Your Five Steps to Sales Success

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Sales are tough. But you can make it simpler if you follow certain pointers. Keep your organization-wide sales easy this month with these 5 steps:

1. Organize the skill

To create new sales opportunities, you first need to be clear of the role of each sales agent. And this can only happen when you are aware of the skills of each sales agent. For example Sales Agent A might be good in outbound prospecting while Sales Agent B might be good in closing.

Depending on their sales expertise, identify roles for them within the sales process.

Tip: Conduct a team meeting to disclose the individual roles. Make sure that all your sales agents are comfortable in their respective positions like: lead qualification, prospecting, closing and account management.

2. Understand your target audience

To turn your cold call into a long conversation, you need to give the right vibe to the prospect. How can you do that? By calling in the prospects with their thorough background information
Use CRM (Customer Relationship Management) tool to get a complete persona of the prospects. Understand their industry, business pains, interests & preferences and buying patterns. Develop a vision of how your product/service can add value to their business.

Imagine with all this detailed insight – how confidently you can make all the cold calls. You will be in a strong position to develop a positive interaction with the prospects.

Tip: Do not just plainly talk about your vision to the prospect. Present it more elaborately with ebooks, white papers and analyst reports. Give them a confident perception that you have a clear idea about how you can help them.

Sales success

3. Prefer Call to Email:

Cold Calling, Let’s Face it most of us dread making call to our prospects. And why not? Calling is all about interrupting someone for your own benefit – like a meeting or a product demo.

However, interestingly sales experts call calling as one of the best ways to connect with prospective customers. Wonder what makes them say this? Let’s find out below:

Although email gives the benefit of speed and scalability – calling is still better because:

  • Phone interaction helps you easily assess whether the prospect can be further qualified to the next sales stage or not. This is not possible via emails where usually after 3rd or 4th email you realize that it is a cold prospect.
  • Emails are easy to ignore and often get lost in the SPAM folders. On the contrary, prospects respond easily via the phone.

4. Use Sales Force Automation Software

There is no better way to shorten your sales cycle and accelerate your sales process without using the right tools. This is precisely why you have majority of small and medium businesses religiously using the sales force automation software.

You too, take full advantage of sales force automation software. Automate sales related tedious tasks to concentrate more on productive selling.

Tip: opt for CRM software that offers sales force automation module. Collaborate on deals across team through the CRM software. Streamline sales, marketing and customer service departments for better results.

5. Measure Sales Performance

Without reports and analytics, carrying out sales process is like firing a bullet in the dark. You really do not know where it is going. Just like when you are dieting, you measure: how much weight you have lost or how much calories you have taken – sales is no different.

Frequently, you need to measure –

  • How many calls you’ve made?
  • How many leads have been qualified to the next stage?
  • Which sales process is more effective?
  • At which point of the sales process, deals are getting stuck?

Only with all these insights, you can adjust and improve your sales process further.

Manash Chaudhuri
Manash Chaudhuri is a co-founder of ConvergeHub, headquartered in Silicon Valley, California. Holding more than 19 years of experience in Operations, Sales and Project Management, his company's CRM product has been positioned as the #1 Easiest Converged CRM for SMB and has been successively nominated twice in CRM Idol competition.

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