Three critical skills frontline sales reps need to maximize output
When qualifying, treat chats like phone calls/ in-person meetings. Use a warm introduction, be personal, and answer the customer’s questions just like you would face to face. Be mindful of your response time and monitor it as a KPI.
Be prepared to tackle a wider range of tough questions in real-time. Have reps go through chat-specific training and certification programs to verify these skills.
Accelerate the sales cycle and close the deal. After talking to the customer, schedule a meeting, follow up via email, and close that deal.
Other best practices
Loop in teammates for real-time discovery. Avoid emailing back and forth.
Close deals in real-time.
Following these principles will help you capture more return on investment for your marketing spend and build a stronger pipeline.
Are you or your company looking to run more effective team meetings that don't sap energy or waste time?
Here are some of the best practices from some of the smartest leaders interviewed by First Round Review. Here's 20 tactical ideas to try:
Rethink How You Check-In With Others and Yourself
Evade the spillover effect between meetings by revisiting your wins
Don't jump straight into solution mode
Zoom out by reflecting in threes
Try Something New
Arrange gratitude time
Highlight what good looks like and how it was completed
Book cameos to give people a window into other parts of the company
Avoid These Speed Bumps
Switch sides when you're stuck in a stalemate
Tackle derailments by pinning down the details
Challenge the when to go faster
Improve on Generating Ideas and Capturing Learnings
Assess as a group, ideate individually
Break down big hairy goals by putting on your black hat
Emphasize long-term impact and learning rather than status reports and milestones
Organize a post-mortem after a big success
Rally Team Spirit By Boosting Recognition and Inclusion
Participate in share in-the moment praise and send kudos up the flagpole
Regulate airwaves to run more inclusive team meetings
Go the Extra Mile to Make Your Meetings Even More Effective
Scale your questions to surface feedback on how your meetings are really going
Outline all your agendas to bring objective to the following week
Write a letter to craft pre-reads with a more personal touch
Dump the Meetings You Don't Need to Be In
Say no to the meeting invite in your inbox by starting with a single sentence
Why do product-center founders fear sales?1) Familiarity
Even though founders like to have familiarity with their own sales, they have to learn how to hire a sales leader just like how they also have a finance and PR team.
2) Perception of viewing sale applicants as liberal art degrees who were athletes in college
Sales productivity is really easy to track, so founders shouldn’t fear the stereotypical profile of sales managers and they should just hire them and check on them.
3) Cultural concerns
It’s certain that sales will change the culture, so instead of fighting it, founders should learn how they can productively incorporate sales people.
4) The fear of overspend and crash & burn
If a company hires a lot of sales people before it has a successful sales model, the company may lose a lot of money. Thus, it is often better to start sales teams small and experimental before enlarging the team.