Managing sales is about doing the right things in the right way. Here we discuss sales techniques, CRM tools, dashboards, sales planning, and processes.
The sales team’s efforts is what creates the opportunity and closes the sales. Your job as the team’s manager is to help them be at their best and win the best business, every time.
There are many uncontrollable variables when we work with people in a complex ecosystem. Stakeholders’ behaviors and decisions are motivated by very various factors, which makes the buying cycles more difficult to control or even understand. This section is all about turning this into a predictable, forecastable revenue growth machine.
By applying structure into our ways of working and defining our sales processes well, we bring predictability into the process. What can be measured and predicted can be improved.
Solid performance management comes through a disciplined and structured approach, and it ensures that we work with the right customers and in the right way.
Value-based sales methods help us to stay focused on the value our company provides to the customer. This keeps margins healthy.
Using the right tools helps automate tasks; shortens time to get data, analyze and plan for customer visits; proposes the right solution; and wins the business. Modern tools can shave off more than 50% of admin time, which can now be used for customer facing, productive time.
Tools will include:
Don’t sell to those who can’t buy A golden rule and common wisdom says: “don't sell to those who can't buy”. As one of our highly appreciated colleagues at IBM used to put it, – There are a few people in the buying process......
Those with average IQs outperform those with the highest IQs 70% of the time; this strange statistic remained a mystery until the concept of EQ, emotional intelligence was studied and understood in the mid-90s. We help explain this ......
Finding the balance between prospecting for new customers and growing your existing customer base can be difficult. On one hand, you need to bring in new business to keep your company moving forward. On the other hand, you don't want to sacrifice the customers you already have in order to do so. So how do you find the balance?...
