Implementing a new inbound marketing strategy is one of the best things you could have done for your business. It’s 2016, and it just doesn’t make sense to use traditional interruptive sales and marketing tactics anymore when everyone just ignores them.
You’ve probably heard about all of the benefits of inbound marketing—that’s what convinced you to get on board. You heard that leads will come to you, instead of your sales people having to chase them down. You heard that customers will be more willing to buy from you if you focus on content generation. You heard that implementing inbound will make your business more successful, make your employees more productive and efficient, and make your profits soar.
Though all of these things are true, it doesn’t mean that all you have to do is implement a new strategy and watch the sales roll in. It’s not going to be smooth sailing right from the start. It’s a huge change to your business and your employees are going to need help adjusting to it. Your sales people in particular might get quickly overwhelmed with their new roles.
So what can you do if your sales people are feeling overwhelmed since you’ve introduced your new inbound marketing strategy? Get them the help they need to feel comfortable and confident in their new roles as inbound sellers.
Partner with an Inbound Agency that Offers Ongoing Sales Coaching
To maximize the results of your new inbound marketing strategy, it’s wise to request help from an inbound agency. A reputable agency can get you going on the right foot, take over a lot of the legwork, and ensure that you are seeing the results you hoped for. An inbound agency can offer your marketers the guidance they need, but if you partner with one that offers ongoing sales coaching, you’ll also benefit from the help it can offer your sales team.
Considering the fact that sales and marketing become intertwined with the introduction to inbound, it pays to work with a firm that can help both of your departments maximize their productivity and effectiveness.
If your sales people have been in the game for a while, it’s natural that you might see them pushing back against your new strategy. After all, the big change requires them to completely reinvent their selling strategies and changes much of their responsibilities. Some of your sales people might have a negative attitude towards the change. An agency that offers sales coaching can help get your sales team on board by explaining the benefits that they’ll receive—such as a full pipeline, more qualified prospects, and easier sales. Once your sales people understand the benefits, they’ll be more receptive to your changes.
Helping Them with CRM
As part of your inbound implementation, you likely also introduced a customer relationship management program to your sales team, like HubSpot CRM. This program is supposed to make their jobs easier—increasing efficiency, reducing data entry, and offering more insights. But CRM can be difficult to wrap your head around at first, and your sales reps might not want to use it. They might want to continue to use their own systems for the sake of simplicity. But you need your entire team using the CRM.
An inbound firm that offers you the services of an ongoing sales coach can get your sales team comfortable with the new software, so they actually use it. A firm that is a certified HubSpot partner, in particular, is your best bet.
Teaching Inbound Best Practices
Finally, a firm with a sales coach can help you to build your sales reps into a stellar inbound sellers. If your sales reps are effective, inbound selling can help generate more revenue. The coach can offer advice, answer questions, correct behaviours, and ensure that your sales team is using inbound best practices, for better results.