by Dan Hersh
President, Engaged Prospect
In last month’s blog, we discussed effective strategies for job design and role responsibilities in sales. Better hiring, easier training and more productive employees is one benefit of putting people in the right places within your organization. Not only is effective design good for your company’s revenue, but it’s also critical to providing really good customer (and prospect) service.
Now that the responsibilities are in-line, let's look at ways to most effectively manage the day-to-day. And, we'll identify key investment areas to increase efficiency and sales.
A missing piece in many sales organizations is an effective back-end process and proper workflow. Just like in manufacturing or product development, it’s important to ensure maximum activity, focus and quality throughout the sales cycle. Here are some ways to ensure you’re making the most out of your sales and marketing investment to grow business and acquire new customers.
Sales Process, Operations and Technology
Process: Best practices
EP Huddle #52
Metrics. Every business leader, investor and board member wants to know about metrics. How do we look year-over-year? How are we trending towards the goals? What does the new product forecast look like?
We've seen numerous companies (small and large) struggle when it comes to defining and reporting on various sets of data, including some extremely key metrics that demonstrate the success (or failure) of business development. Sure, the number one key indicator of a successful sales initiative is revenue. But, there are many factors that can help forecast revenue, find deficiencies and help define key business initiatives.
Here are four areas your inside sales team and leaders need to focus on.
As a team:
How well do you track each of the above metrics? Talk with your salespeople to determine how well they know each of these categories on their own. Talk with whoever is responsible for the CRM to determine how you can get better reports and actively manage each data set on a daily, weekly, monthly, quarterly and yearly basis.
EP Huddle #50
Engaged Prospect is often asked two questions regarding contact lists and leads. 1) People mistake our work as an inside sales outsourcing company as simply giving our clients a list of contacts that they can call and try to sell to. That's not what we do. Learn More. 2) We're also asked, "how do you get your contact database to prospect for new business for your clients (or for yourselves)?" Here's how.
Building a contact list and finding the right targets is one of the most important things a company can do for its salespeople. Many companies require the sales team builds a list themselves. While this is sometimes the only way to generate new contacts, this activity is also a time commitment that takes salespeople away from having conversations and selling.
Here are six tips for generating contact lists to help drive conversations and new business.
As a team:
Discuss with your marketing and IT teams how you can better develop contact lists for your sales team. Talk with your sales team about their own contact generation. Ask them how much time they're spending "harvesting" leads from online websites. If the answer is more than 10% of their time, you need to implement the above six steps. Too much time away from actual selling is costing your company a lot of money.
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