AI mishaps. Stay till the end for real-life examples showcasing the best and worst of AI in action.

Special guest Aaron Sandeen, VP of Technology Services at Crayon, joined LB for this 30-minute, live Sales Shot.

Watch the video replay!

New Sales Hire Onboarding

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8 Components of a World-Class New Sales Hire Onboarding Program

Been thinking that revenue targets would be easier to crush if your new hires would ramp up to speed more quickly? You’re spot-on, my friend.

WATCH: Onboarding Sales Reps: 10 Hacks To Improve Training + Ramp Time

Best-in-class onboarding (or new hire training) programs go well beyond the standard “Welcome to the company” orientation and dive into actual job training. But most programs stop after introducing reps to their new systems and products. This leaves reps on their own to figure out things like:

  • What do I do first?
  • How do I get people to call me back?
  • What do I say if they ask me X?

The result? Long ramp times, while they use experience to supplement what they could have been taught.

There will always be a ramp period. Our goal is to shorten it. Awesome new hire programs have been proven to cut new hire ramp-to-target in half (Training Magazine).

What is the right ramp time? Sorry for this, but it depends – on the talent you’re hiring, your training program, and the complexity of your offering and sales cycle. But here are a few basic benchmarks:

  • Top business development (BDR, SDR) programs ramp reps before three months.
  • Account managers between three and six months.
  • If your deals aren’t over $200K, your sales cycle is over 6 months, and it’s taking your reps 6+ months to hit quota, your program probably needs some help.

I’ve been building and benchmarking new hire programs for the past fifteen years, and there are very few who don’t need help. Why?

Most onboarding programs need help because trainers don’t get sales, and sellers don’t usually get training – it’s a sandbox thing.

A great program is a killer combination of both worlds. Incidentally, a great program can also shrink your rep attrition. Keep them longer, ramp them faster = this is worth your investment, sales leaders!

READ: How to Hire and Retain Top Sales Reps and Managers

Here are eight signs of a world-class rep onboarding program (that you should steal immediately!)

1. Training is a process, not an event. 

Think of it as “Just-in-time training.” 100% classroom time is 1-2 weeks and then decreases gradually to once a month.

For example, a new hire is in full-time training for 2 weeks, but by week 4 they’re in class 2 hours a day, and in week six 1 hour a day. By week 8 it’s one hour a week and by month three (and for the rest of their tenure!) they’re in training once a month.

This makes it critical to focus their first two weeks only on what they’ll need in month one on the phone. Why? They’ll have no idea what they don’t know yet. That means you’ll graduate a team of super-confident sellers who can’t wait to get on the phones. Perfect. 

2. Use call recordings. 

This is my favorite tip. My theory on ramp time is that it will always be present because it isn’t the “what to do/say” that takes a long time to get. It’s the “when do I do it/say it” that takes experience to really nail. So shorten that by letting reps listen to call recordings. Nope, the recordings don’t have to be their own, and they shouldn’t all be great calls. Just typical. It’s like reviewing game tapes before the big game – breaking down what the other team (customer) is doing and when they should have used the right play (skill). 

3. Includes 6 critical components 

All six critical components of the program are included and mixed together:

1. Systems & Tools – CRM, Intranet, Lead Management, AI, etc.
2. Product/Service – be sure it’s “how to sell it” and not “the full history of it”
3. Sales – how to sell our products over the phone (not generic sales 101 field training!)
4. Process – how leads and orders get processed + rep and customers’ top 10 questions
5. Acumen – business acumen, industry acumen, and customer acumen – critical!
6. Manager integration – nope, lunch on day one isn’t enough. Get them more involved.

4. GET ON THE PHONES! (ASAP). 

If you can create an exercise where reps are calling current, potential, or even past customers by day two, do it! They can qualify leads, gather success stories, call cold leads – whatever! The right hires are itching to start calling, and the wrong hires will show reluctance and wash out. You’re welcome.

READ: Tips for Virtually Onboarding New Sales Reps

5. Less than 30% is e-learning. 

Sorry large organizations, I know it’s so tempting! But classroom-based training (in-person or virtual) is still the most effective for a reason: You can’t practice selling with a computer! Also, how engaging is your new hire’s experience when they’re clicking forward 200 times a day? Painful.

6. Rigor. 

In my experience, a good 25% of every new hire class should not graduate training (yes, please be sure you’re hiring in groups, not “onesie-twosie”). When you really trust your training department, you’ll count on them to de-facto manage reps during training and coach them out the door if they won’t make it. Start, stop, and break times should be like real life on the floor, and weekly tests let them know how they’re doing.

7. Training mimics the floor. 

Quick hit ways to do this:

a. You have a systems sandbox for training (a monthly updated mirror image of all systems)
b. Phones and systems in the classroom for better role plays
c. Dummy accounts or even real (low scoring) accounts for practice
d. Call coaching or quality forms approved by sales leadership used for role plays/testing
e. Scenario-based testing (because when is a real client going to say, “A. send me a quote…B. schedule a call back…”?)

8. Don’t let HR teach reps how to sell. 

There’s a difference between regular company training and sales training. Aberdeen recently reported that 85% of best-in-class sales teams use a professional sales curriculum or trainer. What is good sales training? (read more about that here)

Overwhelmed? Here are a few easy ways to start:

  • Get to know your training ASAP. Pick your best sales leader and charge them with shortening ramp. Attend training, learn about good training, and partner and assist your trainer with the curriculum.
  • Get the reports. Sales numbers won’t show you class-by-class ramp times unless you specifically build them. Believe me, it’s worth it.
  • Close the loop. Are you reporting the top three skill gaps on the floor to training on a monthly or quarterly basis? Do you have the call coaching and rep meeting cadence in place to provide this?
  • Get some help. Spend the money to bring in a professional sales training leader, someone to fix your program or a great sales training curriculum. When reps ramp faster and stay longer, you’ll wish you budgeted for this three years ago!

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event-based-sales-training

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Why Event-Based Sales Training Falls Short

In the world of sales, the quest for effective training solutions is never-ending. For years, event-based sales training has been the norm, but is it actually effective? 

I’m here to tell you 7 reasons why event-based training won’t cut it, especially for leaders managing large teams.

  1. Lack of Sustained Learning

Concern: Event-based training is like cramming the night before a test. You get a bunch of info all at once, but will you remember it next week? Probably not.

Reality Check: Enablement leaders get that learning isn’t just a one-time thing; it’s an ongoing process. Sales teams require continuous skill development and reinforcement. Event-based training, with its one-off sessions, can’t provide the consistent support needed for long-term success.

  1. Limited Application to Real-World Scenarios

Concern: Event-based sales training can feel like it’s all talk and no action. It’s theory-based and detached from real-world sales situations.

Reality Check: Enablement leaders know that the sales landscape is dynamic and challenging. To thrive, teams need training that is directly applicable to their daily tasks. 

  1. Poor Skill Retention Rates

Concern: Sales reps can struggle to retain the vast amount of information taught in a single training event. (That’s why micro-learning over time is critical to ensuring skills stick!)

Reality Check: Enablement leaders recognize that skill retention is the key to performance improvement. Event-based training can overwhelm participants, leading to lower skill retention. This leads to less effective training that fails to drive tangible results.

  1. No Skill Reinforcement

Concern: Event-based training typically lacks ongoing skill reinforcement.

Reality Check: Just like learning a new language, if you don’t use it, you lose it. Skills deteriorate over time if they’re not regularly practiced and reinforced. Enablement leaders need training that includes coaching, mentoring, and opportunities for reps to apply what they’ve learned to their daily work life – something that’s missing in event-based learning.

  1. High Cost, Limited ROI

Concern: Event-based training can be expensive, and the ROI may not always justify the investment.

Reality Check: Enablement leaders are under pressure to deliver results and prove the value of their initiatives. Event-based training’s high costs and questionable long-term effectiveness can make it a tough sell when trying to show ROI.

  1. Challenging for High Attrition

Concern: High turnover is a common challenge for large sales teams, making it difficult to keep everyone up-to-date through periodic training events.

Reality Check: Enablement leaders understand that training should be agile and accessible. Event-based training struggles to accommodate the rapid onboarding of new hires or the need for ongoing training when turnover rates are high.

  1. Inadaptability to Change

Concern: The sales landscape evolves rapidly, and event-based training can’t keep pace with these changes.

Reality Check: For those at the helm, it’s crucial that our teams are prepped and ready to tackle the ever-shifting industry trends and customer needs. Relying solely on event-based training might not give us the flexibility and swift adaptation we genuinely need.

A More Effective Approach: Continuous, Virtual Training

Event-based sales training has its merits. However, for those leading large teams with a notable churn rate, it might not be the optimal choice. The better route? Ongoing, virtual sales training. It promises consistent, deep learning, techniques that align with real-world challenges, enhanced skill retention, ongoing skill reinforcement, cost efficiency, and the flexibility to adapt to the ever-evolving landscape.

READ: Why You Need a Sales Training and Enablement Budget

Ongoing learning fosters a culture of proactive growth which improves employee retention. This continuous approach ensures that every team member, whether a seasoned sales pro or a new rep, is armed with the most current strategies, insights, and best practices. In a landscape as competitive as sales, staying updated isn’t just recommended—it’s imperative.

Are you looking for virtual sales training?

Contact us today to request information on our customizable virtual sales training programs
available for reps (and managers).


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