As the marketplace evolves with new products and ideas, salespeople are often pressured to ditch “old” ways of doing things and keep up with the times. That typically means trying sales tactics or technologies that are completely foreign to the rep. But is doing so worth the risk when it may not produce results? If you ask a successful salesperson to change their routine, you may be met with resistance. Here’s why.
It Works for Them
All salespeople are given some very simple advice when they start their careers – find what works for you, and stick with it. For instance, if a sales rep is more successful at prospecting by sending personalized emails instead of making cold calls, why would they change?
As most salespeople are rewarded on how well they perform, deviating from time-tested tactics that have closed deals time and time again seems counterproductive. However, there’s always room for improvement. With the right tools, you can support what your team does successfully while streamlining the tasks that hold them back.
Change Is Too Risky
Management teams need to understand that new tactics carry big risks – not just for the company, but for the salesperson too. For one, significant time and effort are required to train salespeople and allow them to get comfortable with new tools and methods, whether you change their script, tech, or quotas. This alone can cause your business to fall behind on your goals.
Plus, these changes are sure to affect morale. After conducting business their way for so long, reps may feel hesitant to change. And as anything that shows the slightest sign of not working is seen as unreliable, why would commissioned salespeople want to take on even a slight risk of negative impacts on earnings?
The Right Tools Go a Long Way
So what can you do? Look for tools that empower your team to sell their way, only better – with easier access to collateral, robust analytics, and always-on access that goes wherever they do to close a deal. This approach recognizes your team’s strengths, eliminates their pain points, and offers usable tools to fuel their growth.
Put yourself in your sales team’s shoes. Equipping them with smart tools is the best way to grow, not casting doubts on their methods. That’s where StorySlab can make all the difference. Our made-for-you sales enablement platform helps salespeople do what they do best with the support to get even better. To learn more, download our free demo or contact us today.