3 mistakes B2B sales teams make that impact sales
I have been fortunate to work with some really talented and strategic salespeople but on the flip side I have also worked with some who are set in their ways, stuck in the 80’s or 90’s and really struggle when they are challenged.
Here are three common mistakes sales teams make that can negatively impact sales:
1. Failing to Adapt to Modern Buying Processes:
Many sales teams still rely on outdated marketing tactics that do not align with how customers research and make purchase decisions today. Adapting to modern buying behaviours and leveraging new technologies and strategies is crucial for staying relevant and effective.
2. Lack of Clear Objectives and Poor Communication:
Some sales managers fail to clearly communicate their goals, expectations and processes to their teams, including their marketing teams. This lack of clarity can cause confusion, frustration, and misalignment among team members, ultimately hindering performance and productivity.
3. Not Understanding What the Customer Really Needs and Wants:
It is essential to actively listen to your customers, understand their frustrations and their pain points. When customers feel heard, acknowledged and see that a solution is being worked on, they are more likely to stay loyal and engaged. Understanding and addressing customer needs fosters stronger relationships and improves sales outcomes.
Research by Gartner states that 77% of B2B buyers state that their latest purchase was very complex or difficult…something to ponder on.
Sales teams can be so close to their customers, that's if they choose to be and use the information they have to understand their customers better. According to McKinsey, companies that incorporate data-driven decision-making are 19 times more likely to be profitable than those who don’t.
I was once in sales and I remember our CRM. I hated it at first but once I understood how to navigate around it, I learnt to love it. I was taught to use it effectively and it worked. I entered customers' details in real time, I made sure to regularly check in with them and made sure they received communications that were useful and relevant to them.
Simple. I know many of you are reading this thinking it's not that simple. But it needs to be.
Next steps:
Leverage Technology: Implement CRM systems and data analytics tools to better understand customer behaviour and preferences.
Stay Updated: Regularly review and update your sales and marketing strategies to align with current market trends and customer behaviours.
Define Clear Goals: Set specific, measurable, achievable, relevant and time-bound (SMART) goals for your sales team.
Regular Meetings: Hold regular structured team meetings to communicate goals, expectations, and progress.
Customer Feedback: Collect and analyse customer feedback regularly to understand their needs and pain points.
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