Every business wants its salespeople to be successful—that is, to close more sales . Yet ask many salespeople and they will tell you that their organization often makes it difficult for them to sell to meet their quotas, by asking them to complete administrative tasks or not providing them with the necessary tools.
So what can businesses do to better support and free up their salespeople , so they can convert more prospects into customers? Here are seven tips that will help you achieve this goal.
1. Employ a sales-friendly CRM system
A good CRM system, mainly attached to sales, can help your sales team stay organized and concentrated . It will benefit from features such as hierarchy of prospects , automatic reminders, lead nurturing and notes. It can thus ensure an increase in the sales conclusion rate and better productivity. Another advantage is that you can see how fast the prospects are contacted, the number of attempts made, total sales and inactivity time.
2. Take the time to qualify leads
You must first define your target audience . Then, acknowledge that people who do not correspond to this definition are more likely to waste you time than to lead to sales.
It's counterproductive to hand leads to sales when those people aren't ready for a sales conversation. So it’s important to take the time to understand the buyer’s journey . Provide them with useful content. Then, only hand them over to sales when they demonstrate they are ready to take the next step.
This is all the advantage of a lead generation tool like Magileads . The omnicanal platform allows you to automate your prospecting from A to Z. Your salespeople will only receive qualified prospects , which will save them a lot of time and conclude more sales.
3. Arm your team with mobile communication and collaboration tools
Sellers can spend most of their days on the ground. You must therefore provide them with easy and remote access to essential and timely information on customers and sales through a CRM mobile solution or application . This allows them to always work with real -time data and update the information of a prospect immediately.
You also need to make it easy for your sellers to access the latest product specifications and contracts from any device. Additionally, your sellers can often write or modify documents. This could be a contract to close a deal at the end of a quarter, for example. You need to make sure they can easily do this.
For the signing of contracts, remember to use a service such as Docusign . It is a tool that allows your sales team to obtain orders and chords signed electronically .
Additionally, if you haven't yet implemented an enterprise-level communications application, it's time to acquire one. Instant communication, coupled with data security and privacy, leads to better customer experiences. Also, your team will make fewer mistakes and develop cohesion.
4. Offer regular training and opportunities to share best practices
You must absolutely invest in your sales team if you want to increase your sales force . A well -planned training and development program, for example, offers return on investment . In this sense, you can organize technical training on products and services and on sales processes .
5. Minimize time spent on administrative tasks
Almost all sales functions have administrative or customer service aspects that are not related to sales. The problem is that too often these activities take more time than sales activities . So you need to think about ways to reduce the time salespeople spend doing administrative tasks.
To do this, you can:
- hire sales support staff;
- ensure non-sales related questions are routed to the correct department;
- provide tools that make it easy to enter customer data from a mobile device .
6. Use gamification strategies
Gamification calls on the spirit of natural competition because the representatives are trying to climb to the top of the classification . Give points not only for customer gains, but also for sales activities.