Starting Line: Three Tips for New Channel Sales Reps

Can you really be born a salesperson? While it may seem that you are surrounded by salespeople who were born to do the job because they make it look so easy, the truth is that the great salespeople have taken the time to improve themselves and sharpen their skills on a consistent basis. It does not matter if you are just getting your feet wet in the channel sales industry or if you want to take some time to get back to the basics, we want to share some of our favorite channel sales tips that could lead you right to success.

What Are Your Goals?

Have you ever been told that you should work backwards by starting from the end? When you try working in that direction, you will imagine that you have already achieved your goals or solved a problem. You can start in a good place by knowing your goals and successfully measuring them against your performance. Do you know how many customers you need?

How many relationships and connections do you need to create to have that many opportunities? While you are setting your selling goals, you should not forget about your personal goals. The top salespeople demand attention, work hard to hone their craft, and effectively carry out their strategies. While it will not happen instantly and you will run into some hurdles, you should aim to be one of the top salespeople in your organization.

Sales Can Be A Long Process

While many salespeople can make sales look like a form of art, it is not art. Sales can be a mixture of technology and science. If you ever fail to view sales as its own process, you will miss out on some valuable opportunities. The sales industry is constantly changing, but there are many things that will stay the same. If you truly want to get to know your customers, you will have to learn what their needs are and what their interests are. How can your products and services have an impact on their business? You will also need to create your own timeline during the sales process. 

The way every salesperson moves through the process will not be the same, but it will be distinctive. If every sales process is treated as the same, you may be surprised at what you miss out on. Every business has its own mission, goals, and strategies for a good reason. Before you actually make a call to one of your prospects, it is important that you have a clear understanding of your business's process.

Measure Everything

If you are planning to do something, it is certainly worth you taking the time to measure it. Anything that you are able to measure can be enhanced. Be dedicated and determined when you are setting your goals and measuring those goals. If you continue at the pace you are going, will you be able to reach your goal when the month is over? Are the strategies you are using leading to customers? If you cannot answer those questions with a firm and confident, "Yes", it may be time to switch things up. 

Do not wait until you are running out of time. If you are consistently measuring everything, you will be able to address problems and solve them as you face them. Do not be afraid to seek help when you are struggling through the process. You have managers who are ready to help you along the way, but it is important to seek help before you are close to running out of time. 

You do not have to spend the majority of your time attempting to sell to people who do not want to engage in conversations with you. Spend your time connecting and forming relationships with people who are ready to listen to what you have to say.