3 Reasons New Employees Should Review Your Sales Process
Founder and CEO, hubPitch
Research shows that the attention span of humans gets worse as technology improves. Time Magazine once published an article claiming that humans have a shorter attention span than goldfish. We as humans have an average attention span between 8-12 seconds. Yikes.
These short attention span theories aren’t news to anyone. We all know it… but why do we seem to disregard it when it comes to business?
In sales specifically, we treat clients and future customers like they have all the time in the world. When in reality, the team that we are working with probably has less patience and availability than we do.
This begs the question, why do sales teams consistently put their clients in a position where they have to work to understand your product? We push them into 3 or 4 product demos. We send a powerpoint deck that hasn’t been updated since 2017. Here comes a hyperlink to a YouTube video that explains a bunch of features they don’t care about. Why??
No wonder sales people get black-holed on 70% of their deals.
Here is why new employees should review your sales process:
They Haven’t Drank the Kool-Aid, Yet.
We all know what this means.
At some point, you become biased. You start to think to yourself, “how in the world could somebody use any other product than ours?!”. Although your product may be superior, there is a reason why competitors are competitive and haven’t gone out of business. More than likely, they do a few things better than your company.
After a few sessions of industry specific training, a new employee will be at the same knowledge level as your clients. They know a product like yours is needed, but they aren’t an expert in this field (hence why they are purchasing a product to solve their pain).
A new employee can now tell your team what part of the pitch is a “nice to have” and what part is a “need to have”.
New Employees are Overwhelmed
Clients have nothing in common with your sales team. Period. Unlike your sales team (who has one goal: closing deals), your clients have daily tasks, vendor evaluation, internal presentations, and product adoption.
Client attention span is probably closer to the 8-second mark due to overpacked schedules.
A new employee is juggling on-boarding, product training, team outings, and company policies. They are the perfect test dummy for your sales process.
Build the sales pitch and proposals, send everything to a new employee, and then ask them to give a presentation of your product and it’s value. If you want to do this right, make sure that the new employee is not on the sales team either. By doing this, you can now evaluate how your sales process would look if you were in your clients shoes.
They are Terrible Presenters
As mentioned earlier, sales reps send their clients on a wild goose chase to track down sales content. Review this PowerPoint deck, review this contract, click on this YouTube link, download these attachments, etc...
Now that your client has somehow made sense of the different formats of content you sent them, they are tasked with presenting everything to the decision makers. This is where a deal is born, or destroyed. The entire sale lies in the hands of someone who has no idea what makes you more valuable than your competitors. They have just seen a couple demos and then bounced around between 7 different content locations. Sounds promising.
After the 3rd or 4th day on the job, ask a new hire to review the “sales follow up” email you send to your clients and then present your product’s value the next morning.
To conclude this article, I strongly recommend you treat your clients the way that you would a new hire: make it easy for them.
Less is More. Keep product demos high-level.
Only show what is relevant
Present areas that matter to decision makers.
Don’t send them on a wild goose chase.
Bundle all of your important sales documents into a single location.
Remember, your client will always have to sell someone else on your product. They shouldn’t have to chase down material in order to build a winning sales pitch. Provide them with everything, bundled into one location.
Learn more about hubPitch and how we can help your sales team: https://www.hubpitch.com/