Every company wants their sales team to be efficient and effective. However, salespeople are responsible for more than just making sales. This is precisely why many sales teams are unable to generate as many sales as they would like.
This is where managers and the organization as a whole must step in to assist your sales team. This will not only benefit your sales team, but it will also have a greater impact on your business as a whole if your sales team can make more sales.
Now it’s all about figuring out how you can best assist your sales team. In this post, we’ll go over the various ways you can help your sales reps achieve greater success.
Streamlining their sales process.
Though there is no such thing as a one-size-fits-all sales process, you should have a broad sales process in place that provides your team with the tools and information they need to meet their sales targets. Creating playbooks is one of the most effective ways to help your team establish a successful sales process.
Playbooks replicate the procedures of your top salesperson and teach them to your failing salespeople. As a result, your entire team’s sales process will be more efficient, productive, and consistent.
When using playbooks, keep in mind that they will not work in every situation. Instead, they act as a flexible guide to assist your salespeople in navigating the buyer’s sales journey.
Assign sales territories strategically.
Assigning territories is the game plan for how reps will go after leads and maintain existing accounts. This is an important step because it marks the start of the sales process.
Territory allocation ensures that territories do not overlap, that sales reps have enough leads to work with, and that top performers are assigned to the most important accounts, in addition to strategy.
You can use territory management software to take a more tactical approach and assign territories based on criteria other than location. More specific criteria, such as industry, company size, and revenue, can be easily used to distribute sales teams.
Overcommunication is preferable to no communication.
Being able to constantly communicate with your sales team is one of the most important skills to have as a manager. This is the most effective way to increase the productivity of your sales team, so you should always check in with your salespeople to stay up to date on how they are performing as well as how they are faring with their work and progress.
The more interactions you have with them, particularly with newly hired salespeople, the better your chances of developing a better relationship with them, which encourages them to be more transparent with you. So, always communicate with them and ask how you can assist them with their productivity.
Developing lead qualifications
One thing you never want is for your salespeople to spend too much time working with unqualified leads. This is why having a scoring framework in place is important, as it allows you to determine whether or not a lead is worth your time and effort. You can also assign values to them based on their behavior and interactions with your brand, products, and services.
Automate anything that consumes too much time
Most of the time, sales productivity is stymied because a large portion of their time is spent on administrative tasks. We recommend that you begin looking into automating the tasks that take up too much of their time, such as data entry, answering emails, logging visits, and so on, in order for them to focus more on actually making sales.
Investigate good CRM tools, such as the one provided by HubSpot, that will make your sales reps’ lives easier by allowing them to focus less on menial tasks and more on higher-value tasks, such as closing sales.
SDR and outsourced lead generation
Of course, outsourcing your lead generation and sales development efforts is the best way to help your sales team sell more. Outsourcing lead generation and SDR services allow you to offload time-consuming tasks like prospecting and lead qualification so that your sellers can focus on closing deals.
Outsourcing your lead generation increases your chances of obtaining qualified leads that are more sales, more ready rather than filling your pipeline with leads that end up being cold opportunities. Another benefit of outsourcing your SDR activities is that your sales reps can spend more time addressing and engaging with your ideal customers.
If you have a dedicated team that is in charge of finding and qualifying potential customers for your company, you will notice a significant improvement in your lead flow as it becomes more consistent. As a result, your sales reps’ calendars will always be full and they will never run out of appointments.
Our sales team always strives to deliver more sales into the sales funnel, but as previously stated, there are numerous factors that can stymie this progress. You should be able to help your sales team optimize their performance and sell more.