No matter how big or small a company is, sales drive its business. This applies to businesses in every industry. A sales team is one of the key departments in any business that impacts growth in a big way. This is why every organization has a dedicated sales team and the opportunities in sales for young professionals are also many.
Sales is an ever-evolving field especially the impact of technology is huge in streamlining it. With technology, there is always space to create new opportunities and improve your sales team’s productivity as well. Although digital marketing has led to more leads and thereby more sales, some of them may not be qualified. Most of the leads look for either free content from your website and some of them might not fit in your target market. Thus, the overall quality of the leads drops down. With very few conversions, your sales team might also feel exhausted following them up. Thus, it’s very important for every business to streamline the sales stream to handle the volume of leads and to also generate quality leads. To help you better with this, we have listed down a few ways through which you can improve your closing rate and at the same time enhance your productivity.
1)Find loopholes in your existing process:
Whenever you look to streamline a process, you have to start from where you left. Most of the sales team doesn’t have a sales plan as they go as it comes. Defining the process can help you set realistic targets. Define a process that starts right from getting the leads to converting them. Set up regular meetings to review this entire process so that everyone would be on the same page.
There should be a qualification process in place where the sales team will deal with only qualified leads. Marketing teams should take care of getting quality leads and have a certain checklist in mind that states that it is a qualified lead. Once you get qualified leads, then your sales team can focus on converting them. There is a scope for converting them as all of them are qualified leads. If they are not qualified or potential leads, your sales team should spend hours together with leads who are never going to convert.
2)Find quality leads:
To provide qualified leads to our sales team, your marketing team needs to do a lot of research. They first need to understand what it is that your product or service brings to the table and how it can solve the customer’s problems. There is a high chance that you will be fighting out with a seasoned product and you need to give a reason to your customers to choose your product or service over them.
Now you need to understand your buyer’s journey and do all the analysis through all the data you have. After rigorous research, you understand your target audience and then you can market your product to them. By this whole process, you can provide great leads to your sales team making their and your job easy in the lo9ng run.
Data is everything these days. You need to analyze, manage and act upon your customer data to gain a deep perspective on the market. Data can help you understand customer psychology, buying habits, and much more. Analytics can help you set realistic sales goals and how to filter qualified leads.
Not only can technology help you with data but it can help you train your sales team effectively. For instance, learning management systems like “Docebo” helps you provide real-time sales training and with its CRM integration, you can keep all sales information and opportunities, sales enablement processes, product information, and learning content in one place. Thus, leverage technology and make your business processes more organized and achieve greater results.
4)Never underestimate social media:
Although it’s hard to define a target audience in social media, it is still a great tool to improve your sales numbers. Through social media, your customers can always feel connected with your brand. You can send customized messages to your target audience and in fact reach a wide range of audiences easily. You can improve brand identity and recognition through social media. The social media algorithm is such that the customer feedback helps to drive like-minded people to your page or website. This will allow you to get qualified leads and convert them.
5)Automation is the way to go:
Through automation, your sales team can get rid of mundane tasks and in fact, focus on tasks that are important. By automating these time-consuming tasks, you can keep your sales team fresh and focused as they do only the exciting part of their job instead of focusing on the draining part.
With sales force automation, you can track real-time data, sales figures, and many other prominent parameters. By streamlining this process, you can stand apart from your competitors as you can focus on other important tasks and processes. Providing your sales team with all the tools they need, makes them more productive and the whole sales department can evolve to another level altogether.
6)Provide incentives to your sales team:
Your sales team needs to be provided with incentives and bonuses to ensure they stay focused and motivated all the time. Because they are the ones who drive the revenue of the company, they deserve those fat paychecks. If your sales team doesn’t have the motivation to put in all their efforts, they can never produce their best work. Thus, provide incentives to your sales team.
Incentives can be a certain percentage in profits or some other way that works for your business model. But put forward an incentive model in place. Of course, money is not the only factor but employee experience and engagement also need to be a priority as well.
Streamlining your sales department has many benefits that you can never imagine. Keep your sales team organized and reap the benefits of it. We hope this article helps you to streamline your sales team in your organization.