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Q2 2021
Q2 2021
For sales associates and leaders everywhere
Q1 2021 is now behind us. If you hit your quarterly goal, congratulations! If you missed it, check your performance statistics and you will find what was insufficient that kept you from hitting your target.
The obvious challenges most retail and trade showrooms are facing right now are supply chain shortages and insufferable lead times. This is what the remainder of the year will look like, so it’s critical that we manage what we can contr…
Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added
19. Retaining current customers is 6–7 cheaper than acquiring new ones
It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current customers happy than to spend time finding new ones.
Salespeople
Is follow up a scheduled part of your weekly sales actions? Do you ask ‘What’s next?’ with each sales opportunity that closes? Like asking for referrals, staying connected with current clients is low hanging fruit (I dislike that phr…
Part 17 of 20: HubSpot Sales Statistics…With Secret Sauce Added
Take the time to listen. Too many buyers complain that salespeople do not fully understand their needs and problems. You cannot sell a solution for a problem you don’t know about.
Salespeople
It is said “Customers don’t care how much you know until they know how much you care” and listening deeply is a fundamental skill for every salesperson to take on as a process of continuous learning. Forever. Take it on as a practice, l…
Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added
#14 Continuous sales training = 50% higher net sales per employee
Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.
Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…
Part 10 of 20: HubSpot Sales Statistics…With Secret Sauce Added
10. Mobile sales make up 30% of all US eCommerce
Making website material mobile-friendly and having trained salespeople ready for web sales is crucial to your bottom line. If you’re not keeping up with the mobile and tablet movement, you will be left behind.
Salespeople
Consider getting a second line on your phone so that your customers can call you, or become facile with your tablet so that you can use it for sketching, web searching your competition, scheduling appointments, etc. If you aren’…
Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added
7. 80% of sales need at least 5 follow-up calls after a meetingAs shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to …
Part 3 of 20: HubSpot Sales Statistics…With Secret Sauce Added
This is my third in this series of posts. I am taking apart and talking about a data set that HubSpot published in 2018 on Sales Enablement Statistics. These are great bits of information for salespeople and sales managers to know in order to impact the actions they take with prospects and with selling and coaching time. Over time, I will address all 20 points. I encourage you to share how they impact YOUR actions with your team or with your prospects.
3. 95% of buyers buy from some…
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