Sales Performance

The most successful organizations treat their salesforce as a strategic asset. From hiring to enablement, developing strategies for building better sales teams and equipping them with the right tools leads to higher win rates.

Purchasing dynamics have shifted...

Today’s buyers are further along in the process before engaging a salesperson.
  • Up to 67% of buying research is now done online before talking to sales—even for complex purchases.
  • There can be up to 7 or more decision makers and influencers involved in any purchase.
  • 95% of buyers chose the provider that gave them “ample content via multiple channels to navigate each state of their buying process”.1
  • 63% of customers need to see or hear a company’s claims at least 3-5 times before they believe it.2

1 Here’s How the Relationship Between B2B Buying, Content, and Sales Reps Has Changed (wbresearch.com)

2 Edelman Trust Barometer

...and your frontline teams are feeling it.

  • Many organizations struggle to get it right…but those that do gain significant advantage.
  • More than half—57% of sales representatives—consistently miss their annual quota. 1
  • 80% of a company’s sales are typically driven by 10% of their salesforce.
  • 90% of sales reps don’t leverage sales content because it’s “irrelevant, outdated and difficult to customize.” (Forrester)
  • Average sales turnover is 35 percent, nearly three times that of any other function. (Hubspot)

1 Here’s How the Relationship Between B2B Buying, Content, and Sales Reps Has Changed (wbresearch.com)

2 Edelman Trust Barometer

There is a better way...

Smart leaders invest in and leverage their frontline sales teams as a strategic asset. They:
  • Develop a world-class, customized hiring and onboarding model for reps and managers,
  • Follow a sales process built on behaviors and best practices across their organization and industry.
  • Prioritize 50% time spent coaching using a proven structure.
  • Streamline sales and marketing content so it’s insights-based and easy to use on the job.
  • Link time spent coaching to behaviors to sales end-results, including win rates and increased dollars per sale.

Companies with the best sales talent demonstrate
4 to 5 times higher market growth than their peers.2

...and it begins with behaviors.

In our 35 years on the frontlines, Weber has learned what truly matters when investing in your team’s sales performance:

Typical

  • Off-the-shelf sales training
  • One-time and per-seat licensing fees
  • Classroom-based
  • Separate coaching initiative
  • Results spike, then back to business as usual

Weber

  • Custom-built sales process and best practice behaviors
  • Yours to keep
  • On the job
  • Integrated coaching structure & support
  • Long-term behavior change that leads to sustained

Cause-and-effect behavior change model example

On-the-job coaching…

50% average coaching time during pilot across all sales managers and sales leaders 85% increase in managers’ total behavior change
  • Prep and Planning
  • Asking probing questions
  • Helping rep self-diagnose
  • Providing actionable prescriptions
  • Following up

…drives improved behaviors…

89% sales reps’ total behavioral change
  • Fill the funnel
  • Illustrate value
  • Close the deal
  • Grow and retain

…which drives results.

  • 52% increase in intermediaries actively quoting
  • 17% increase in prospect quotes
  • Close rate increased by 2.5 basis points
  • 32% increase in plans sold

Our sales performance practice

Weber has seen sales performance increases by 18% on average when our Fortune 500 clientele follow this proven approach:

4 Use sales talent to recruit, hire, and on-board Use predictive analytics to recruit, hire, and on-board Sales Manager and Rep talent
3 Airtight execution Equipping frontlines with content and support to drive more sales opportunities

1 Redesign sales process based on behaviors Best practices from your own top performers that correlate to results

2 Develop sustainable coaching model Structured time spent and process for leaders to guide behavior change

Our solutions: Sales performance

1. Behaviors-based process

  • Best practice behaviors for all phases of the sales and service processess
  • Sales process re-definition
  • Sales and service patterns and call flows

2. Robust coaching model

  • Coaching model
  • Structured time
  • Coaches’ training
  • Coaching effectiveness index

3. Airtight execution

  • On-the-job coaches
  • Insights-based sales content
  • Sales enablement tools and support
  • Performance dashboard measuring both performance and behaviors

4. Sales talent

  • Predictive hiring model
  • Custom screening
  • Custom on-boarding blend of class and on the job training
  • Virtual learning library
Boost the lifetime value of your salesforce by 10 percent or more by making the right hires, optimizing onboarding, building sales behaviors on the job, and retaining the right people. – McKinsey 2022

Weber gets results.

Build Your Empire pilots

  • 7.4% more profitable sales from Pilot reps than non-pilot
  • 12.4 pt increase in net satisfaction scores vs. 5.4 pt
  • 57% improvement in Manager behaviors from baselines
  • 26% improvement in Rep behaviors over baselines
Weber defined consultative sales behaviors and a Manager coaching culture to enforce it during two pilot tests in 2020 and 2021

Sales conversion, Regional Branches:

  • 51% increase in weekly sales/rep over week 1 baselines
  • 21% close rate increase over previous year baselines
  • 10.75% close rate increase over non-pilot branches
Weber improved sales productivity and close rates as Scotts reduced headcount and consolidated to a regional (vs. local) branch sales structure

B2C sales lift conversion program:

  • Mix of internal, contract and unionized employees
  • $12% increase in sales conversions over baselines
  • $18M increase in sales in < 3 months
Verizon Excellence Award: Program named enterprise project of the year. “A perfect demonstration of how a strategic partnership should work.”

B2C sales lift pilot, retail branches

  • Pilot branches increased revenue 13% more over control
  • < 4 weeks to measurable sales impact
  • Stevie Award winner, Best Sales & Marketing Program
“You understood our sales force… that made it easier to target messaging, consult with customers and demonstrate value.” – Aimee DiCicco, Vice President Sales

B2C sales lift pilot, retail branches

  • Pilot branches increased revenue 13% more over control
  • < 4 weeks to measurable sales impact
  • Stevie Award winner, Best Sales & Marketing Program
Steviepng.png

Organizations that align coaching with sales enablement see a 27.9% improvement in win rates. – CSO Insights

Results + insights

Discover insights on sales performance, drawn from our work improving process, enablement, and coaching.

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