As promised, here we are back again, reporting after the Mobile World Congress held in Barcelona last week. We listened, we learned, we shared our points of view, we mingled and we came home with some relevant input on how we can and will develop our products to be even better.
One size does not fit all in most cases. Same thing applies in the sales business. Usually you need to address certain types of target audiences with specific messages and approaches, taking under consideration several deciding factors. So that’s exactly what we’re going to talk about in today’s topic: how to to a correct segmentation of your sales prospects and clients.
We are delighted to announce our participation at the Mobile World Congress 2018 yearly gathering, and have the pleasure of inviting you to meet us. We are going to present our software Solutions meant to help you grow a prosperous business.
Lead generation and getting enough high quality leads to fill your sales pipeline has, and probably always be extremely challenging. Even though the marketing department tries to do its’ job and generate as many sales leads as “technologically” possible, that doesn’t mean that that acquits a sales rep to do some prospecting and research on his own. But what happens when things get messy and they start to lose track of all the information, either by forgetting it or getting lost in a multitude of details? Well, we’ll talk exactly about how you can prepare for an effective prospecting and what’s the sales tool that’s going to make your life easier.
Undoubtedly the sales department is crucial for any company’s survival. High sales represent the ultimate success, while low sales represent one of the reasons for failure.
Let’s face it, hiring a salesperson is not an easy task. After all, they do make their living persuading people to buy things from them. Selling themselves should come naturally.
I’m usually surrounded by some enthusiastic coworkers. Our sales reps continually discuss strategies of improving our products and stepping up their games, but there’s some part of the whole sales process that almost nobody enjoys doing: cold calling
We talked about the fact that your clients value quality service more than fast service. But you can't have all the time in the world, right?
Technology evolves fast and we're looking at automation in every aspect of our jobs. The CRM market is constantly developing to ensure that businesses are always two steps ahead
When you implement a new software for your employees to use, you do it with the enthusiasm of an active believer. But soon you realize that some of your people (or the majority) disagree and are resistant to change.
“I have the money to buy and the time to discuss with you because I want to get this solution now from your company.” said no client ever.
When it comes to growing a business, many entrepreneurs focus on getting new clients and forget about client retention strategies. Not attending your existing clients' needs can cause your business to downgrade revenue significantly.
On the business battlefield, the salespeople are your knights, the force that brings you the victory of signing a client. But first, you have to train them well about how and when to attack.
As a business owner, you probably do realize that more and more people pass the technical and psychological test in your recruitment process, but hiring them does not seem to bring more value to your business.
Whether you are starting a new business or trying to grow a small, existing one, the first thing you should do is organize everything about it. Have your customer database in order, know exactly what your sales team is doing and what partners you have beside you.
Establishing a circle of loyalty between you and your client can take a lot of effort, but focusing on the right factors can make this journey easier and faster.
A sales pipeline is a must know for any sales rep and many sales departments use this formula daily and successfully to sign more customers. Each client goes through an initial contact, followed by a qualification step that decides the opportunity of a further meeting. If the meeting happens, the business proposal and closing the deal come after. The last step is the beginning of a new process: the after sales services.
How to be more productive with your sales?
Even if sales departments respect the process described above, some of them still meet efficiency problems. This usually happens because all stages of the sales pipeline are handled by the same people, who could be handling even the administrative tasks like billing or debit recovering.
The 80/20 rule for productivity
Sales managers should embrace this simple, unwritten rule, proved to raise human resources’ productivity: Each should dedicate at least 80% of his working time to the same type of tasks. In the sales department scenario, productivity will decrease if every member of the department is engaged in every sales stage, or worse, in administrative tasks.
Therefore, we strongly recommend dividing the people in the sales department into three main categories:
- Business Developers
- Sales Representatives
- Account Managers.
Business developers will be responsible for finding new business and qualifying new opportunities. Sales representatives will attend meetings, will do the business proposals and close the deals. Account managers will handle the new customers during the contractual period.
Since skilled sales representatives are so hard to find, and their work is so expensive and valuable, the main benefit of applying the 80/20 rule is saving their precious time for actually selling. Thus, the number of sales will increase in a short period. Let small tasks and administrative work be handled by people whose jobs don't require the skill of a sales representative or account manager.
Finally, following the sales pipeline and assigning the right person for the right job will help the sales department become more and more efficient. This will help us achieve the maximum productivity within the sales department by increasing sales and by lowering costs.
Most of the sales departments rely on the activity report sales agents send every day, week or month. It is a control measure, a way to know if the salespersons are doing their job and if they are doing it right. However, sellers hate this.
As a startup business it's easy to handle all the information, but can you keep it all whole and safe for when you grow big?
You had tons of meetings regarding expanding your business and the board finally decided you need more sales representatives to cover the market. Hiring a new salesperson is good, but most of the companies don't see the results they were expecting. Are you confident the new employee will adapt to your business?