Sales Performance

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90% of sales reps don’t leverage sales content because it’s “irrelevant, outdated and difficult to customize” (Forrester)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

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

Weber

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.

On-the-job coaching…

…drives improved behaviors…

…which drives results.

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

89% sales reps’ total behavioral change

Fill the funnel
Illustrate value
Close the deal
Grow and retain

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

3 Airtight execution Equipping frontlines with content and support to drive more sales opportunities

4 Use sales talent to recruit, hire, and on-board Use predictive analytics to recruit, hire, and on-board Sales Manager and Rep talent

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

Results: Weber sales performance

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

NF Sales Transformation

28% increase, top-line sales, year over year
$264 million, incremental sales year over year

“Because of your commitment to our success we have already seen a positive impact on sales in the first few months of the launch…”
– John Carter, COO, Nationwide Financial

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

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

Let's talk.

For over 30 years, we’ve been helping clients big and small improve their sales and grow their business. And we can do the same thing for you.