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Sales team consists of a rich blend of different types of personalities & experience. One thing I can bet on is that most of them are naturally driven and always focuses on new ways to contribute by performing at their peak level. To make them achieve their goals on a constant basis, you need to teach them to inculcate better habits.
Performance can be improved by several means. Let it be e-learning course, acquiring knowledge from industry leaders, through blog posts, working with mentor regularly. While all these are important, there is one thing on which the sales team mainly focuses is on revenue.
Money does not always act as the biggest motivator. Mostly salespeople get motivated by the competition among their subordinates or by any outside industry competition. Whatsoever may be the reason, but revenue building is most important for every company.
Here are some areas to be focused on to teach your sales team regarding the revenue building habits:
- Check data every day
Incorporating data into your daily habits is essential. The sales team must be acquainted & develop in themselves the habit of checking through their performances on an everyday basis. This helps them to find out the prominent opportunities and also the action that needs to be taken in order to win it. Here CRM plays an important role in providing you with exact calls made, meetings held, knowledge on each stage of the sales pipeline, thereby helping your sales team to improve their efficiency.
- Keep a track on your competitors
Data has become an indispensable part of the day to day business. Wanted to be recognized in your industry? Then it’s necessary you monitor the competition on a continual basis. Try to observe your competitor’s marketing strategy & gain insights into your own from it.
This shouldn’t be limited to self-assessment & revenue tracking, but also we need to use this to keep a track on our own competition too. Its must do thing to keep a track on how your competitors are selling and promoting.
- Try to upsell right away
The focus should be on revenue building. Right!
Try to upsell the matching products that pair well with the initial product just purchased. For this, you need to have a detailed list of your past customers. The use of CRM here is priceless. It gives your team the valuable information on all the customers. Based on this you need to upsell right away.
- Following up
One of the most vital habits that need to be promoted among your team is following-up with the leads. Generally, this depends on the sales person’s geography & customer base. Following up makes the customers feel more valued and important. That’s where we need to hit on.
Remembering personal dates say anniversary, birthday etc are exceptional ways to take the relationship forward. We know these are a big task & managing manually is a headache. This is why CRM is used to effectively organize these details, thereby becoming a game changer.
- Try to qualify the top lead & follow the best opportunity
Prospects tend to fluctuate with time. To close the deal with them can sometimes be frustrating. The best way to deal/avoid this is to make your team fall in the process of checking their sales pipeline on a continual basis. They need to be more selective regarding the top opportunities. By doing this the team gets an idea where to prioritize their efforts.
Please let me know if I have missed out on any part.