Do you remember the last time your sales team hit or exceeded its quota? And how often do you realize such a feat? Less than 42% of companies are able to realize 50% of their sales representative’s quotas. That spells doom for many organizations looking to bolster their sales and revenues.
It can be annoying to constantly make do with failures within your sales department over and over again. Actually, it even feels worse when you have done everything you think you should to improve your sales productivity.
There may be other factors at play that you’re yet to think about. Having an insight into how such factors affect your sales is the first step towards boosting sales productivity. Some of them include the following:
Product Quality
Product or service quality will always matter regardless of your offering. Your best salespeople may have what it takes to talk prospects into buying what your company offers the first time. But if the product is of low quality, it would be difficult to convince them to become repeat clients for your company.
Remember, negative reviews usually affect 86% of buying decisions. So, it may not matter how good your salespeople re. Neither would it matter what kind of best practices you implement to improve your sales productivity. The product or service quality, as well as your customers’ perceptions of it could be negatively impacting your sales volume.
The Customer Care Service
By the time prospects make an effort to reach your sales team, it is quite likely they have already been in touch with other departments within your company. They may have contacted your customer care reps or marketing department.
It is worth pointing that customers are only likely to refers others to your company if they have had a positive experience. And part of that positive experience is determined by the company’s customer care reps.
If your sales representatives report that many prospects complain about their issues not been settled efficiently, you have a customer care service problem that must be addressed as fast as possible.