Here’s a question for you. When taking a look at your sales team, do you believe they have the right resources to succeed or are you inadvertently setting them up for failure?
If you’re looking to increase profits, it might seem to be the most beneficial tactic is to glance at your products or service offerings and launch campaigns that further their awareness. However, the individuals behind the sales are equally, if not more, important than the products they’re selling, which makes it critical to ensure your sales team is equipped with the following resources to thrive.
A sales-friendly CRM
A sales-friendly Customer Relationship Management (CRM) solution can provide your sales team with a litany of positive and productive hacks. From prioritizing leads to tracking communication with customers and more, a sales-friendly CRM tool, much like Hubspot, can organize your sales force and free them from repetitive administrative tasks that only act as a method of increasing time away from the customer.
It’s counterproductive to provide your sales team with leads that aren’t ready to begin a sales conversation, so if you haven’t targeted your audience you’re most likely wasting time. By working together with your marketing team in understanding the buyer’s journey and qualifying them, respectively, your sales team is able to forecast the probability of a prospect making a purchase.
- Is your prospect in the right industry to solve their problem? Are they in the right territory?
- Do you have a product or service that can solve their issue(s)?
- Do they have the correct budget?
- Do they have purchasing authority?
Being able to disqualify leads is just as important as qualifying them. By fostering an environment that allows your marketing and sales departments to work in tandem with one another, you empower both teams to push the needle forward for your company.
The sales cycle is often a long and rigorous process, and your sales team needs a system in place that tracks key metrics along the way. By analyzing and measuring how your sales team is doing, you can identify areas of strength, ultimately allowing your company to replicate past successes, as well as areas of improvement.
In our recent blog, 5 Reports Your Sales Team Should Be Running, we break down five critical reports that are essential for any data-driven organization. However, not all sales reps benefit from identical metrics, and Hubspot’s custom approach to reports and data provides your company with seemingly infinite ways of tracking metrics that yield success for your company.
Developing a successful sales team capable of reaching peak performance requires time, attention, and resources. Luckily, even the most prosperous of teams don’t manifest from luck and chance – they are developed.
Learn more about creating an effective salesforce by scheduling your free Consultation.