Here are a few top strategies to consider as you strive to improve your sales effectiveness. Many in sales management focus on sales skills, pipeline management or other techniques to boost performance. Here are four strategies that have proven to increase sales effectiveness across many different industries:
Execute a well-planned experience of meaningful value
The goal of your sales organization is to deliver unparalleled value to all customers and prospective customers. In order to consistently deliver this experience it needs to be clearly defined and supported in the workflow. Detailed contact plans indicating the frequency of contact, the voicemail messages to be left, call scripts, objections and insights to capture need to be outlined and be easily available. You also will need to capture this information in a fashion that is quick and provides value back to the sales rep. It will provide measurement for compliance and effectiveness.
Never stray from a customer-centric focus
Every email, call and meeting should have clear value to the customer, a specific call to action, a requested timeframe and a little humour. There is a time and place to talk about your product and services. That is in response to questions, needs or in reference to specific solutions to well understood problems. It is helpful if you have a team meeting and challenge the group to transform their usual conversations to this perspective. Let the sales reps critique each other and develop best approached together. After a while this will be second nature. Customers will like you, trust you, share more and buy more!
Gather customer feedback whenever possible
Strive to gather customer feedback that is databased, measured and used to drive value and align content and strategy. Your sales reps are responsible for driving an effective discovery process. What does this mean? Can you measure the effectiveness of your team’s discovery. Can you use this feedback or is it stuck as text in notes in your CRM system? Now is the time for you to define each and every question that is required to understand customer needs. Document the expected answers with your sales team. Score the answers to allow you to calculate the effectiveness of the discovery. You will find over time that a higher Insight Score correlates to a higher probability of closure. In fact you might replace your Opportunity Close % with this new statistic. You now have an opportunity to use this feedback to select best strategy and to align relevant content.
Be helpful, honest, and on time
Some of the most effective sales strategies are not complicated. Try to be helpful in understanding and providing assistance to your customers. These solutions may not be your services. Don’t worry, still recommend them. Do what you promised and do it on time. Be polite. Be friendly. Be honest.