Sales is one of those arenas that encompasses a million and one different subjects, includes a litany of styles and directions, and certainly comes without a rule book for a single means of success. But- despite this, there are steps on the stairway to success that can be easily identified and implemented that are often overlooked or ignored.
When we’re talking about selling effectively, there are many moving parts to consider. Having an amazing services or products means little if you’re not speaking to the right demographic. Companies can spend millions on prospecting but feel they come up empty handed when it comes to generating qualified leads.
So where’s the discrepancy? The answer is often simpler than we allow ourselves to think.
So many potential sales are lost due to inadequacies, or simple lack of clarification, within an organization on how to utilize their given sales process.
Does your entire team agree upon a uniform way of managing, tracking and following up with leads?
Is there accountability held for being knowledgeable of your chosen platforms, and for keeping them updated?
Are you and your team using those platforms to their fullest capacities?
When answered honestly, most of these questions are met with some sort of mumbled, “no.” But if that answer resonates with the reality of your current sales situation, identifying the problem is half the solution.
Start with a simple change now by identifying some of your standout sales members and illuminating their processes to the team. Make the tweaks you need to and test it out- thoroughly! As in all hands in the CRM, at (almost) all times.
Also consider the level of support being provided to the sales team. Is there a “team” environment at all? If not, consider fostering that; a staff that works cohesively works more effectively, and often makes less of those little (or sometimes big) mistakes that stem from lack of communication.
Just by instituting these minor changes, the potential for fuller lists, more qualified leads, higher ROIs and ultimately more sales increases.
The final and easiest implementation you can make right now is to take the assessment, where you’ll learn what level your team is currently functioning at and where to focus on improving; as well as where your strengths lie. You’ll also receive concrete strategies for making positive changes within your organization.
You don’t have to be the one missing out on all the opportunities, take the one in front of you today.
by Kelly Spencer