Have you ever taken a moment to ask yourself if your sales reps are good at their jobs? Most people would assume their sales teams are as good as it gets, but if you took the time to take a deeper look, would you be impressed? While it’s easy to look at monthly sales targets and see who’s making an impact, it’s not as easy to take a holistic approach to examining your sales team and how successful your reps are.
Of course, it’s important to monitor achievements and sales reps’ accomplishments, but there are dozens of other characteristics you should consider when it comes to determining if your sales reps are actually good at their jobs or not.
Are They Setting Goals?
Every good sales rep knows the importance of setting goals. Not only does this help reps know how well they’re doing, but it also allows them to grow and track their progress. It’s an easy way to determine what sales tactics are working, how to increase sales, and how to stay on the ball. Goal setting in itself is a tactic that drives many salespeople to succeed and determine how they work best.
While it may seem like a no-brainer, setting monthly, weekly, and annual goals isn’t something every sales rep considers important. However, if you take a deeper look, the best sales reps are driven and excited about reaching their goals, and, in turn, helping your business succeed.
Are They Asking Questions?
Do your sales reps ask questions or are they more likely to keep their concerns to themselves? The good news is if they’re asking questions, they’re probably good at their jobs. Being a successful sales rep means understanding the product or service inside and out, knowing what it takes to further their skills, and asking the questions necessary to make improvements. For instance, if a salesperson is consistently missing monthly goals but doesn’t reach out for help or ask what improvements they can make, they’re not doing a great job.
Without asking questions, sales reps often remain in a vicious circle of concerns that aren’t being addressed and goals that aren’t being met. Perhaps you think your sales team is doing a great job, but if they’re not asking the right questions, they may not be getting the information they need to succeed.
Are They Adapting?
Consumers aren’t the same as they used to be. Sales reps have had to greatly adapt their selling techniques in order to remain effective in the changing world of sales. A great sales rep considers it important to stay on top of these trends, knows the latest techniques in selling, and values consistent training and coaching. All of these characteristics lead to a sales rep who’s adaptable to change—something that’s become increasingly vital as consumers begin to change so rapidly and unpredictably.
If reps remain trapped in their own selling techniques and don’t consider training, coaching, or new techniques important, there’s a chance they’re not good at their jobs. This way of thinking leads to sales reps who are using outdated techniques that don’t increase sales and don’t benefit your business.
Are They Open to Feedback?
While it may be awkward for some, taking in and using feedback is something all great sales reps know how to do. If your sales reps consistently use the feedback they receive to improve their selling habits, you’ll find much more success than if you work with salespeople who don’t want to receive constructive criticism and never adapt to feedback.
Feedback allows your reps to develop their skills, maintain their goals, and adapt to new selling techniques. A good indication that your sales reps are good at their jobs is if they’re eager and ready to receive feedback that’s going to benefit their selling habits and your business.
Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist
Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.