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Tips for Creating Effective Sales Compensation Plans

Tips for Creating Effective Sales Compensation Plans

Sales compensation plans are designed to reward salespeople for achieving set sales goals. This post gives tips on creating and implementing effective sales compensation plans.

Sales Compensation

In the world of selling, there is usually a correlation between how a rep performs and their pay.

The sales rep’s commission structure is usually revealed at the start of the calendar year. It will include their yearly goal, their weekly or monthly metrics, and how their pay will be computed.

Most sales reps are compensated for their performance relative to their sales quotas. This means their pay is directly tied to the total amount they earn. Most compensation plans are structured with an on-target-earning, the total amount a sales rep will make if they meet their goal.

If a sales representative underperforms, they will make less money than what is specified in their on-target earnings. If a sales representative overperforms, companies can offer higher commission rates or incentives that would allow the sales representative to make more money than what is specified in their on-target earnings.

Sales comp plans are great because they calculate how many phone calls, meetings and demos are needed to hit the annual target. This ensures your sales reps are compensated relatively while giving them a clear idea of what they need to accomplish.

According to the VP of Sales Strategy at The Bridge Group, Laurie Page, reps should know their exact goals for the month and be able to track their progress.

The compensation plan incentivizes salespeople to focus on acquiring new accounts. If the company wants to prioritize acquiring more clients, they can offer a higher commission for selling to brand new customers.

Similarly, if a business wants to grow its customer base, it can incentivize those sales.

Most compensation packages will include a bonus payment called a Sales Performance Incentive Fund. This is usually paid out as a bonus, as additional vacation time, or as an increase in commissions for reaching a certain quota. This is often used to motivate sales reps to sell new products or features, which could help the company reach its quarterly or yearly targets.

Many sales managers use incentives to encourage their reps to sell new products or features. They do this in hopes that they can reach the company’s revenue goal.

This payment structure is similar to how other salaried employees are compensated.

Rather than paying sales reps for hitting specific sales goals, their performance metrics are instead presented as a series of benchmarks that must be met to earn their pay.

In addition to offering bonuses for hitting sales goals, sales managers can offer additional incentives to sales reps who exceed their quotas.

The no-cap, no-base-salary sales model, is an effective way to motivate your sales team. The no base or ceiling on earnings allows your salespeople to make as much money as they want but holds them to higher standards.

The pay-per-sale commission structure allows sales reps to earn as much as they can sell. There is no cap on how much a rep can make, so the more they sell, the more they earn. This encourages representatives to do their best, leading to big paydays for top sellers.

Commission-only sales models can be great for salespeople who are motivated by cash. But, they can also pressure your sales team to oversell and rush through each deal. If you don’t provide the proper training, your team members could close a deal to earn their commissions.

This is a popular sales strategy where reps are paid a salary and a commission.

A compensation plan will outline how much you can earn if you reach your sales goals.

This strategy gives reps a sense of security due to the guaranteed monthly income and allows leaders to increase motivation for over-performance with commission bonuses.

While allowing lower-performing reps to stay may save the company money, it may also hurt the business in the long run.

In the Tiered Commission Model, reps are incentivized to close as many high-ticket sales as possible. For each new customer they sign, the sales rep earns a higher revenue cut from that client, so they’re encouraged to aim higher.

A salesperson’s compensation often has tiers. This means that the more the rep sells, the more they’ll get paid. For instance, a salesperson may earn a 5% bonus on their first $50,000 in sales, a 7% bonus until they reach their sales goal, and a 9% on any deals that exceed their annual sales target.

This model is great for motivating the middle tier to strive for higher targets while giving the top earners a bonus for surpassing their quotas.

The gross profit commission structure is where sales reps earn commissions based on how much revenue a company makes. So the more a sales rep sells, the more money they’ll make.

The sales strategy incentivizes reps to upsell and cross-sell customers on more expensive deals and penalizes them for discounts.

If you have a team selling to businesses on the West Coast, Midwest, and East, then a Territory Volume Compensation Plan might be the best plan for that. This plan would assign each salesperson an allotted amount of territories and compensate them based on how many deals they close within those regions.

In this model, each region is given a set amount of commission. This incentivizes each sales rep to generate revenue in their respective territories. The reps are then given an equal cut of the profits, so everyone shares in the company’s success.

This works best for salespeople who have balanced territories.

Considering the Sales Salary

Commission has long been considered the best way to motivate sales reps.

A 50-50 split is the most common type of pay structure for sales reps. Half of their salary is their base, and the other half is their commissions.

Other companies use a high-risk, high-reward strategy in which sales reps are only compensated on commissions with no base pay.

This allows them to work as much as they want, but with no guarantee of a steady paycheck.

Dorsey believes that the commission-based format is broken and makes it difficult to recruit new employees because there is no guaranteed income. Trying to earn an income can lead to a high employee turnover rate.

“It’s about redefining what ‘incentives’ means. Your job isn’t to incentivize people; it’s to define what the job is, and then do it.”.

He’d rather pay his reps a base salary than a commission because he believes they should be motivated by their salaries.

A salesperson may be fired if they do not meet their targets over multiple sales cycles. This is similar to what can happen to other professionals if they do not perform well in their roles.

If salespeople perform well, they can earn bonuses in addition to their salaries. He said this change would help salespeople feel more secure in their jobs.

“It removes the word ‘incentive’,” he said. “It defines what the job is about.”.

“Here’s what you’ll need to do; now get to it!”.

Some people may not believe this strategy will be as effective as it should be. In Li’s opinion, commissions can help bring out the competitive nature of a salesperson, which can be an effective method for measuring performance and encouraging more action.

Call tracking is a great way to measure performance, and you can use it to drive your sales activities towards specific goals and targets.

While experimenting with a pay structure, CEO Jack Dorsey found that employees were more productive when they were paid based on performance.

They did their job, he acknowledged.

Ditch commission and pay reps full salaries.

Tips for Creating Effective Sales Compensation Plans

  • Understand your company’s strategy and goals for the year.
  • Keep it simple. Don’t encourage more than two or three behaviors.
  • Stretch goals should be achievable. Reps will either cheat the system or quit.
  • When you want reps to go above and beyond, use commission accelerators or sales performance incentive funds.
  • Clawback provisions are a way to ensure reps get the right customers. However, they must be time-limited as well as clearly defined.
  • Do not include cliffs. Many representatives start to treat the cliffs as part of their quotas.
  • Do not increase quotas without providing additional support.

The compensation plan will continue to be the main driver of a rep’s actions, even if sales is commission-driven. It is a blueprint for how the company plans to grow its revenue and what salespeople should do to earn for the year. It would be wrong to assume that reps will work harder if they have a bigger carrot.

Reps who don’t align their compensation plans with sales strategy can manipulate the system by putting unnecessary add-ons in deals or making promises that your product won’t keep. Reps may become demotivated if the plan is unfair.

Making a compensation plan work means balancing what is best for the company and what a sales rep can control.

What to Avoid in Your Compensation Plan

Compensation plans are great, but they can also incentivize the wrong behavior. Here are some things to avoid when structuring yours.

One thing that you will never see in David’s comp plan is to have a cliff.

Don’t create a cliff in your sales rep’s pay. This will only hurt your reps and change their focus.

Don’t try to reach the goal of your entire sale; instead, do whatever you can to meet your minimum required amount.

Don’t try to sell your prospect on unnecessary add-ons or convince them to buy a deal that doesn’t fit their budget.

Either that or it leads to high employee turnover, which is bad for business.

While a sales team’s goal may be to increase company revenue, this often adds more stress to the reps.

To hit their sales goals, sales managers need to determine how much support their reps will need.

When increasing your quota, it’s important to have a strategy in place, so your team doesn’t feel discouraged. This could mean investing in some helpful SFA software, or it could mean bringing in more SDRs.

Don’t:-Don’t just change quota numbers. This will only make reps feel frustrated or resort to cheating.-Don’t just change your sales goals without planning. This will leave you in a lurch.

When companies don’t offer competitive salaries, they can expect high turnover rates, leading to unhappy customers and employees.

“The most frustrating thing about quotas is when they feel like it’s impossible to reach,” he said. “It can be demoralizing, and, by then, they may be looking for another job.”.

It’s crazy to think that some reps still don’t have a clear idea of what their pay will become in January.

Even though a sales manager’s job can be incredibly hectic, it’s their responsibility to ensure that their sales reps have their yearly plans ready by the start of the year.

Your reps should know how much they’ll be making in 2017.

“Make sure you communicate it and excite them about their opportunity,” she said. “And don’t show up late.”.

It’s frustrating when sales reps tell me they don’t have their compensation plans ready in January or February.

Conclusion

Business success is dependent on sales compensation plans. The right plan will help you attract top sales talent and help you reach your goals. These tips will help you improve your sales compensation plan. You can adjust and make changes over time to keep the plan current and relevant.

The Biggest Challenges With Big Data & How to Overcome Them

The Biggest Challenges With Big Data & How to Overcome Them

If you’re working with big data, you know that some challenges can be involved. When I started working with big data sets, I was completely overwhelmed. It felt like there was so much information, and I didn’t even know where to start. Thankfully, I’ve since learned a few tricks for dealing with big data sets and overcoming the challenges that come along with them. In this blog post, I will share the biggest challenges with big data and how to overcome them!

Introduction to Big Data Analytics

Data is an extremely valuable asset in today’s world. Analytics can help to extract data value. This is the economics of data. Although Big Data and Analytics are still in the early stages of growth, their importance cannot be underestimated.

The volume of data is rapidly growing, making it necessary to determine how best to handle that data. Here we will look at the challenges with big data and how to overcome them!

According to surveys, many companies are open to big data analytics in their day-to-day operations. It is clear that Big data analytics is a popular medium that will help businesses and brands grow in the future.

Data value is created by analyzing big data. It is important to focus on this aspect, as is everything else. There are many ways companies can use Big Data. There is no one way to do it all.

Businesses need to analyze their data to extract meaningful insights and make data-driven decisions. That’s why investing in a system that can process and analyze this data is necessary.

A combination of skills, people, and processes is required to implement big data analytics successfully.

Companies are growing at an incredible rate today, as are advanced in big technology. Brands must be prepared to adopt big data and pilot them to make them an integral part of the information management and analytics infrastructure.

Big data has incredible potential and is poised to be the next disruptive force in integrated analytics. This will transform the way brands and companies do their jobs across economies and stages.

There are great opportunities and challenges but also great hurdles. Companies must be able to solve all obstacles to unlock the full potential of big data analytics and related fields. If big data analytics problems are properly addressed, the success rate in implementing big data solutions increases automatically.

It is crucial to address these issues as big data continues to make its way into businesses and brands all over the globe.

Major Challenges With Big Data Analytics

These are some of the biggest challenges big data analytics programs face today:

challenges with big data

  1. Uncertainty in Data Management Landscape: Big data is constantly evolving, so new companies and technologies are always being developed. Companies face a major challenge in determining the most effective technology without introducing new risks or problems.
  2. The Big Data Talent Gap Although Big Data is an emerging field, there are few experts in this field. This is because Big Data is a complex field, and few people can understand its complexity and intricate nature. The talent gap in the industry is another major problem.
  3. Getting the data into big data systems: Data is growing every day. Companies must deal with an endless amount of data every day. Data practitioners can be overwhelmed by the sheer volume and variety of data available today. This is why making data access easy and convenient for brand owners, and managers is crucial.
  4. Synchronization across data sources is essential: As data sets get more diverse, it becomes necessary to integrate them into an analytical platform. This can lead to false insights and messages if it is not addressed.
  5. Obtaining essential insights through Big data analytics: Big data can provide companies with insights, but the right people must have access to it. This is the biggest challenge in big data analytics.

This article will examine these issues in greater detail and show how companies can address them effectively.

  • Challenge 1

The rising uncertainty in data management is a challenge. There are many disruptive technologies in big data today, so it might not be easy to choose from them all. Big data solutions must be able to support both the operational and, in some cases, the analytical data processing needs of companies.

These approaches are often grouped in a NoSQL framework, which is a different type of relational database management system.

Many NoSQL options are available to companies, including graph databases that can keep interconnected relationships between objects. Many companies are still developing new methods and techniques in big data analytics, as big data is still in its infancy.

As more brands adopt big data, new solutions are being created within each NoSQL to help them reach their goals. Different brands are using these big data analytics tools for different reasons. Some provide flexibility and are scalable, while others are used to achieve a wider range of functionality and are easier to use.

  • Challenge 2

The current gap in big data analytics experts: An industry’s ability to access human and material resources determines its success. The new big data tools include traditional relational database tools with alternative data layouts that increase access speed and decrease storage footprint, in-memory analytics, NoSQL data manager frameworks, and the Hadoop ecosystem.

Many systems and frameworks are available, so there is an immediate demand for application developers with knowledge of these systems. These technologies are constantly evolving, but there is a shortage of technical skills.

Remember that many big data experts have gained their expertise through tool implementation, a programming model, rather than data management. Many data tool experts don’t have the necessary knowledge about data modeling, architecture, or data integration.

This lack of information can result in unsuccessful data analytics implementations within companies/brands.

McKinsey and Company, an analyst firm, says that the United States could have a shortage of around 140,000-190,000 people who have deep analysis skills, as well as 1.5million managers and analysts who know how to use big data analysis to make informed decisions.

This means that although there will be many job openings in this sector, very few experts will be able to fill them. Eventually, though data professionals will become more skilled by continuing to work in the field, there will be a talent gap.

  • Challenge 3

Getting your company’s information into big data analytics systems can be daunting. Every company has unique amounts of data and different data management needs. This is why it is important to understand your company’s requirements before implementing a new data strategy.

Not all companies fully know the advantages and benefits of business data analysis. Businesses must use data analytic techniques that are right for them.

Data in a company is important as it makes it easier for the business to analyze it. Good communication between teams ensures that everyone understands the data being analyzed.

Companies must spend time explaining the benefits of business analytics to all employees, including management and IT staff before they even consider implementing it.  

  • Challenge 4

The challenge of synchronization across sources of data: Data copies from different sources can be migrated at different rates and times to create a big platform. Sometimes, this can cause problems within the system.

There are many types of synchrony, so it is important to ensure that all data is in sync. Otherwise, this could impact the entire process. There is always the risk of data not being synchronized due to the number of data warehouses and conventional data marks.

Inconsistency in data can lead to inconsistencies at every stage and, ultimately, disastrous results. Incorrect insights can cause a company great harm, sometimes more than not having the necessary data insights.

  • Challenge 5

The challenges of getting valuable insights from big data: Data can only be valuable if companies can gain insights. Big data analytics must be comprehensive and insightful. It can augment existing data storage and provide access to end users.

Companies must be able to access the information they need without coding. Companies must understand the data they need to process it effectively as it grows.

Data can fluctuate depending on a variety of factors. Companies need to adapt their data as changes occur.

Conclusion

It is vital to remain competitive in this data-driven economy. Big Data problems can arise at any stage, but it is important to recognize that everyone has their approach. Big Data’s scope is vast, and it is constantly evolving. Experts are open to finding new solutions and ways to tackle the challenges with Big Data.

The Best Framework for Web Development in 2022

The Best Framework for Web Development in 2022

If you’re like me, you’re always looking for the best way to do things. Whether it’s the best route to take to work or the best way to make a cake, we all want to find ways that save us time and effort. If you are looking for the best framework for web development, you have come to the right place. Here we explore the top frameworks and help you choose the right one for your needs.

Web Development Framework Defined

A web development framework is a collection of resources or tools that can be used to support the development of software products, web applications, or websites. Although different frameworks have different capabilities and functions, they all provide a guideline for web developers to create web designs.

The best framework for web development usually includes all the resources and tools you need to create a website. It includes all files, folders, and the basics of coding language. 

A web framework also:

  • Simplifies website design: Web design simplified with a created framework can be used to design websites. This can be used to simplify website design and database access.

  • Directs your requests to the right handlers: The basic web development mechanism creates a base mechanism designers can use for mapping code to reach certain handlers.

  • Generates and responds to HTTP requests: Web servers exchange information using HTTP requests. Designers can use web frameworks to create code that responds to these requests and returns.

  • Speed up website design: Web development frameworks can speed up the website design process and allow for functional websites to be created in a shorter amount of time.

Web Development Frameworks Types

Web frameworks can be divided into backend frameworks (client side) or front-end frameworks. Full-stack frameworks are those that allow both development and testing.

  • Frontend Frameworks (Clients-side): This framework manages user interfaces. The front end is the part of a web app you interact with. Every business is concerned about the user experience of a website. Complex functions and operations may take place in the background, but what the users see and experience must be seamless. Frontend frameworks allow for the creation of interactive, user-centric websites.
  • Backend Frameworks (server-side): Web development frameworks comprise a collection of tools and modules that allow web developers to create websites. The backend comprises the server, the database, and the interact code. The server-side of a website framework ensures it is smooth running. It simplifies tasks, such as URL redirection, data access, and log-in.

Tips for Choosing the Right Framework

Here are a few tips to help you select the right framework for your call center.

Some web development frameworks are easier to use and master, while others are more difficult. Think about your level of skill in coding and which language you prefer.

Some CRMs have better online help than others.

When deciding on a framework for your web app, it’s important to consider your skill level. If you’re more familiar with a certain programming language, you may want to use one that uses the same code. This will make learning easier, and you’ll be able to start developing your app faster.

For instance, while PHP is a popular choice among beginners, it requires knowledge of HTML, CSS, and JavaScript.

When choosing a web development framework, there are many factors to consider. However, one of the most important considerations is security. Make sure to select a framework that offers the level of security you need to protect your website and your customer’s data.

Some web frameworks are built with security measures in mind, such as Python’s Django. Other software platforms, however, let you integrate their security systems.

When choosing the right framework for your site, it’s important to evaluate what types of features you need. Some sites may need more storage, others may need to be able to process a lot of traffic, and others may have other requirements. By determining your needs, you can better choose a web dev platform.

When choosing a web development framework, you should consider its performance in relation to whether you need a front-end or back-end design.

Consider your budget

Knowing the costs associated with each solution is important to determine which one is right for you. Some solutions have free plans, while others are paid.

Consider all the factors involved before deciding which framework to use for your project.

When choosing a framework for your call center, ensure it has the features your business requires while remaining within your price range.

The best Framework for Web Development in 2022

1. React

React is a well-known web development framework used by many developers worldwide. Facebook is the social media platform that created and maintained React. React was created by Facebook as a powerful JavaScript toolkit that allows component-based implementations of the Web’s view layers.

React is different from other JavaScript frameworks because it stresses one-way data linking. React gained a lot of popularity quickly among developers and businesses. It is the most popular client-side web framework.

2. Angular

In 2016, Google released the new, improved version of their popular client-side and MVC (model-view-controller) web framework, called “Angular.” While it’s very similar to its predecessor, “AngularJS,” it offers better data binding and configuration.

It also used TypeScript, its native programming language. This played a crucial role in the rise of TypeScript. Angular has not experienced any significant breaking changes over the past five years.

Plus, there’s more. Because it values stability and robustness above innovation, Angular is a great framework for enterprise web application development.

3. Vue.js

Created by former Googler Evan You in 2014, the open-source library, Vue.js, is now one of the world’s most widely used community-driven development tools. Vue is a front-end Javascript library that merges the best of ReactJS and Angular. JS.

Vue.js’s learning curve is slightly less steep. It is significantly lighter, has fewer dependencies, and is easy to implement in small parts as separate libraries or as a complete framework. Vue is easier to learn if your knowledge of HTML, JavaScript, and CSS is already solid.

4. Django

Django, a python-based web design framework, is expected to be available in 2021. It was created by Simon Willison and Adrian Holovaty in 2005. Python’s popularity has grown exponentially in recent years, and so has the demand for and use Django framework.

It is one of the most recognized server-side web frameworks in development and continues to shine because of its high-end features. Django is the best web framework for developing robust web apps with minimal coding.

Django is a web framework that sticks to industry security standards. This helps software developers avoid future security issues and helps them measure and avoid them.

5. Ruby on rails

The web development landscape in the 2000s was quite different than it is now. Back then, the java based j2ee platform was the most commonly used framework for developing web applications. It was very large and involved quite a bit of work.

It was also difficult to create a simple “hello world” application. David Heinemeier Hansson created Ruby on Rails to support the MVC paradigm and the Ruby programming language.

Many new concepts and ideas were introduced, including the Convention over Configuration, the Active Record pattern, and Don’t Repeat Yourself. Adding database setup, migration, and view scaffolding allowed for fast and efficient software development.

Conclusion

Thanks for reading! I hope that this guide has helped you on your journey to finding the best framework for web development that suits your needs. Good luck with your project!

The 5 Common Objections in Sales and How to Overcome Them

The 5 Common Objections in Sales and How to Overcome Them

If you’re in sales, chances are you’ve come up against your fair share of objections. It’s tough to close a deal when the person on the other end is saying no. But don’t worry, you’re not alone. Check out these 7 common objections in sales and how to overcome them!

7 Most Common Objections in Sales 

Right? Wrong. The details of objections you face will be affected by what you sell, but most sales reps face the same objections from their leads.

These are the most common objections in sales. You can either jump down to the most common or work through the entire list.

  • Price objections – If you don’t have the budget or the money to buy, there is no way to get a discount. 
  • Not a good match– The product doesn’t make any sense; too difficult to integrate. 
  • Not interested – Brushing off, we do not need this, “It isn’t you, it’s mine”. 
  • Too busy – Can’t talk right away – Send the information in an email.
  • Gatekeepers – passing the buck, someone else needs to talk to you, “I don’t have authority”.
  • Competition – We’re going with a competitor. Their product has a better reputation, and we’re already in a contract. 
  • Hard– Not interested, “How did you get my information,” “I hate”.

How to Handle Common Sales Objections 

While these tips should help you respond to some typical sales rebuttals, it’s important to remember that each situation is different.

For example, if a potential customer is “just browsing, ” it’s probably best not to try to sell them anything.

Don’t take these suggestions as gospel; don’t just apply them to all sales prospects. Be authentic, and be honest.

Customers often come up with objections to buying expensive items, such as furniture and technology. These usually stem from the customer being unsure about the purchase, not interested, or not ready to make a purchase.

While respecting your customers’ decision to wait on making a purchase, sometimes you can gently remind them of why they should make the purchase.

Overcoming No-Budget/Too-Expensive Objections

Dealing with a price objection can be tricky, but it’s important not to get defensive. Remember, the customer is buying value, not the price. Dig deeper to find out what their hesitation is.

When someone objects to the price of your product, it’s important to try and understand the root of the objection. Often, people use price as a defense mechanism to hide their real concerns. You can better address any underlying issues by getting to the bottom of the objection.

The ‘Not a Good Fit’ Objection Handling

When people tell you you’re not a good fit for them, it’s hard not to take it personally. But what are they trying to say?

“It isn’t you, it’s me” is a cliche, but these responses often mean “I don’t feel like buying from you at the moment.”.

What are some critical questions you can ask to gain a better understanding of what’s holding your prospect back? When you feel like your prospect is trying to push you off the sales call, what are some prepped responses you can use?

Overcoming the Not Interested Objections

These objections are a little different from the “not a fit” above because the caller isn’t hiding behind any excuses.

When someone tells you they are not interested, it means they have at least one reason why they don’t want what you are selling.

To combat the apathy or disinterest of your prospects, you need to have some solid, factual reasons why they don’t think they need your product.

Change their perspective so the conversation goes your way.

Overcoming the Too Busy to Deal With You Objections 

Your leads always tell you they don’t have time to talk to you, but why?

Many of your callers’ objections to scheduling a meeting are merely a cover for their real issues. To get to the root of these, you need to ask more probing questions about their concerns.

You also need to be open to following up and learn not to leave things open-ended for too long. If you want me to invest my time in you, you must be willing to do the same.

How to Deal with the ”Passing the Buck” Objections 

What’s the best way to get past the gatekeeper when they refuse to pass you on to the decision maker?

Many sales reps believe that their prospect is “passing the buck” – that the prospect is refusing to decide because the decision is out of their control. But we know this isn’t the case.

If your target contact refuses to let you speak to their boss, try pointing out how ridiculous their excuse is. Remind them of the benefits your product or service can offer their company. They may be willing to reconsider and allow you to speak to them by showing them how silly their reasoning is.

Overcoming the Competitor Objections

What you can change, however, is your lead’s perspective on value. Although it may be difficult to combat these sales rebuttals, it is still possible to do so. Your competitor may be offering a more advanced feature package or a cheaper price, but there is always something you can do to change the perspective of your lead when it comes to value.

What you can do, though, is change your prospect’s perspective of value.

The number one way to counter these sales rebuttals is to maintain a strong, positive, and confident attitude. Don’t let yourself be bullied into giving in to a customer’s demands.

The second step is finding an area where your product or service is superior to your competitors and showing it to your lead.

How to Deal With a Hard No

If your prospect is acting rudely, it can be tough to keep going. But, even if your conversation is over, it might not be over!

When you encounter a hard “No” objection from a prospect, you must remain persistent and push through their concerns. By following up with convincing arguments, you may be able to change their mind. It’s also crucial not to give up when the situation looks hopeless.

Conclusion

While selling, you’re bound to run into sales objections. These can seem like opportunities, but how you respond to them will make all the difference. This post has discussed the most common objections in sales and some tips for overcoming them. With this knowledge under your belt, you’ll be able to close more deals and achieve your bottom line!

How to Sell Over the Phone: The Ultimate Guide

How to Sell Over the Phone: The Ultimate Guide

When I was first starting out in sales, I had no idea how to sell over the phone. I would get so nervous when making calls, and often times they would go badly. But then I learned a few key tips and tricks, and now selling over the phone is one of my favorite things to do! If you’re looking to up your sales game and learn how to sell over the phone like a pro, this guide is for you. Packed with tips and tricks, you’ll be an expert in no time!

How to Sell Over the Phone: Tips for Success

Telephone sales are superior to other online methods of communication because they happen in real-time, rather than over email, and don’t require an internet connection like video conferencing.

These telephone sales tips will improve every call you make, whether it’s a discovery or follow-up call, or closing of a sale.

We have found that sales reps can sometimes make small changes to their approach and see immediate benefits.

It all comes down to timing

Evidence suggests that there are two periods during the day that are more likely than others to result in a successful sales conversation.

Calls made in the early morning or at the end of the day are likely to land

The first period is filled with emails, meetings, and other tasks. It’s a productive time before people take a break for lunch.

The hour before the end is the best because the potential client will be less likely to view your call as an interruption.

Call script or call structure?

A script can be a great way to reduce your close rates. You become more familiar with the words and more robotic.

However, it can be very helpful to have a structure that groups together topics.

This makes it easier for prospects to remember and follow your main selling points.

The call can still flow naturally with prospects asking questions as they arise, without any scripting.

Never call without a goal

You must have a clear goal for every call. This could be to discover your prospect’s pain points or establish who is involved in the purchase decision. Or simply to set a time for another meeting.

Sales professionals need to have a clear understanding of their goal before they begin any call. A simple structure for the call can help ensure that nothing is missed and that the conversation flows naturally towards the goal.

Listen more and speak less

Listening is key to a great call. Saleshacker reports that top salespeople talk for only 46% of a call. While the top performers talk for a maximum of 46% of a sales call, while the rest of us chatter away for more than 68%.

Give the prospect room to talk and you can turn it into an open conversation. Let them direct you to the things that matter to you, and learn more about their use case.

Benefits are the main focus

This is a common topic that salespeople must learn when they first start selling. However, it’s well worth repeating.

Focus on outcomes and benefits, not processes and tech.

Buyers are less interested in the way something works than they are in the results and how it can make their lives easier or their company more successful. If you spend more time demonstrating business value, buyers will be able to imagine a simpler life with your product at their center.

Build relationships

People don’t buy just things, they also buy from people. People they trust, like, and know are more likely to buy from them.

They say that you can’t close a deal until you’ve started a relationship.

As every superstar seller knows, building rapport is key. Even little things, such as engaging on social media prior to a call can help grease the wheels.

Follow-up with the leads

Failure to follow up on leads is a sign of failure.

Follow-ups, chasers, and subtle reminders are what keep sales moving forward. Silence is not a selling strategy.

The potential customer should have multiple opportunities to interact with your brand as part of the sales process. They should be guided along the path you want them to follow, whether it’s via social media, PPC or email prospecting.

Stay in schedule

Here’s an easy tip for telephone sales: It is based on the simple fact that an unscheduled phone call is often one that doesn’t get made.

It can be difficult to remember to make follow-up calls when you are so excited about other opportunities. You can place them in your calendar and resist the temptation to snooze them each time a reminder appears.

Face objections head-on

Common sales objections that are raised during phone conversations range from a lack of budget to lack of trust in your company.

You’ve probably already answered most of your concerns through intelligence from previous calls.

Jaws II has shown us that it is not safe to return to the water. Prospects can sometimes feel a little unsure or get cold feet as they approach the end of their buying journey.

These objections should not be ignored. Simply Hold off on the price chat. Talk about pricing only later in the call. One million sales calls were analyzed and found that the lowest performing sales reps discuss pricing within the first 15 minutes.

Have great collateral

If marketing and sales are aligned, your marketing team should create great sales collateral that can help you move closer to the close.

Whether you’re presenting your company, providing product details, case studies, or other collateral, well-presented documentation will help to reassure prospects and bring in other stakeholders.

Closing the deal

It is important to recognize that selling is done and that closing is the next step.

Before you get too close, ask yourself these questions:

  • Have you fully described and demonstrated the ability of my solution to meet their needs?
  • I have shown this with case studies, proof – results, etc.
  • Have you addressed any objections or doubts?
  • Does it feel right to ask for a final answer?

Conclusion

Now you know how to sell over the phone like a pro! By applying these simple and effective telephone sales techniques you will be able to convert more leads into customers.

Reasons Why Mobile First Design is Taking Over the Web

Reasons Why Mobile First Design is Taking Over the Web

I was recently working on a project for a client, and we were discussing the design of their website. They wanted to ensure the site looked good on all devices, but they were particularly concerned about how it would look on mobile. That’s when I realized that more and more people are thinking “mobile first” when it comes to design. Here are reasons why mobile first design is taking over the web.

What’s Mobile First Design?

Mobile first design is a web development approach that prioritizes mobile devices when creating a website. This means that the design and development of a website should start with smaller screens in mind and then expand to larger screens.

This approach is based on the assumption that more people are now using mobile devices to access the internet than desktop computers.

To fully understand the mobile-first design concept, you should understand these two terms.

1. Responsive Web Design (RWD)

A responsively designed website adjusts to the screen of the device it’s being accessed on. It displays the content in a way that is comfortable for the user.

This greatly reduces the amount of effort required when navigating a website.

mobile first design (Source)

2. Progressive Advancement and Graceful Degrade.

Before responsive design, website designers had to create multiple websites or applications to accommodate different screen sizes.

When we build products, we first create a basic version of it for the lower browsers (such as mobile phones). This initial version is very basic and doesn’t include many advanced features.

After that, we move on to the more advanced version of our app, which is created by adding more interactive elements, complex animations, and more.

“gracefully degrading,” on the other hand, begins the design process from the most advanced product, in this case, a desktop, and works backward to create a more basic but complete mobile experience.

Designers make the product compatible with mobile devices by cutting some functions or contents.

Progressive Advancement has been successful thus far; if UIUX designers begin product design with a desktop version, they will likely want to take advantage of the advanced features available.

When designing for a mobile first audience, it is important to consider the hover effect. This is an important element of the user experience that a cursor mouse can support. However, HD images and complex charts may not be able to display correctly on a mobile device unless there is recent bandwidth available.

This can be frustrating for designers who put a lot of effort into creating a great desktop version only to find that it won’t work well on mobile devices unless they make some sacrifices. This often results in a mobile version that is less impressive and feels like an afterthought.

If the mobile version is given less attention, it will end up being an afterthought–an incomplete product that has been watered down.

If we take the mobile end product design as our starting point, we can naturally seize the key points of a product and head for a cleaner, neater product with prioritized features. By working within the bandwidth, screen size restrictions, and so on, we can create a stronger product tailored to each platform.

When designers expand their mobile product designs to tablet or PC platforms, they can take advantage of the unique features of these advanced devices to gradually improve and strengthen their software product.

Progressively advancing through a prospect’s gatekeeper might be the most common reason for using this strategy.

Why spend time explaining the two concepts? The answer is that “mobile first” is a rule of “progressive advancement.”

“Mobile first” design means starting your product design from the mobile end. This has more restrictions but allows you to expand the features to create a tablet or desktop version.

mobile first design (Source)

Why is “Mobile First” Design so Important in Product Development?

Besides the apparent increase in mobile users, we also have more concrete evidence that designing for mobile first is the better way to go.

1. In 2016, mobile internet users outnumbered their desktop computer counterparts.

2. People have spent more time on their phones from internet devices.

3. In 2012, smartphone sales surpassed PC sales.

The explosion of mobile devices has forced website designers and developers to pay more attention to the “Mobile End” of a product.

The Main Aim: Usability

The main benefit is that a mobile-first approach focuses on user experience.

Focusing on content that leads to more sales reminds us all that websites aren’t worth much if they aren’t converting.

Designing smaller screens and expanding to larger ones is great for that ever-growing number of mobile visitors, but it’s more than just a responsive design. It’s about creating the best possible experience for your users, no matter their device.

The mobile-first approach is a great way to remind all website designers, developers, entrepreneurs, and business leaders to prioritize usability for desktop and smartphone users. Doing so will help increase conversions from potential customers on your site.

The bottom line is that the more user-friendly your site is, the more visitors you’ll attract. And who doesn’t want more traffic?

How to Implement Mobile-First Design in Product Design

As with most web design and app development, a “mobile first” philosophy starts with looking at your product from a user’s point of view.

Designers who focus on mobile first design for the smaller screen of a smartphone and then expand to larger screens like tablets or desktops.

These best practices help in creating a sustainable and profitable business.

Suppose you’re looking to design a product with a mobile-first approach. In that case, you should prioritize some design elements: location search, call-to-action buttons designed for smartphones, special offers and coupons, key selling points, and additional services.

The website designers would design the site’s mobile version to optimize the conversion rate. They would do this by ensuring that the mobile site includes the right information in the right places and that customers can easily access it.

When designing a website for desktop devices, web designers would adjust the design to fit the widescreen, but when designing for mobile, the web designer prioritizes the content.

At the end of the day, both methods aim to convert leads into customers.

Why is Mobile-First Better?

Here are a few reasons to take a “mobile first” (not just “responsive”) design approach for your clients or your projects.

Mobile first design means focusing on the most important content and functionality. It’s essential that users get what they need, and there’s no room to clutter things up with unnecessary bells and whistles.

Mobile-first design is about providing the right content and making sure that users can easily find and use the content they need. Mobile devices have smaller screens, so ensuring that the most important information is easy to find and use is important.

In addition, mobile-first design demands more usability research to provide users with the best possible experience.

When optimizing web pages for speed, it’s important to remember that fewer elements on the page and an optimized page structure will contribute to a faster load time.

A website that’s optimized for mobile devices is becoming more and more important because more and more people are using their phones to access the internet. That’s why your site must be mobile-friendly so that it’s indexed and found by search engines.

When designing for mobile first, you can be confident that the experience will translate well to desktop. By starting with the core functionality and then adding additional features as you scale up, you can avoid any potential issues that might arise from trying to adjust a desktop design for mobile.

Mobile internet users typically have a lower conversion rate than desktop users, and this is because mobile users are looking for something quick while they are on the move.

But everyone has experienced the frustration of navigating a website that isn’t optimized for mobile.

Mobile-first design is the best way to keep your bounce rates healthy. By making your site mobile-friendly, you’ll keep more users on your site and provide a better overall experience.

Perficient Digital is a digital agency based in the US.

As mobile users, we want to navigate our sites easily, whether at home, on the go, or just trying to stay sane in 2021.

Today, website designers need to ensure that their client’s websites are mobile-friendly.

When we focus on mobile first, we prioritize building and maintaining connections. This is especially crucial when we need to stay connected the most.

Conclusion

Overall, the mobile first design is a great way to ensure your website or app looks good on all devices. It’s also an excellent way to future-proof your designs, as more and more people are using smartphones and tablets instead of desktop devices. So if you’re not already thinking “mobile first,” now is the time to start!