When people speak about the sales industry as one of the toughest professions on the planet; they aren’t overrating things. 80% of the people new to this industry never continue beyond their first year. Nearly half of them even leave sales forever and move to another industry. This trend has a number of reasons to it – the immense pressures of achieving targets, the 12 hour sales days, the pursuing of one client repeatedly till the sale is made, and many more such rigorous challenges.
A 12 hour sales day is one of biggest challenges a salesperson faces in their profession. These long haul working days come when there is intensive pressure to cover sales targets, or pressure on the company to clear out old stocks. They come mostly in the first and last week of the month, when the rush for covering targets is maximum. In the beginning of the month, every salesperson needs to ensure that they capture as many clients and push sales to the maximum so that the rest of the month goes easy. In that last week, it’s a team game, because the entire team’s performance is hauled in and the backlogs are cleared up. These are the long working days that can test a sales professional’s endurance.
Just as the 12 hour sales day is important for the company’s success, it is important for the sales team to assess the performers and identify the weaker links in the team. Training strategies are devised according to performance on these particular days, and achievements are at their maximum. Since a salesperson’s income is not only their fixed emoluments, but also the incentives for each sale; these 12 hour shifts give their salaries a major boost. They are just as testing as they are rewarding.
Prepare your sales team for such 12 hour work shifts if you want your business to progress smoothly. Most freshers have only studied such pressures in theory. They must be brought up to scale and made ready to face the challenge boldly. People who face a 12 hour sales day often buckle under the pressure and start dropping client persuasion and begin to face a condition called ‘sales call reluctance’. If your managers and training team can effectively help the young blood out in facing these professional pressures, your company is bound to reap the profits of the help given very explicitly.
Sales team training – Is your sales team ready to face the 12 hour sales day? With the expert professional training of The Sales Coaching Institute Inc., such days are more about opportunity than reluctance for a salesperson.
