How to Enhance SaaS Sales Performance By Leveraging Key Data

I think we can all agree that efficiently using data is an asset. For perspective, McKinsey & Company reports that “data-driven organizations are 23 times more likely to acquire customers, six times as likely to retain customers, and 19 times more likely to be profitable.” But what are some specific ways you can enhance SaaS sales performance by leveraging data?

That’s what I’ll tackle in this post so we can have a clear understanding of how to put SaaS sales data to use in a practical way. More specifically, I’ll cover core areas of SaaS sales that can be dramatically improved by leveraging key data.

Let’s jump in.

Audience Segmentation

Today’s customer is more sophisticated than ever, with most having incredibly high expectations. This is true in traditional e-commerce, and it’s especially true in SaaS.

One of the best ways to meet or exceed customer expectations is with audience segmentation, as it paves the way for personalization. For reference, “80% of audiences tend to do business with a brand that personalizes their experience with it,” and “80% of companies that use market segmentation report increased sales.”

For example, you could use SaaS sales data to break your audience down into different segments, such as demographics, purchase history, engagement level, product interest, and so on. From there, you could tailor your sales approach to address each segment’s unique needs, thus creating a more enjoyable lead experience and increasing your odds of converting.

Lead Scoring

Your SaaS sales team’s time is valuable. If they spend time pursuing the wrong leads with a low likelihood of converting, they waste time and money, often with nothing to show for it.

On the other hand, if they pursue the right leads — sales qualified leads — with a high interest in buying, your conversion rate can’t help but increase. And you can send leads that aren’t yet sales-ready to your marketing team to be nurtured.

But how do you quantify leads and know who’s sales qualified and who’s only marketing qualified? This can be done with lead scoring.

By assigning leads points based on behaviors like website pages visited, website interactions, and contact methods, you can assign each lead a score.

For instance, a lead that simply read a couple of your blog posts and visited your pricing page would receive a lower score than someone who visited your pricing page, signed up for your newsletter, downloaded a PDF, and contacted you through a web form.

Using lead scoring data like this can be invaluable for identifying which leads to prioritize, which to nurture, and in some cases, which leads will never close.

Customer Journey Analysis

Every customer journey consists of a series of touchpoints. From the very first time someone learns about your SaaS product to the moment they actually buy, there’s a customer journey that takes place in between.

The better you understand the customer journey, the smoother you can make it. In turn, this creates a better customer experience, which sets the tone for more SaaS sales. And in the grand scheme of things, this can factor into deeper customer loyalty because it creates a great first impression, which will make many customers want to stick around longer, renew their subscriptions, become brand ambassadors, and more.

Another key way to enhance SaaS sales performance with data is through customer journey analytics, which “is the process of identifying customer touchpoints and understanding how they affect customer experiences and business outcomes.”

Here’s an example of what that looks like using a customer journey analytics platform like Woopra.

Using data like this gives you a bird’s-eye view of each customer touchpoint end-to-end so you can understand the customer journey on a granular level. This brings us to our next point.

Identifying Friction Points That Lead to Drop-off

By having customer journey analysis data, you can see exactly where leads are dropping off in the sales process.

Say, for example, there’s a higher-than-average drop-off from the sales demo to the free trial signup. There’s a smooth transition from one touchpoint to another throughout the rest of the customer journey, but your data shows that not as many leads are signing up for your free trial as there should be.

This would signify that your sales demo could use improvement. As a result, you could zero in on your sales demo further to figure out what’s wrong and come up with a solution. Then, once you optimize your sales demo, this hiccup in the customer journey should be resolved, and an increase in conversions should occur.

Identifying Strengths in the Customer Journey

Besides spotting friction points, you can also use customer journey analysis data to determine what you’re doing right.

Say that a higher-than-average number of leads are moving from your pricing page to requesting a demo. This would indicate that the core elements of your pricing page like design, informational structure, layout, CTA, and so on are working well and leads are responding favorably.

In this case, you’d likely want to leave your pricing page alone, as it’s already getting results. Also, you could analyze your current pricing page so you can pinpoint precisely what’s working for future purposes.

For instance, you could take screenshots and share this information with new members of your sales team.

Using Key Data to Enhance SaaS Sales Performance

There’s no denying the impact that data can have on SaaS sales performance. Companies that use it intelligently have a much greater advantage over those that merely “rely on a hunch.”

By understanding tangible ways to put data to use and which areas to focus on, you should be able to get the most from your SaaS sales team and make everyone’s life easier, while simultaneously creating the best possible customer experience for the ultimate win-win.

To build an elite sales team, register with HireDNA today. This software uses cutting-edge, science-based technology to find the best of the best salespeople.

5 Ways Sales Teams Can Thrive During Challenging Times

As we’re all rapidly discovering, there’s nothing like a global pandemic to shift the way the world does business. The spread of the coronavirus has forced companies at all levels to implement changes they may not have wanted, and few were prepared to take on – at least on this kind of scale. Many organizations are scrambling to cope.

But amid the concerns and trepidations, new opportunities are arising. While some organizations are panicking and scaling back on budgets and staff, others are finding their services to be in greater demand, and their pipelines more robust than ever. The difference, in large part, comes down to sales leadership.

In a recent report on preparing for coronavirus-related disruptions, Gartner, Inc. suggested, “How CSOs lead now will set the tone and pace for a powerful and career-making experience for everyone in the sales function.”

As a leader responsible for the prosperity of your sales team, what can you do to ensure your organization’s success in this time of crisis?

Taking Action Right Now

1. Don’t Panic – This is always first and foremost, no matter what the circumstances are. The crisis won’t last forever. History is full of major economic turmoil and each time, the crisis has eventually passed. In its wake are stronger people and organizations, who emerge with a new perspective, more experience, and better tools to deal with the next eventual crisis.

The more ominous the headlines get, the more important it is to keep calm and remember that your best option is to focus on the things you can control, and let go of the things you can’t.

2. Stay Client-Focused – The heart of sales is helping clients succeed. In uncertain times like these, it’s important to remember that although we may change the way we do business, we shouldn’t forget the why we do it. As you look for opportunities to continue to grow your organization, don’t let your own concerns about your metrics, commissions, and goals cloud your judgment when it comes to how you serve your clients. Clients can sniff this out from miles away, and they’ll be quick to turn their back on it.

Take a moment to assess your clients’ concerns and their planned responses to the pandemic. Most clients are focused on employee and customer safety, and they may be experiencing immediate challenges like operational interruptions and cash flow declines. Reengineer your selling points to frame your solutions around your clients’ most urgent concerns.

3. Go Virtual – As entire countries are locked down under strict quarantine orders, virtual operations are a critical part of keeping business moving forward. While many companies were already starting to favor digital communications over in-person meetings, the current pandemic has pressed the fast-forward button on those plans.

If you haven’t already, move your face-to-face meetings to videoconferencing tools like Skype or Zoom, or stick with basic voice calls if that’s what your clients prefer. Expand the range of instant messengers your team uses, and use them to give your clients and prospects greater accessibility to your reps. Replace live events with creative digital solutions, like webinars, virtual office tours, and live demos using remote access tools or videos showing your product in action.

Moving Forward in the Upcoming Months

4. Reflect and Act – Change is always a good catalyst for reflection on what’s working, what’s not and what’s needed going forward. As sales leaders, we know that the key to improving our win rate – regardless of the current economic climate – is maximizing the effectiveness of our sales force. Once the immediate needs of the moment are addressed, the next step is to look at what that means for our specific organization.

A basic SWOT analysis can be a good place to start, to gain a better understanding of your overall business and how it now fits in the changing environment. From there, a more thorough sales team evaluation can provide a detailed look at your sales force and help you identify the weaknesses and skill gaps that are limiting your sales results. Those insights will allow you to develop an effective action plan for resolving them and ensuring your team’s ongoing success.

This kind of assessment is particularly important now, when the labor pool is about to expand as other companies cut budgets and workforce. Talented sales reps will become available, and savvy sales leaders are preparing themselves to make smart hires that will shore up skill gaps and create a well-rounded sales team.

5. Build Your Go-Forward Plan – When the dust eventually settles and we’re all allowed back out in public, we know that not everything will go back to the way it was before the pandemic hit. Activities like digital meetings and virtual sales training will continue to be used in greater scale after the crisis.

Companies may have been forced to switch to virtual options as a short-term solution, but reports have shown that virtual sales training can double sales reps’ confidence and increase pipeline creation by 23.2%, compared to reps who participated in live classroom training.

Partner with an Expert Team for Long-Term Success

Developing top sales talent is an ongoing need, regardless of the current sales climate. Using comprehensive, science-based sales performance assessments, HireDNA’s experts can help you identify both immediate and long-term opportunities for growth, and uncover skill gaps that may be holding your team back. We partner closely with you to create a high-performance sales culture, with a clear picture of what it will take to improve your people, processes, and systems.

HireDNA was also recently recognized as an emerging leader in corporate training and coaching. Our experts can assist with any questions about building first-in-class, on-demand sales training tailored specifically for remote sales forces.

How To Improve B2B Cold Calling Success Rates

Cold calling has been one of the major selling tactics over the years, requiring reps to approach complete strangers and win them over through excellent interpersonal skills that persuade the prospect to covert. Cold calling can be very challenging, but there are some tactics that could help improve your success. Here are some thoughts on how to improve B2B cold calling success rates.

At HireDNA, our sales evaluation and training systems are the results of 20 years of experience. Get in touch to learn more about how we can help to improve your sales team. Talk to an HireDNA expert.

How to Improve Cold Calling Success Rates

If done effectively, cold calling can yield great success. Take the technological giant Uber for example. Did you know what laid down the foundation of Uber and ultimately the entire trend of the sharing economy? A cold call.

According to founder, Travis Kalanick, he dialed a number of people he found on Google when searching for ‘San Francisco chauffeur’ out of which three replied. The rest, as they say, is history.

With so many organizations deriving great returns from their cold calling strategy, if it’s not working for you, chances are that you may need to tweak your strategy. Don’t worry! This article will offer tips that can help enhance your cold calling success:

Improve The Quality Of Your Data

62% of organizations rely on prospect data that can be inaccurate or incomplete by as much as 40%. Not only does this result in wasted effort, it also costs your business valuable resources. According to a report by Harvard Business Review, ‘bad’ data costs businesses more than $3 trillion each year in the United States alone.

As consumers become increasingly aware of sales tactics, they tend to only respond to products and services that are tailored according to their needs. If your sales reps are reaching out to prospects based on incorrect, inaccurate, or incomplete data, you are bound to get underwhelming results.

Consider investing in solutions like SalesIntel that allow you to analyze your database and identify any lacking information that adversely affects your quality. Additionally, optimize your prospect data collection strategy. Adding relevant questions to your forms and allowing prospects to express their answers in detail can significantly improve the quality of your data.

Talk Less, Ask More

The art of converting prospects through cold calls is heavily dependent on what you do after the prospect picks up. You can have the most suitable product that can solve your consumer’s problems, but if you don’t have the right tone, chances are you might not close the deal.

The number of questions and the relevancy of your posed questions also play a big part. An extensive survey that analyzed 519,000 cold calls found a directly proportional relationship between the number of questions posed by the sales rep and the percentage of closed deals. To put it simply, it was found that asking 11-14 questions over the course of your call significantly increases the chances of your success.

However, be careful to not overdo it. Sales reps who asked 15+ questions only fared marginally better than sales reps that asked 7-10 questions.

HireDNA offers advanced training tools and customized content-based training methods to enhance your sales performance. Learn More.

Take Rejection As A Learning Opportunity

Regardless of how much value your product can add to your prospect’s business, the fact remains that cold calls often result in rejection. And over time, rejections can become demoralizing. The hallmark of a successful sales representative, however, is their ability to take these things as part of the business and continue to tweak their sales strategy to counter such rejections.

If you are giving up too easily, then cold calling will never bear fruit. You need to be motivated to pick up the phone with a defined purpose every time. Whenever a prospect hangs up on you, ask yourself, would it be any different if you hadn’t tried calling them?

Focus on the key takeaway: why did they hang up? Did your opening statement fail to catch their attention? Did you not address their pain points adequately? By learning from such challenges, you can quickly turn such prospects into paying consumers.

Explore our blog on How to Motivate Your Sales Team When Sales are Down for strategies to inspire your team even in the face of defeat.

Hire Top Talent

Beyond training your existing reps, bringing in highly skilled sales reps can be a quick and easy way to improve your team’s overall B2B cold call success rate. When you hire top talent, they will often have a track record of success. If cold calling is a priority for your business, be sure to make that known in the hiring process, and consider including interview questions or posing scenarios centered around cold calling when vetting candidates.

HireDNA predictive sales candidate assessments allow you to predict success before hiring with proven data and science, not impressions and instincts. Learn more.

Train Your Sales Reps For Unprecedented Success

Cold calling is far from dead. But many organizations need to work on their strategies to enhance their effectiveness. That’s where HireDNA comes in.

We offer sales performance evaluations to uncover skills gaps in your team, and we deliver advanced training through a customizable cloud-based learning platform to improve performance. Not only do we customize our learning offerings according to the skill gaps found in each individual salesperson, but our interactive approach ensures your team absorbs every bit of it with quizzes, role play scenarios, guides, and action plans.

Get in touch to learn more about our sales recruiting, evaluation, and training offerings. Create your winning sales team today!

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Assess Sales Training Needs: Find & Resolve Performance Gaps

In a demanding sales environment, identifying the real problem behind low productivity is crucial. Uncovering performance gaps is often the first step to assess sales training needs. This process can help decision-makers to identify real factors that influence the performance of their sales team and fix them through high-quality training. In this article, we’ll help you understand how to identify and resolve performance gaps through training.

If you prefer to speak directly with a sales training expert, set up a consultation with HireDNA today. Contact Us

Why Perform An Assessment?

A sales training assessment is a crucial step to improving the performance of any sales team. The Objective Management Group (OMG) provides some promising statistics on the use of assessments vs the lack of assessment:

Use Assessments

  • 61% Quota Attainment
  • 14% Attrition

Don’t Use Assessments

  • 49% Quota Attainment
  • 19% Attrition

The comprehensive, science-based OMG assessment, which HireDNA uses in our evaluations, has proven to be even more successful. With the OMB assessment, organizations have achieved 88% Quota Attainment and only 8% Attrition. Learn more about HireDNA sales staff evaluations.

How To Find Performance Gaps In Your Sales Team

When laying the groundwork for your training program, there are several questions that need to be answered:

  • Does it do a satisfactory job of highlighting areas that need improvement?
  • Does it sufficiently address the performance issues that hinder employee productivity?

Proper analysis of training needs can unravel such answers, leaving you with precise data on how to proceed with your sales department. Here’s how to perform a sales training assessment to uncover these gaps and create a plan of action.

Conduct A Preliminary Analysis

Before you identify the barriers to your sales rep potential, you need to assess their current standing. You can then use that information to establish the desired outcomes of a sales training program.

In order to meet the organizational objectives, managers and supervisors must have a clear understanding of the current level of knowledge and skills their sales team possesses. The initial analysis also sheds light on the existing barriers to growth, which can be used to ascertain a realistic set of desired outcomes.

Determine Your Organizational Priorities

In order to come up with effective performance drivers, organizations need to prioritize their learning objectives. This provides insight into what actually matters for the organization and allows experts to prioritize goals/learning outcomes when designing the training regimen. For instance, if your priority is to improve your customer satisfaction scores, your training procedure should specifically include ways to deliver a better customer experience.

This step particularly requires the input of senior management and top-level executives, as they are typically responsible for determining the company’s priorities.

Identify Your Sales Growth Bottlenecks

Once you’ve laid the foundation for a sales training needs assessment, the next step is to identify key factors that are hindering your sales team’s performance. In order to bridge performance gaps, you first have to identify them.

HireDNA offers comprehensive sales staff evaluations and assessments to help you identify KPIs, uncover skill gaps, and discover opportunities for growth. Learn more.

Here are some ways you can assess and pinpoint areas that need improvement:

Analyze Periodic Reports

As far as your sales team is concerned, a glimpse of the monthly, quarterly, semi-annual, and annual managerial evaluations can lend important insights into the performance of the sales department.

  • Was the team able to meet their monthly targets?
  • What was the most commonly cited problem among sales representatives?

Following up with team leaders can offer up a different perspective, while allowing you to understand performance issues from an inside perspective.

Closely Monitor Sales Representatives

One of the most effective methods of identifying performance gaps is by observing employees during their on-job hours. You can even go as far as formulating a task-based scenario or simulation and carve out the areas that exhibit inefficiency.

Live observations can reveal some real barriers faced by your sales representatives:

  • Is their unfamiliarity with the technology you are using leading to extended call times, and subsequently increasing call-drop rates?
  • Does conflict resolution continue to present an unsurmountable barrier to your sales department?

Observation is one of the most effective ways to extract actionable data that can help you to create a plan of action. The direct exposure to the problem helps experts create a sales training solution tailored to the exact scenario.

Conduct Employee Surveys

Surveys provide an excellent platform for employees to reveal performance issues that are hidden from management. From ineffective online training forums to company policies that are proving to be an obstacle, surveys can reveal what otherwise would not make it to the surface. There are several methods to try, including surveys, polls, focus groups, and live webinars.

This feedback is highly valuable, as it comes directly from the sales representatives that you’re trying to train to be more productive and efficient.

Tailor Your Training Strategy

Having assessed sales training needs, including current capabilities and the blockages that have hindered your sales potential, it’s time to formulate a training plan that can increase the performance of your sales team.

An effective training strategy revolves around the needs and performance issues of every individual sales representative, while also catering to the organization’s macro-goals. The key takeaway is for organizations to understand that every individual represents a different knowledge-base, a different skillset, and therefore, a unique challenge when required to train and improve.

Build Your Winning Sales Team

Time is money. Businesses cannot afford to train their salespeople for weeks. This is where the sales recruiting and training experts at HireDNA step in. Whether you need to assess and train an existing team or quickly ramp up a new hire, we offer a suite of innovative sales training tools and strategies to help turn your staff into a winning sales force.

Why Choose Us?

  • 20 years of invaluable experience
  • Training time decreased by 50%
  • Our training enables organizations to leverage 33% more sales opportunities
  • Our partners experience 25% top-line revenue growth

Ready to train your sales team to be the best? Get in touch today.

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Using Assessments to Develop Your Sales Team

When you have a high-growth business plan, you need a sales plan that can match it – one that will equip your reps to handle shifting market trends, meet evolving customer demands, and maximize effectiveness.

Creating that kind of winning sales plan starts with an in-depth understanding of the current-state of your sales people, process, management, and tools. Using a sales team assessment tool can help you identify critical skill gaps in your sales force, assess how your sales structure aligns with your business goals, and identify key strategies to keep your sales team competitive and ready to drive next level results.

The sales assessment should also answer crucial questions like, Are we reaching the right decision makers? Can we close more sales? Do our systems and processes support a high-performance sales organization? What must we change to improve? How long will that take? And what will the impact be?

Not All Sales Assessment Tools Are Created Equal

The most effective tools, like Objective Management Group’s Sales Effectiveness and Improvement Analysis (SEIA), use proven, scientific processes to collect and analyze data about your people, processes, systems, and management.

A recent Harvard Business Review report demonstrated that a scientific approach to sales force effectiveness – emphasizing data, analysis, processes and tools – can create dramatic results, including increasing rep productivity by as much as 200%. Our Science Behind Sales Success white paper provides a more detailed look at the effectiveness of this scientific approach.

The Benefits of a Sales Team Assessment

The results from a sales team assessment will not only help you better understand how your team is performing, but will also provide a prioritized game plan to help you improve. For example, if your sales team assessment reveals that your salespeople seem to hit their goals consistently but narrowly, this could indicate a need for a more consultative selling approach, or adjustments to your overall sales process. On the other hand, inconsistent sales and routinely missed sales goals could indicate a need for more training and coaching, as well as improvements to your sales recruiting and hiring process.

Your sales team assessment results should provide you with accurate data on your strengths, clearly defined weaknesses, and help you identify key opportunities for growth.

Identifying Weaknesses and Capitalizing on Strengths

One of the biggest benefits of a comprehensive sales team assessment is identifying the areas of your sales force that may be hindering your overall success. Tools like the Objective Management Group SEIA and Improve use the data collected from individual evaluations to reveal hidden problems in multiple areas, including weaknesses common to your salespeople, problems with your hiring criteria, and business being lost as a result of these challenges. You’ll gain a deeper understanding of the changes that must be made to your sales management systems, and what steps you should take to help your salespeople reach their potential.

A sales team assessment tool will also inform you about your team’s greatest strengths, and show you how to capitalize on those strengths to meet your overall sales and business goals. It’s no secret that people are more effective and productive when they’re able to tap into their natural talents and abilities. Your sales team assessment results will help you uncover those unique individual abilities, learn what motivates your team, and show you strategies for developing a strong sales culture that encourages people to bring their very best.

Developing Goals for the Future

Businesses change rapidly in the modern market, and you need to stay focused on your business strategy while also monitoring your sales team for inconsistencies, declines in performance, or shifting customer trends that may be causing them issues. Do you hire top talent regularly? What type of recruiting strategy do you use to find the best sales representatives? What type of compensation structure do you use to attract and retain top-performing sales reps?

Making business decisions backed by solid data is a great way to move your business forward with increased confidence. If you are curious about potential ways to enhance the effectiveness of your sales team, use our online Sales Readiness Assessment tool for a quick snapshot of your current status. Ready to go deeper? Schedule a consultation for our in-depth Sales Effectiveness and Improvement Analysis service to get a detailed playbook for driving sales effectiveness and performance.

How to Create a Winning Sales Culture

Every sales organization wants a productive, efficient and effective sales force. 

As organizations compete in today’s market, sales goals become increasingly aggressive and the pressure to exceed them intensifies. Consequently, how do sales organizations improve their sales culture to support this high-demand? And why is the sales culture important?

An organization’s sales culture establishes a combination of values, shared business goals and work environment the sales organization operates within.

“Statistics show that a company’s culture has a direct impact on employee turnover, which affects productivity, and therefore success. A Columbia University study shows that the likelihood of job turnover at an organization with high company culture is a mere 13.9 percent, whereas the probability of job turnover in low company cultures is 48.4 percent.”

In order to increase sales performance and retention, organizations need a winning sales culture. Below are 4 key items for improving an organization’s sales culture.

1.     Define Your Sales Culture

Concept: Define or update your organization’s mission on sales culture and hire to it.

Practice: Establish or revise your organization’s vision on sales culture. Your sales culture should be used as a guide for assessing and hiring new sales reps. Hire candidates who not only complement your sales culture, but also have knowledge or capabilities that benefit your organization. Candidates who contribute positively to your organization’s sales culture help create a positive work environment for all.

Start with a vision. Without one there is nothing to empower and lead the sales team with. They’ll feel as if they’re just working to work. Building a unifying framework for your strategy empowers sales reps with a sense of direction and purpose. Rather than operating for themselves, they work for a greater purpose. This helps to create a motivated sales culture driven by performance leading to higher retention and accelerated ROI. 

2.     Develop Your Sales Plan

Concept: A sales plan establishes sales goals, targets and tactics for a sales organization.

Practice: An organization’s sales plan summarizes their sales goals, objectives, processes, targets and tactics. The plan also defines how each of those elements will be measured and tracked for success. An effective sales plan ensures the entire sales organization is focused on delivering against a consistent set of goals, targets and objectives. Your organization’s sales plan benefits the sales culture by establishing a core set of goals and expectations up front.

3.     Use Strategic Data

Concept: Key metrics provide sales organizations actionable insight into improving sales performance.

Practice: Strategic data points enable sales performance improvement for the entire sales force.  Key performance indicators (KPIs) and metrics give sales organizations a key advantage when it comes to meeting revenue goals, selling more products and outsmarting the competition. KPIs also enable organizations to identify strengths and weaknesses of their sales pipeline. Organizations that provide their sales force with accurate and relevant data empower them to focus on qualified leads that will generate more sales revenue. A win-win for both the sales rep and the organization, creating a high-performing sales culture.

4.     Provide Applicable Tools

Concept: Appropriate tools enable sales reps to be effective and efficient in their sales role.

Practice: Investing in relevant tools enables sales reps to be successful at meeting or exceeding sales targets. Sales enablement tools automate processes that allow sales teams to sell better and faster. Tools let your sales force stay aligned with marketing and business goals, identify valuable prospects, access and search relevant content, upsell and cross-sell products, and trigger automatic customer communications. Most importantly, sales enablement technology helps streamline workflows and remove unnecessary tasks so the sales team can focus on creating revenue. Empowered reps are confident in their abilities, feel aligned with the organization’s mission and construct a strong sales culture.

5.     Recruit The Right Talent

Businesses must know how to attract, assess and select the right sales candidates. This is easier said than done. One way to make the process more predictable and consistent is with the use of  a  sales candidate assessment. And while there are many out there, some are better than others. Look for one that is personalized to your sales rolesenvironment and specifically designed to use data and science to accurately evaluate selling skills and DNA . By tailoring search, recruitment and assessment process to your individual business, sales candidates come properly vetted and are better prepared to perform in your unique sales environment.

6.     Personalize The Onboarding & Training Process

This is another process easier said than done. A simple company manual won’t do. To build a winning sales team begins with identifying the effectiveness of your sales force and developing a customized sales training and onboarding program to optimize performance. Personalizing the training and onboarding based on the selling strength and weaknesses identified using a sales assessment helps to accelerate the ramp-up process and time to productivity for new hires.

But training doesn’t stop with onboarding. Developing rock star sales talent requires ongoing development. Incorporating a micro-learning approach that delivers bit-sized bits of content along with quizzes, workbooks, and real-world implementation guides is a great way to ensure the training content is retained and applied.

7.     Provide Ongoing Coaching

A winning sales team is one that is continually coached. Idling by and expecting sales reps to simply perform, leads to the same old problems. Have sales playbooks built around effective sales methodologies. Give reps a roadmap to success, set goals and field questions. Be hands on with your team by attending sales meetings, scheduling weekly one-on-ones, and listening to sales calls. Some great tools to streamline the coaching process include Refract and Execvision. Engage your sales reps daily and they will deliver consistent results.

7.     Hold Salespeople Accountable

Establish clear expectations for your salespeople. Setting key performance indicators (KPIs) and other sales performance metrics are vital. Goals and expectation should be transparent, realistic, and should inspire sales reps to take their abilities to the next level. Presenting them with sales benchmarks is a great way to motivate them and fuel their inner competitor. Implement contest and awards to reward desirable behaviors and keep things fun and competitive.

Final Thoughts

These tips can improve your organization’s sales culture enabling increased sales performance, motivated sales reps and reduced attrition. Interested in a thorough evaluation of your hiring strategies, sales culture or sales enablement technologies? Revecent can complete an analysis of your sales strategy to identify any areas of opportunity. Request a consult now and start seeing powerful results.  

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HireDNA takes the guesswork out of hiring and retaining sales talent with a predictive hiring system that uses science-based tools to identify the best candidates with the right sales DNA to perform in your unique sales environment, resulting in lower turnover and accelerated ramp-up to help you hit your goals faster. Contact us to learn what it will take to build your winning team.