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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…

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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added

customer retention19.    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…

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Part 16 of 20: HubSpot Sales Statistics…With Secret Sauce Added

16.    Salespeople who seek out and use referrals earn 4–5x more sales

A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!

Word-of-Mouth_Referrals-1280x720

Salespeople Yikes! These are crazy numbers! And yet, as I read them I know that AS a salesperson, this is my weakest area. Maybe it’s habit, maybe it’s discomfort asking for more than the sale that was just closed, maybe it’s a lack of skill or languag…

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Part 13 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Sales reps Social-Media.jpg#13     78% of sales reps who use social media outsell reps who don’t

It’s crucial for sales reps to be easily accessible. Having active social media profiles is a great way for your reps to connect with prospects and customers.

Salespeople Put this action on your weekly calendar and don’t rely on memory or instinct to guide you to do this. Talk to other salespeople (in other industries, and in different B2B or B2C sales positions) about what they are doing and what they are achieving with socia…

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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.

On-line Shopping and Network. Vector Illustration.

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’…

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Part 9 of 20: HubSpot Sales Statistics…With Secret Sauce Added

9.  Salespeople are 9x more likely to convert web leads if they respond within 5 minutes

Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.

Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are…

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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added

followupcalls7.     80% of sales need at least 5 follow-up calls after a meeting

As 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 …

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Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added

6.   44% of salespeople give up after one follow-up

Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only make one follow-up call before giving up.phone calls

For Salespeople Can you believe this statistic?! Believe it. Look at your typical follow-up actions to get the sale when you haven’t scheduled an appointment. How many do you usually do before you give up? Consider NOT giving up until the cu…

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Part 5 of 20: HubSpot Sales Statistics…With Secret Sauce Added

5. Personalized emails have higher open rates

Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or introductory sentence of an email can make all the difference. phone - keyboard

For Salespeople Be specific in the subject line: “About the sofa you liked…” If you created a next step with the prospect, this will be an easy email. If you didn’t, yet got their email address, it is important that the subject line is eye-cat…

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Part 4 of 20: HubSpot Sales Statistics…With Secret Sauce Added

4. An average buyer gets 100+ emails a day, opens 23% and clicks on only 2%

It’s hard to break through when you’re an unknown sender. Make sure prospects are getting your messages with interesting and engaging email content, and make sure to inboxfollow up.

The salespeople who see themselves as sales and marketing experts, build a different strategy for goal achievement. Customer/client development includes steady, continuous communication and email is just one of the formats to do that.

 

For Salespeopl…

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