Route to Higher Conversion is simple: Targeted Coaching for Sales Reps.
TransMon undertook a LinkedIn survey where we posed a straightforward question to Sales heads who are managing mid-size Sales teams. These mid-size sales teams are required to out-call, manage inbound leads, convert these leads.
"How often do you coach & give feedback regarding Interaction quality & Rebuttal handling to front-line Sales reps?".Examine the outcome.
Merely 11% consider it viable to provide daily coaching to front-line Sales Staff. Around 45% of participants indicate a preference for twice-weekly coaching sessions, during which a maximum of 2 interactions (calls, chats, emails) are deliberated upon. Consequently, 45% of respondents state that they make performance decisions for Sales reps. based on a total of 8-10 interactions.
If a similar scenario arises within your company, you'll likely concur that you too are struggling with
| Issue | Example | Actual Scenario | Implications |
|---|---|---|---|
| Issue 1: Poor Identification of Conversion Factors |
A company wrongly assumes that inbound leads can be converted quickly by creating "Urgency" | creating sales urgency was negatively impacting their business. | Overestimation of conversion potentialMisallocation of resources |
| Issue 2: Wrong Judgment of Critical Conversion Factors |
An e-commerce Sales Rep was continuously focusing on discount, lowered prices to drive conversions. | Sales reps were neglecting the impact of product quality & customer reviews resulting in lower purchasing decisions. | Unaddressed negative feedback from customers Reduced brand reputation |
| Issue 3: Poor Tracking of Sales Reps. Performance |
A sales manager fails to consistently monitor individual sales reps performance. | Against 1000 calls made monthly auditing only 10 calls | Unmotivated sales reps. Missed opportunities for coaching and improvement Uneven team performance |
| Issue 4: Deviating from Primary Conversion Goal |
A company monitors behavioural parameters instead of evaluating agents on product offerings, USP discussion, discovery of customer need | Company gets a score but doesn’t get actionable intelligence | Stagnation in customer acquisition Decreased revenue growth |
I am attaching a booklet where I share how TransMon has solved these issues for some of well-known unicorns in the country.