How do sales teams deal with poor sales performance?
What steps are essential in solving the age-old problem of struggling sales reps?
Sales is a high-pressure, fast-moving area of business. It’s no surprise then that sales teams have to deal with multiple challenges. Sales reps today must adapt to a multi-channel approach and build value for prospects before they can transition a lead to a customer. With inbound sales and marketing strategies going mainstream, it is important to recognize opportunities to re-engineer processes around sales best practices. Here are 3 key questions which sales teams have to face in their continuous efforts to evolve and develop a smooth sales operation.
Are Sales and Marketing Aligned?
MarketingProfs, highlighted that companies with aligned sales and marketing departments saw 38% higher sales win rates. Implementing a collaborative and cooperative approach to align marketing and sales efforts can make all the difference to the success of an enterprise. According to Hubspot, organizations with tightly aligned sales and marketing teams experience 36% higher customer retention rates. The traditional sales and marketing tactics no longer work, it is essential for the sales teams to collaborate with marketing to be able to effectively strategize for different segments of the prospect pool. To align both teams, it's critical for both to consider, first and foremost, the customer.
Is there Enough Online Engagement to Support Sales Efforts?
Web traffic and online visibility, in general, is seen as the job of the marketing team but plays a massive role in the overall success of the business. This means that sales of many businesses will be greatly impacted based on how many people your advertisements are able to reach. Sales need a steady stream of qualified prospects and thus website traffic, social media clicks, shares and e-book downloads are vital assets to enable lead generation. Sales teams need to be in touch with the content strategy to see things from the perspective of a potential client. Online engagement between businesses and clients through media platforms is what helps sales teams to build trust and form a long-lasting relationship with customers.
How are Sales Team Incorporating Data Analytics and Technology ti their Strategy?
Sales process requires qualifying various leads into most likely customers. Sales enablement CRMs and technology play a vital role in determining the prospects that are truly interested in the offered product. Sales technology gives a better understanding of a prospect’s engagement with the advertised material. Predictive analytics is the mainstream as sales reps simply can’t afford to waste time on nonessential sales activities or catering to un-ideal prospects. Salesforce’s recent State of Marketing report found that 79% of high-performing teams currently use predictive analytics. Well-designed analytics programs deliver significant top-line and margin growth by guiding sales teams to better decisions.
Next Generation of Sales teams are using the growth of data analytics and artificial intelligence to get a significant edge in their B2B sales efforts. Once slow-moving and driven by intuition, data and new analytical techniques have introduced greater rigor, efficiency, and insight. Keep these questions in mind while developing the sales training plan for your team and make sure you don’t forget to test and try out new strategies along the way.
Best of Luck!