Even as you work to build the best tech rep team, you realize that there are some serious flaws that are impacting the business, and ultimately impact your sales.
First, your team is wildly overstretched. Even if you have excellent, motivated, driven, hardworking sales people – they simply cannot be in Vancouver, Ottawa, Saskatoon and Halifax all on the same day at the same time! They’re often overstretched, under-resourced, and scrambling to get to the next meeting.
The other reality is that even with that level of drive, they might simply not have had the access to the training that you require. Even once they do get on that tradeshow floor, they don’t always know who to meet with, or what questions to ask. They may be in a room of the same old faces without ever having the potential to engage a new client.
Many young tech reps have also had to learn to sell on Zoom over the last 3 years, which can make a bad situation that much worse. While they may have some charisma in person, it’s just not translating online, and they’re coming off as flat and wooden. No matter how good your product is, we want to do business with people who we know, like, and trust. If they don’t feel like they know your reps, and they don’t have anything with which to like them, that trust isn’t there and neither are the sales.
At the end of the day it means that your product isn’t getting sold – period. Your people don’t know where to go to find that ideal prospect, and the result is that your business is suffering from lost opportunity after lost opportunity because of that lack of knowledge.