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.
Six Technologies Your Inside Sales Team Needs to Hit Targets, Beat Your Competitors and Increase Production
EP Huddle #51
Inside sales is the most productive and cost-effective manner for selling in business-to-business. The cost of customer acquisition is typically lower than utilizing a field sales team, and the coverage and personalized communication far exceeds a marketing only approach. If your business needs conversations with prospects to close deals, then inside sales is probably one department you must have.
Here are six technology solutions that your inside sales team must have in order to have the most effective and cost-efficient process.
Uncertain of any of these technologies? Want to learn more about how your company can have access to all of these tools? Contact us below to discuss.
As a team:
How can you leverage technology to have higher efficiency? Where do your salespeople spend time other than talking to customers? And, would leveraging technology help to increase the number of conversations each day? The answer is probably yes. If so, develop a plan (and a budget) to increase your sales technology to enable your team to produce better results and spend more time in front of prospects.
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