Sales managers are not always present in small businesses, so we are often asked what…
Working hard is a good thing..IF..it’s combined with working smart. You can help your sales team get the most out of their sales activity by implementing the following four tips for effective sales activity.
I think most of us would love to hire a sales person that all we need to do is explain our product and it’s value. Next, introduce them to some customers and the light bulb goes on. Instantly they know exactly who to prospect. They know exactly how to qualify the prospect, and they know when to let go of them as they go through the pipeline. But, I think we’d all agree that producing effective sales activity is not always that simple.
There’s a lot of systems and processes in place in larger corporations which usually produce effective sales activity. It’s a little different in a small business. Below are 4 simple tips on the processes and systems you can put in place to improve the ability and the effort of your sales people.
Get a List
Don’t count on your team to find a list of prospects or to network and identify who the right prospect is. You can do it by investing in something that will build a list for them. For instance, you can say to your team, “Here are the companies. Here’s the titles and here’s the folks that we want you to call on”. At this point, you’re 100% clear that you know they’re calling on exactly who you want them to call on. And you can spread that list out to different salespeople. By doing this, you just raised the effectiveness of each one of those sales people by having them call on the right type of prospect.
Use Your CRM
You want this list put into your CRM database so you can track and manage activity. For instance, how many meetings should they be acquiring and performing with that particular list?
Define Your Sales Process
As an example, what should they be doing with their conversations? Where should it be progressing? When do they jump into the pipeline when they’ve met qualifying criteria? And when do they jump out of it?
Align Your CRM With Your Process
At this point, you want to ask yourself, “How do we set it up in our Deals and Opportunities within our CRM? Which particular boxes need to be checked before we move on to a new stage in the sales process?”
To summarize, taking the time to get a list, to get the CRM, to define your sales process and then make sure your process is aligned in your CRM, is going to help you hire more sales people that can be more effective for you.
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