One of the biggest inhibitors to the success of a sales rep is the inability to communicate value in a clear and concise way. We feel this is one of the reasons that only 47% of forecasted sales turn into a deal. We found that sale managers have a difficult time enforcing the sales process and identifying and correcting those reps that aren’t following the defined sales process. What sales managers need to coach their sales team is facts with detailed visibility into what a sales person is doing on each call and each interaction what are they saying are they prepared and is the content they are using working. Wouldn’t it be better if you could have detailed visibility into every conversation your reps are having at each stage of the sales process for each opportunity. Where are your top performers spending their time compared to those not making quota?

The inability to communicate value has a number of elements to it. How can your sales team find the consistent content that is being communicated in our marketing efforts and will set them apart from your competitors? However, in most companies, this is a difficult task and sales reps are spending hours looking for information. Did you know that 70% of marketing content is not used by sales, forcing sales reps to develop their own content? This inability to communicate a clear and concise value message will cost your company deals and most sales executives say it’s the biggest threat to their success. Your sales teams need this information right at their fingertips to move the sale along more efficiently and with more credibility. Most prospects are entering the sales process better educated and with more information about your offering than most of your sales team. This means your marketing message needs to evolve to a one to one conversation with that prospect with the call scripts specific to that prospect through the sales cycle realizing that a great deal of the communication will be electronic.