If you’re into sales, the following questions would surely be at the back of your mind.

• Is your firm’s sales cycle operating smoothly?
• Are you aware of all your existing leads in your pipeline?
• Are there any upcoming activities with respect to any particular lead?
• Who all are assigned to those activities?

All of this is an integral part of Sales Management. Unfortunately, not many companies focus on actually taking care of the customers; sweating it out just for the revenues to kick in. And I don’t fault them, because of the cut-throat competition & the demand to perform with less time.

Managing your sales process increases conversions, converts more potential customers into closed deals and ensures that all your representatives provide the customers many positive and consistent experiences- irrespective of whom they are talking with.

Managing your sales effectively isn’t easy! It never was and never will be. However let’s clear the air around it, which says sales management is only about monitoring and managing all your sales representatives. With time, things have moved way ahead of just that.

Now that we’re living in the modern-day world, you have to plan everything, set goals and track your progress. Anything less than this is a downright waste of time! 

Now that the question of why some managers fail has come up, let’s explore some possible reasons.

Most of the salespeople spend only 35% of their time selling. It means your sales team most probably spends two-thirds of their time on work that is not directly related to boosting revenue or selling products and increasing revenue.

With the help of a  good CRM software, your team can save most of their time, and start investing in the selling process. This is only possible if you start investing in Sales CRM tools.

Most of the times their failure has nothing to do with the quality of leads or their own abilities. The biggest reason turns out to be ‘Lack of Focus on Lead Nurturing’.

As per a study by Demand Generation, nurtured leads give rise to as much as 20% more sales opportunities than the non-nurtured ones. Marketo says that well-nurtured leads generate as much as 47% more sales.

Hence, the key is to prepare a proper lead nurturing plan, execute it & then measure the results at the last. Only by following a correct & efficient plan, you’ll give yourself the maximum chances for deal closures.

Need a smart assistant that does most of your sales work? Sign Up for Wakeupsales CRM today!