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Goals

Looking ahead at 2021

Happy December!

The year is almost over - can you believe it? And as it draws to a close it’s time to start looking at what to create for 2021. I will be posting an opportunity next week for you to sign up for Goal Setting Mini Series for retail showrooms and another for trade showrooms (maybe a third for independent designers? Let me know and I will add it!) with directions to participate. Please keep your eyes open for this and I hope you will join us!

In the meantime, start to consider what…

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

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20.   An average company loses 10% of its customer base every year

Don’t be discouraged! This is just a lesson in prospecting and staying ahead of your sales pipeline. Stay active and continuously reach out to new prospects and past clients to keep your pipeline full and your team looking ahead.

Salespeople

Simply put, keep prospecting and don’t take it personally. If you lose more than 10%, you might want to explore further to discover why that is. However, if you ask for referrals, market cons…

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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!

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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 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Training ongoing#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…

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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 8 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 8  65% of sales reps can’t find content to send to prospects

Communication between sales and marketing is so important—it’s a main component of sales enablement. Marketing templates and documents need to be easily accessible and customizable.

Salespeople  Effective-Business-Communication-1 I listen to salespeople who regularly show their resistance to ongoing communication with prospects and clients as “What am I going to say or send them? The marketing department manages email blasts….” In a time when retail showrooms need 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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High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale.  All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close…

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