{"id":362,"date":"2015-10-22T05:51:44","date_gmt":"2015-10-22T10:51:44","guid":{"rendered":"http:\/\/www.melissawhitakerintl.com\/blog\/?p=362"},"modified":"2015-10-22T05:51:44","modified_gmt":"2015-10-22T10:51:44","slug":"consistently-inconsistent-sales-reps","status":"publish","type":"post","link":"https:\/\/www.melissawhitakerintl.com\/blog\/2015\/10\/22\/consistently-inconsistent-sales-reps\/","title":{"rendered":"Consistently Inconsistent Sales Reps?"},"content":{"rendered":"<p><iframe loading=\"lazy\" title=\"Effective Coaching - Consistently Inconsistent Sales Reps?\" width=\"584\" height=\"329\" src=\"https:\/\/www.youtube.com\/embed\/7MK9ynu31jk?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/p>\n<p><span style=\"color: #0000ff;\"><strong>Consistently Inconsistent Sales Reps?<\/strong><\/span><\/p>\n<p>Is your team filled with consistently inconsistent sales? Do your sales reps make the quota one month and miss the next? Do they seem to have the skills but their performance is chaotic? What is causing all of this inconsistency?<\/p>\n<p><strong><strong>Common Problems:<\/strong><\/strong><\/p>\n<p><!--more--><\/p>\n<ul>\n<li><strong>Clarity<\/strong>\n<ul>\n<li>Are they identifying quickly if the prospect is an ideal client?<\/li>\n<li>Are they misinterpreting buying signals?<\/li>\n<\/ul>\n<\/li>\n<li><strong>Poor Time Management<\/strong>\n<ul>\n<li>Is their day chaotic?\u00a0 Have them do a calendar exercise and record their activity for a week.\u00a0 Recording where time is being spent.\u00a0 Highlight sales activities that have high pay- off.\u00a0 Help them identify time wasters within their schedule.<\/li>\n<\/ul>\n<\/li>\n<li><strong>Prospecting Time<\/strong>\n<ul>\n<li>Too many times sales reps are not consistently prospecting.\u00a0 They choose to prospect when activity is low.\u00a0 Consistent prospecting is necessary to keep pipelines full of prospective sales.<\/li>\n<\/ul>\n<\/li>\n<li><strong>Territory Management<\/strong>\n<ul>\n<li>Travel time is a necessary evil.\u00a0 However, too many times reps lose valuable time by not planning appointments together and working sections of their territory then moving to the next section.<\/li>\n<\/ul>\n<\/li>\n<li><strong>Fire Prevention<\/strong>\n<ul>\n<li>Are they spending valuable selling time putting out fires and handling customer issues?\u00a0 Look at these issues to see if they could be handled better by another internal resource to open up the sales rep\u2019s time for more selling activities.<\/li>\n<\/ul>\n<\/li>\n<li><strong>Urgency<\/strong>\n<ul>\n<li>Is there good movement in the pipeline?\u00a0 Are sales stalling and taking longer to go through the cycle?\u00a0 Is the rep building a sense of urgency to keep proposals in movement?<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>Helping representatives identify what is making their pipeline chaotic can help give them the stepping stone needed toward more consistent success!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Consistently Inconsistent Sales Reps? Is your team filled with consistently inconsistent sales? Do your sales reps make the quota one month and miss the next? Do they seem to have the skills but their performance is chaotic? What is causing &hellip; <a href=\"https:\/\/www.melissawhitakerintl.com\/blog\/2015\/10\/22\/consistently-inconsistent-sales-reps\/\">Continue reading <span class=\"meta-nav\">&rarr;<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[134,107,135,128,84,6,39],"class_list":["post-362","post","type-post","status-publish","format-standard","hentry","category-mwi-news","tag-business","tag-coaching","tag-consistent-results","tag-high-performance","tag-management-training","tag-sales-training","tag-success"],"_links":{"self":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/362","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/comments?post=362"}],"version-history":[{"count":1,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/362\/revisions"}],"predecessor-version":[{"id":363,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/posts\/362\/revisions\/363"}],"wp:attachment":[{"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/media?parent=362"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/categories?post=362"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.melissawhitakerintl.com\/blog\/wp-json\/wp\/v2\/tags?post=362"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}