by Dan Hersh
President, Engaged Prospect
There’s a big push in organizations to separate sales development (finding new business), sales (closing new business) and account management (keeping and growing business). Books have been written, videos made and organizations restructured to segment the sales cycle and specialize sales reps.
In fact, I wrote my master’s thesis on this topic 10 years ago and have written countless blog posts and articles about this idea.
This doesn’t change the fact that the sales and service teams, regardless of specialization, need to constantly look for ways to increase prospect awareness, customer engagement and overall profitability of the company.
EP Huddle #47
The sales process is one of the most critical aspects of a successful sales team. Yet, it's one of the most overlooked parts of the planning process. New companies don't know how to build their sales process, and established companies don't spend the time, thinking they have it all under control.
Here are 4 very important things to consider regardless of whether you work in a startup or an established company.
As a team:
Does your sales team always hit its goals? Is it hard to get your reps to have enough conversations with prospects? Are all departments in your company working towards a common goal of increasing revenue and profitability? Do all of your customers implement smoothly, and stay happy and committed customers for a long time?
If any of these questions resonate with challenges you see each day, review these steps and talk as a team. Contact us to talk about your sales process and see if we can help.
EP Huddle #46
Here are four key things to consider when building inside sales leadership and strategy.
As a team:
Talk with your key leaders and determine how best to lead your team. How will sales and marketing work together as opposed to working in silos? How can you attract and retain the best sales leaders who have demonstrated strong performance and also great hiring, coaching and planning behaviors?
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