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Are These Sales Statistics Blowing Your Mind?

A recent HubSpot blog post titled 73 Mind Blowing Sales Statistics caught my eye and it should interest you. With each statistic there is a story, which should lead to a series of questions.

STATISTIC: 42% of salespeople consider prospecting the most challenging part of the sales process.

If I am your sales coach I would ask you:

  • When was the last time you asked your sales team about their biggest challenge(s)?
  • How were the challenges addressed?
  • If it’s prospecting, why is that? Is there a lack of communication with marketing and sales about the best type of accounts to target? How often do you review your sales plan? Are the salespeople unwilling to follow the sales plan?

STATISTIC: 60% of buyers want to discuss price on the first call.

If I am your sales coach I would ask you:

  • Does price come up because your salesperson immediately began to pitch?
  • Does the salesperson assess the wants and needs of the prospect once a relationship is established?
  • Are you consistently faced with price objections?

STATISTIC: At least 50% of your prospects are not a good fit for what you sell

If I am your sales coach I would ask you:

  • What IS your definition of a good fit?
  • How are you proactively resolving this issue of wasted sales time?
  • How much of your business is relationship based versus transaction based?

What are you measuring in your sales organization? What statistics are concerning you?

A sales coach is valued when they ask the right questions, not lead with answers. Every sales organization has its own dynamic. The statistics reflected here may not be an exact match in your situation, but they have universal relevance. When I shared this post on LinkedIn I lead with the caption “73 reasons to have a conversation with a sales coach.”

Let’s have a conversation about your sales stats. Book your complementary consultation now to discuss the challenges and opportunities you face as the end of year closes in.

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Thursday, 13 December 2018