5 Problems Every B2B Salesperson Faces

5 PROBLEMS EVERY B2B SALESPERSON FACES 1 GETTING IN THE GROOVE The Highest Risk Period 90 1 DAYS MONTHS YEAR The first 90 days of a sales rep's tenure is the highest-risk period A new salesperson needs 6 months to be productive Sometimes it can take up to 1 year DON'T STOP 'TIL YOU GET ENOUGH SALESPEOPLE HAVE A HARD TIME SELLING BECAUSE THEY NEED TO DO OTHER TASKS ET 19% Meetings and administrative tasks 59% VS 41% Other tasks Actual selling 16% 24% "Other" misc tasks Researching accounts and generating leads A LINE (ALIGN) DANCE OF MARKETING + SALES 90% Of salespeople don't use their marketing materials due to inability to locate or access materials. 40% Of all marketing materials $$ Top performing companies that align sales and marketing see an average of are not used by sales teams. increase in revenue. 20% CROWDED FLOOR 4 OF SOURCES SALESPEOPLE HAVE TO MAKE SENSE OF AT LEAST 8 SOURCES FOR LEADS: SALES GROUPS 72. 5% CRM SYSTEM 65.6% Q SEARCH ENGINES 60.6% PRESS RELEASES 45% SOCIAL NETWORKING SITES 37.6% IM, MANUAL SEARCH AND ENTRY 37.2% BUSINESS INFORMATION PROVIDERS 35.8% FINANCIAL STATEMENTS 32.6% THE BATTLE: DON'T GET SERVED, STEP UP Over 8 in 10 sales teams feel challenged by the amount of data and the time it takes to research a prospect 49% 88% Feel the closing deal process takes too long 88% of colleagues think their sales team has missed some or many opportunities because they can't gather all prospect information that they need to close a deal. GET IN THE GROOVE WITH LIVE HIVE SOURCES http://www.inc.com/john-treace/5-tips-for-training-new-salespeople.html http://cdn2.hubspot.net/hub/92986/file-16024615-pdf/docs/how_to_hire_salespeople.pdf http://scienceofrevenue.com/category/sales-effectiveness/ http://www.nimblebridge.com/tag/localized-marketing/ http://www.aberdeen.com/press/details/sales-and-market- ing-alignment-collaboration--cooperation--peak-performance/76.aspx http://www.sellingpower.com/content/arti- cle/?i=1352&ia=9271/how-much-time-do-your-salespeople-spend-selling http://www.salesleadershipalliance.co.uk/wp-content/up- loads/2013/02/The-Challenges-Facing-Sales-Management.pdfz z zzz0 People & various icons made by Freepik from Flaticon.com