How skilled are your sales reps at connecting- truly connecting on a human level- with customers?
Here are some telling statistics. Polling at the most recent AA-ISP Leadership Summit indicated that the three biggest sales team challenges included:
Technology absolutely plays an important role in virtual selling environments. But as recently as 2019, 98% of inside sales investment dollars were being spent on recruiting and tools, while only 2% were going towards the ongoing development of agents and managers. There’s a disconnect there, and it’s causing sales reps to become distracted, spend more time reading screens and talking about product than actually listening- truly listening- to customers and creating strong connections. Salespeople are asking ineffective or generic questions and too often missing important cues about customer needs that can create a better connection and help advance discussions.
Watch this interactive workshop and learn:
Are you tilting the balance too far towards the latest tech trends? Stop the insanity, step back and recalibrate! Layering yet another tool onto your tech stack is not going to be the key to getting closer to customers, capturing more opportunities, and outflanking your competition.
Chief Sales Officer
Vice President of Marketing
Communication, Confidence, Relationship, Face to Face, Inside Sales, Best Practices, Message