The role of the modern-day sales manager or executive is wrought with pressure from all levels of an organisation. Everyone is looking to you to motivate your team and to come up with a sound sales strategy that sets profit-based sales targets and ultimately does more with less.
As the sales manager, it is your responsibility to ensure that you establish an environment that empowers your sales people to close more deals because the success of the organisation rests on the shoulders of yourself and your team. So how do you empower your sales people to be more successful? Deploying new technology is the best place to start. In this two-part post, we look at six ways to help your sales people be more effective. See part 1 for the first three ways we discussed to help your sales people be more effective.
Herewith the next three ways we focus on to help you’re your sales people to be more effective:
The best way to empower your employees is to track their performance and provide them with feedback for areas of improvement and opportunity. A great CRM system will effectively track sales performance throughout the sales cycle, so as a manager you can analyse and measure how each member of the sales team is doing and then determine where each person needs help.
Dynamics 365 for Customer Service is Microsoft’s latest customer service app and replaces what was traditionally known as Dynamics CRM. The objective is to unify how customers and prospects experience your business through intelligent customer service.
Offer regular training
Sales teams are constantly facing changes and uncertainty, from changing customer expectations to updated product and service offerings. You need to ensure that your team is always well equipped to adapt to whatever they may face which means investing in their development. From technical training on products and services to sales process training, or regional team gatherings once a year to share best practices, investing in the constant development of your team not only helps to retain top performers but to take middle performers to the next level.
Our sales teams can’t afford to waste time on prospective customers who are not yet ready for a sales conversion. This is where it is essential to have a system that allows your team to gather data and track customers through their sales journey. You need to have a clearly defined target audience and focus on that, realising that anyone outside of that definition is more likely to waste your sales people’s time rather than result in a sale.