When it comes to sales reporting, there are an endless number of metrics you can track -- you know this. We're all swimming in an overwhelming sea of data -- all of which has the potential to help you improve your sales process, and then there is an overabundance of tools to make it happen. That's why one of the most pressing issue sales managers face today is setting up their reporting is understanding what will give the greatest amount of insight and take the least amount of effort from the sales team to track. We know from first-hand experience; this is a problem we've had to solve for ourselves.
I don’t have to tell you that video is all the rage; I’m sure you’ve already gathered that. What I can tell you from first-hand experience, however, is that out of all the teams in your company, your sales team is the one that can benefit the most by using it.
When I started in the marketing industry, I would’ve never guessed I would be anywhere near sales. Sales was intimidating, fast-paced, and frankly just not where I wanted to live. I wanted to be a marketer. It didn’t take long after working with clients to achieve their marketing goals that I learned two things: Marketing can bring in all of the leads in the world, but if they don’t increase the bottom line...it doesn’t matter. The only way to increase the bottom line is to make sure that sales closes the deal, which means sales and marketing have to work together.
According to a study conducted by Vantage Point Performance and Sales Management Association, the number one pipeline management best practice that's the greatest indicator of year-over-year revenue growth is a strong, formal sales process. As sales professionals, you know the importance of managing your prospects and pipeline effectively, but, are you leveraging the right process, questions, and best practices needed for it? 44% of executives think their organizations are ineffective at managing their sales pipeline, which not only hurts their bottom line but potential growth opportunities too.
This is the second installment in my series on Agency Sales Objection Handling. If you missed last month’s article, it’s all about how to respond when a new business prospect says “send me more information”... which is super annoying, right? But equally frustrating is when you spend a ton of time winning a new client only to hear them say, "let me think about it."
Can you guess one of the main traits a salesperson has that makes them successful? It’s charisma. Shouldn’t be a shocker, right? Think about the most charismatic person in your life for a second. Chances are you were drawn to them pretty quickly with their infectious personality.
Habits are behaviors that impact the decisions we make about how to spend our time and energy. Many are unconscious. Sales habits are the same. You gain experience and knowledge over time that influences your outlook as well as your ability to effectively manage your pipeline, priorities, and processes. Whether you’re a seasoned seller or a newbie, recognizing your habits, good or bad, is the first step towards understanding why you do certain things while avoiding others.
Have you ever felt like your proposal really knocked it out of the park, only to have the prospect put you off? It has happened to all of us at one time or another. (Probably more times than we’d care to admit.) You put a ton of time, energy, and effort into a stellar proposal and then you’re hit with a lackluster response… Something like, “let me talk to my partner” or “let me see if we have the money” or my personal favorite, “send me more information.” Are these responses put-offs or simply objections that can be flipped into something positive?