Let’s be frank – almost every sales organization is fighting hard to consistently meet goals. And though there are many different reasons and roots to it, we put together a list of the few most powerful strategies to turn around your sales results quickly.
Everyone usually agrees that areas like culture, motivation, leadership, and product-market-fit are very important subjects to tap into. In this article, however, we will cover three crucial subjects that can be implemented reasonably fast and will have an immediate impact on your sales results.
Three of the most impactful areas to develop when building a high-performing inside sales team are the sales processes, sales metrics, and sales coaching.
Sales processes generally cover three areas: people, customers, and numbers. To ensure that everyone in an organization is aligned on all processes within these areas can be very challenging, especially as your sales team is onboarding and training new team members. In addition, there are so many tools for salespeople in today’s world, it can be difficult to keep everyone consistent on how to use each tool!
Ask yourself and your team questions like these to broaden your understanding of what is actually happening in your sales organization and you’ll immediately uncover areas for improvement.
And a final tip - KISS! Keep it simple, stupid. There is no need to overcomplicate or add bureaucracy to sales processes that don’t need either.
Many sales organizations either under- or over track their daily business. There is also often times a misunderstanding of what metrics are most important and why. This lack of alignment between sales reps, sales management, and executives often causes many missed opportunities to accelerate individual performance, enhance team motivation, and keep sales reps accountable.
Track your metrics – but don’t track EVERYTHING! Invest time and effort to find the right metrics to track and set specific targets to achieve for each of them. Don’t be afraid to drop a metric if it has no major impact on your sales results. The three most essential questions you want to ask yourself:
As for your inside sales team, we have concluded the following metrics to track per sales rep and team on a daily, weekly, and monthly basis no matter what:
From there you will be able to formulate an achievable, yet motivating target for your sales reps to go hunt for.
Sales reps are only human, and humans have habits. Sales reps quickly develop certain habits in their daily routine, their performance, their pitches, and their objection handling responses. As a consequence, most of them will not be able to break out of their conditioning without an external input. In contrast, most sales leaders and executives experience the “innovator’s dilemma” within their sales realm and daily business. This means their focus is purely on working towards the current required revenue and results (especially when the targets are missed) rather than preparing for future results. Many reps will spend time in this dilemma instead of working on their sales knowledge and skillset.
Coaching and training done right doesn’t require as much time invest as you might think. You can involve your sales reps to save time and motivate the whole team at the same time. This not only helps your reps, but it makes the team hold each other accountable.
The Daily Stand Up
Monthly Training Sessions
Rep-2-Rep-Coaching and Role Play
External Coaches and Trainers
Digital Sales Assistants
Yes. Building and improving a high-performing insides sales team has it’s fair share of challenges. You’ll have to invest a lot of time and probably some reasonable amount of money. I think we are all seeking this magic formula and solution to perfect our sales team and processes!
Even though we can’t provide a magic pill, we certainly can give you immediate results with Ciara, the digital conversation assistant.
Ciara will enable your inside sales reps to always have the right playbook and wording at hand for every situation, customer, or objection. The good news: Ciara is just one click away.
Don’t believe me? Put Ciara to the test with a free trial now!