An efficient sales process of a company is always worth the effort. It helps to shorten the sales cycle, close more deals faster, increase your sales productivity, get back core selling time, and more.
There are many ways to perk up your salespeople effectiveness: from using the right tools to putting coaching notifications right in your organization’s workflow, we’ve picked up Top 6 essential tips for increasing your sales effectiveness right away!
1. Provide Productivity Tools when They’re in Meed
To be effective, Sales reps often log emails, set up reminder tasks, and set up meetings with prospects for follow-up, devoting 30% of their time to fulfilling different administrative tasks.
Fortunately, when you invest in a sales platform like SalesForce, you can use the software to report on every step and facet of your sales process. And this is what tools like Einstein Activity Capture come into play, automatically syncing Email and Calendar and providing data-driven insights with an activity leaderboard — just Connect to Gmail and Office 365!
Unfortunately, the tool isn’t optimized for industry-specific compliance, it has certain serious limitations, limited storage and display time, and does not support deployment in on-premises data centers. Of course, you can try HubSpot Sales Hub, XANT Playbooks, Clari, Groove, or InsightSquared, but still, that won’t rule it out if you’re looking for a more comprehensive, advanced tool.
In this case, you should look towards revenue operations and intelligence platforms like Revenue Grid, offering multiple features for streamlining sales workflows and increasing both sales effectiveness and sales efficiency. Being a #1 Einstein Activity Capture alternative (as well as a decent alternative to all of its above-mentioned competitors), it offers (and what Einstein actually doesn’t!):
- Syncing data (emails, calendar events, contacts, etc.) based on allowlists, denylists, and custom rules;
- Never storing the data but syncing it and sending it directly to your Salesforce;
- Reflecting all changes made in Salesforce calendar in your Outlook/Google calendar, and vice versa;
- Capturing email attachments and saving them in Salesforce;
- Automatically generating event reminders for all captured events;
- Providing full encryption for all data passed to Salesforce. For the fullest protection of specific data, Revenue Grid supports Microsoft Graph Security API;
- Getting accurate reporting in SFDC for building reports for crucial metrics like customer engagement, sales activity, and communication data.
Moreover, Revenue rid is an enterprise-ready solution with absolutely free implementation and support, enterprise training and consulting options, сustom deployment options, and advanced сustomization and flexibility features.
2. Provide Sales with a Single Source of Reliable Data
If your crucial sales data is scattered all over the place in an email inbox, on Google Drive, in Dropbox, or on a local server, then don’t expect to succeed. If your salespeople can’t even find the data they need themselves, then how are they supposed to quickly use it when they need to do it?
Gather and categorize all the content your reps may need (summarized in a most convenient and digestible form) in one data storage, and provide free access to anyone who may need it. Also, it’s a good idea to motivate your salespeople to share the content with each other — and you won’t believe the rise of your sales effectiveness metrics.
3. Create Consistent, Repeatable Sales Processes
If you have a detailed manual in front of your eyes, then no mission is impossible! The same thing is with sales: if reps have a repeatable and steady process, they become much more efficient. Knowing perfectly how to qualify leads, sell at the right moment, collaborate with each other will help them work faster and better!
Think about customizing a sales process in compliance with your unique sales team and product, including all crucial steps from prospecting to closing and follow-up.
Also, make it a rule to identify potential problems before they arise. For example, solving the problem with leads leaving before the final stage of the sales process in time will ensure success at all stages in the future, because there will be no gaps in your sales processes!
4. Study the Best Practices of the Top Sales Performers
Remember the Pareto principle? 20% of your salespeople will provide 80% of your revenue. So, let others learn from them!
To do this, you must determine which practices/techniques/ideas/approaches /tools /personal qualities help these “super reps” to hit their goals. Then, you should document their progress and ideas to share with the rest of the team.
5. Make Your Sales Work in Tandem with Marketing
If you’re trying to improve sales effectiveness while your marketers and sales don’t work together, then you’re wasting your time. Aligning Sales and Marketing can really help businesses become 67% better at closing deals!
Marketers conduct detailed research, passing this valuable data to Sales, they warm up the target market by raising the customer awareness about your products, thereby equipping salespeople with the right content that gives unconditional value to prospects!
6. Empower Your Sales to Make Metric-Driven Decisions
If you expect your sales teams to effectively interact with potential customers, skillfully guide them throughout the sales process, and close deals quickly and confidently, then don’t let them continue selling in pitch darkness. Often, they don’t even know whether the prospects are engaging with their content.
This is where analyzing metrics can help you. And if your marketing team is equipped with insights and analytics, it’s time to upgrade your sales team with similar advanced tools. This way, you will raise awareness and give them more leeway so they can choose the right course for success! Now, they will always know what actions lead to what results.
It is worth paying attention to such important sales effectiveness metrics as Win/Loss Ratio, Percent of Sales Team Hitting Quota, Percentage of Qualified Leads, Deals by Lead Source, Revenue from Existing Customers vs New Business, and so on.