How to Make a Sales Rep More Effective

February 13, 2020 |   3 minute read

Inbound Marketing , Sales Growth

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The role of a sales rep is a mixed bag - if they are not pursuing potential leads, they are making sure that existing customers are satisfied. They do a good job, of course, but if sales need to be ramped up, specialists may be needed. If so, some feathers may be ruffled initially, but there is lots of evidence to support the benefits of a team approach.

How to Build in a Team Approach

  • Take the Time to Build a Culture: It takes time for a team to work cohesively, and forcing it will not help the connection. 
  • Each Team Member Can Contribute: Each team member will bring individual strengths. Knowing and embracing those strengths will build a stronger unit. 
  • Know What You Are Good At and What You Can Improve: Let’s face it: some campaigns flop. Acknowledge that and move on. Reflect on the strengths of your team and focus on improvement. 
  • Be Realistic About Goal Setting: Done well, goal setting provides structure to your team. It gives a clear destination and path so that everyone is moving towards the same result. After setting goals as a team, encourage individual team members to come up with their own goals. 
  • Identify Gaps Before They Become a Problem: Even the best team can let tasks fall through the cracks. Be aware of these before working on a large project where a gap could result in a large problem. 

How to Help a Sales Rep With Inbound Marketing

Inbound marketing doesn’t replace reps, it makes them more productive and efficient. 

  • unnamed (3)-1Leads: Inbound marketing provides tools to help nurture leads. There are lots of different ways to bring in potential customers, but sales reps might be skeptical about updating the way that they reach out. If so, share with them that social media is the way of the future for obtaining leads: 72% of adult internet users use Facebook, and 45% of people watch more than an hour of videos on Facebook or YouTube per week. Nurtured leads produce an average of 20% of increased sales versus non-nurtured leads. Those numbers cannot be ignored!  
  • Touchpoints: Once those customers have been reached, inbound marketing will allow the customer’s journey to be tracked every step of the way. It has been said that it takes 28-62 touchpoints (or points of contact) to make a sale; inbound marketing keeps track of all that for the sales rep.
  • Content Creation: One of the most valuable pieces that inbound marketing brings to the table is content creation. Content, like blogs posts, needs to be created often (12-16 posts per month). What a relief for a sales rep when they discover they don’t have to do the creating anymore! Content speaks to customer needs, and once customers feel heard and their problems listened to, they’re more likely to be return customers. 

How to Succeed With Inbound Marketing

Inbound marketing builds a solid infrastructure so that created content will start to help close every lead in the future. As an inbound marketing agency, Tangible Words will help with every deal and allow your reps the opportunities to make more deals. After 5 months we helped a client close $600,000 in new business, and they spent $200,000 for the entire year with us. Even after the project ended, the campaigns continue to earn money: one campaign we created earned them $1,000,000 seven months after we stopped writing for them.

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