Sales Optimization is crucial to every Sales Department looking to increase win rates.
Check out 9 key factors that will bring you and your team closer to acquiring new sales and hitting yearly targets;
1- The Base of Sales Optimization: Your CRM
Having a Customer Relationship Management (CRM) tool makes the lives of your sales reps much easier. Integrating a CRM into your sales process is the first step you need to make for sales optimization. Place all of a deal’s details at the fingertips of your reps including any activity that’s been done relating to the deal.
Having all this data consolidated & available allows sales reps to easily continue their work, follow-up with prospects, and even learn from each other. It gives them a new channel to see how high-performers are closing deals and the opportunity to easily share information and tips between each other.
2- Ideal Customer Profile
Identify your Ideal Customer Profile (ICP). Whether you are a B2B or a B2C company, you must know who your target market is and what their challenges and needs are, who takes & makes the decision of purchasing, and what they base their decision on.
Your ICP will help inform you of the questions you must ask yourself before jumping on and trying to sell your product/service.
3- Sales Optimization & Automation
Time is Money, especially in sales.
You will find sales reps wasting time on tasks that could be automated. Sending follow-up or nurturing emails, generating contracts and proposals. They’re time-consuming tasks salespeople can avoid. While they are doing all the previous with all of their prospects, they might lose the interest of a hot lead in an advanced stage of the buyer journey and in no time, you will find them signing with your competitors.
Automate time-consuming tasks and allow your sales reps to focus on their strengths. Focus them on building long-term relationships with your prospects and booking demos and meetings. In addition, it will help prevent your team from burning out.
Moreover, having all your tools integrated, whether in-house or through a third-party provider, is as important to lessen time wasted.
4- Alignment Between Sales and Marketing
Align your Sales and Marketing. These two teams should always be working together to grow and scale. This is key for real Sales Optimization.
Sales should know what Marketing is doing and vice versa. Have each department run lead audits on one other. It’ll allow you to identify what isn’t not working and not providing wanted results to be omitted from the processes.
5- Focus on Hot Leads
Allow your sales team to focus on hot leads.
How can you know who these leads are?
These leads are those who submit a form, message your chat bot, book a demo, or reply to one of your emails with interest and are actively looking for a solution like yours.
6- Nurturing Campaigns for Leads in the Sales Pipeline
Use your nurturing campaigns for more than just lead generation. Nurture leads within the sales pipeline as well.
Remind prospects of your services on every channel you use and automate your outreach so you’re able to be more effective with your outreach.
Stay top of mind by reminding prospects about you and your solution. Moreover, offer even more value by providing them with more information through blogs, podcasts, and other pieces of content published by your team.
7- Optimizing Sales With Proper Solution Knowledge
Every employee should and must have proper knowledge of the product/service provided by the company they are part of.
However, Sales reps must have in-depth knowledge about what they are selling and not only working knowledge.
Sales reps are the company’s first point of contact with prospects, hence, whether the latter moves forward with the deal or not lies on the sales rep. This is, of course, after ensuring if the lead is qualified.
8- Sales Optimization = Sales Coaching
Coaching is crucial for Sales Optimization. Your sales team is not some software that can be upgraded. They need to be coached, trained, and pushed to stay up-to date with the best methods, trends, and research into Sales. Our world is in constant change and sales reps need to be proactive to stay on track and get ahead.
Coaching can be through weekly meetings with sales reps to go through certain connected calls and see the gaps and the strengths of your team.
It can also be through having specific sales content, courses, or blogs written by thought leaders which can help your team to improve their pitches, emails, or videos.
Nevertheless, we should not forget that their should be constant updates to scripts and playbooks of your department internally so that new team members are quickly on-boarded and flatten the learning curve to reach your team’s knowledge, effectiveness, and efficiency level.
9- Short Sales Lifecycle
It is known that the longer your sales lifecycle takes the higher the probability it is to lose your potential client.
So, how do you shorten it? Sales optimization.
Keep time between follow-ups and demos short. Moreover, provide high-value touch points.
Following these two rules organically accelerates your sales lifecycle alongside the above factors.
In addition, you’ll find your prospects more willing to meet.
If you’re looking to implement Sales Optimization and enhance your processes, reach out to Hovi’s SMarketing experts today to get a full picture about how you can optimize & automate your sales process, level-up your team’s skills, and accelerate your growth today.