- The Succession Bio Newsletter
- Posts
- #046: Why 80% of sales reps struggled in Q2
#046: Why 80% of sales reps struggled in Q2
and 5 things you can do about it
Harrison Waid
July 20, 2024
Read time: 3 minutes
Welcome to the Succession newsletter where 450+ life science sales reps improve their skills in 5 minutes per week. If you’re getting value from these newsletters, we'd love it if you could forward it along to your sales colleagues. If you’re new here, subscribe below.
|
In this week’s SkillUp session, we discussed several topics to help drive deals to close and avoid getting ghosted after an initial conversation.
How to align to high-priority initiatives in your discovery call
How to multi-thread and get multiple points of contact on the buying committee
How to identify a real champion vs a coach
How to leverage what people are measured on to understand what’s most important to the business
We run these sessions once a week and rotate different topics. The questions and advice from different reps provide some of the best learning opportunities. Come join us for the next session!
The other day, we threw up a poll on LinkedIn to find out how sales reps felt about their performance in Q2.
Not surprisingly, many didn’t perform well. It’s a tough market out there!
By the time I took this screenshot, it increased to 81% of reps that struggled in Q2.
But we wanted to dig into the details to figure out why they were struggling. What were the biggest challenges?
Based on the poll below, the results were consistent with the companies we partner with for lead gen and training.
Instead of a long wordy newsletter on how to address these challenges, Nick and I recorded a podcast episode to give you a bunch of techniques to find more opportunities and reduce the chance your deals go dark after the first conversation.
My Recommendation: Listen through the whole episode one time and then come back to the sections that are most relevant to you. There is a ton of actionable things you can implement but trying to do them all at once will be difficult if you’re not already doing them.
Pick one thing to implement this week and focus on it.
Here is the LinkedIn post referenced in the episode
Other posts referenced in the episode
This is a new episode format. We’d love to hear your feedback whether you like it or not. This will help us cater to the content you want to receive.
Episode 38: [Sales] Academia to Industry: Navigating career transitions with confidence with Ashley Ruba
Overcoming imposter syndrome
The stigma of sales
How to stand out in the job search
Learning how to write can be a game-changer
Succession for Reps: A skill development platform for life science sales reps who want to improve their sales skills, exceed their quota, and take the next step in their career.
Succession for Teams: If you’re a sales leader who’s frustrated with reps living in reactive mode and either not proactively generating new opportunities or letting prospects go dark, reach out to learn more about our team plans.
AI-Powered Prospecting: We’ll build you an AI-powered prospecting machine to book qualified sales meetings with biotech and pharma companies.
Strategy Call: Need more than training? Want help implementing and executing your sales strategy? In a 30-minute call, we will assess your company’s current situation and identify growth opportunities.
Special Offer: If you’ve made it this far, you can use the coupon code NEWSLETTER to get 20% off an individual Succession membership.
Recommended Products & Tools: We’ve used every one of these products and can highly recommend them to you. Everything from CRMs to AI tools.
Join SAMPS: A free community of sales and marketing professionals of the sciences. They run in-person events and put on regular webinars packed with great content.
Reply