When you are planning to handle your sales team you come across several challenges in your sales team management. With proper planning and sales management you can achieve more revenue.
Sales team consists of a rich blend of different types of personalities and experience. One thing I can bet on is that most of them are naturally driven and always focus 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.
“I believe that while hiring is very critical, retaining your sales reps is even more important.”- Builtin
Performance can be improved by several means. Let it be an e-learning course, acquiring knowledge from industry leaders, through blog posts, and working with mentors regularly. While all these are important, there is one thing on which the sales team mainly focuses is on revenue.
“86% of sales professionals agree that “helping the customer consider all possible options and alternatives is important.”
(Source: hbr.org)
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. Whatever 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 Everyday
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 Software 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 and gain insights into your own from it.
This shouldn’t be limited to self-assessment and 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 Up-Sell 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 up-sell right away.
Result Driven
While choosing your sales team look for the candidates that have more drive and determination. Build an environment that is more transparent and oriented on key sales metrics.
When you put up more competitive people in a single platform, it brings the whale organisation to the right direction. It is a better way of increasing revenue with the right way to sales control.
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 and 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
(Source: blog.hubspot.com)
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.
Are you in search of a tool that helps your team to dive deep into past customer’s data & organize the customer/prospect’s information? Signup for Wakeupsales CRM today.
With the right CRM tool you can make your team learn about the right technique to sales and revenue building. This helps in betterment of your business.
Please let me know if I have missed out on any part.