Sales is often underestimated for its complexity and importance to your business’s success. Developing a focused and systematic sales process is crucial to creating leads and sparking relationships that result in new business. This blog post looks at four areas that will help your sales department perform at a higher level.

1. Burdening Your Sales Staff With Prospecting Is A Terrible Use Of Time

Prospecting is critical to a successful sales process. Without taking the time to identify what your potential customers look like and the best way to approach them, your sales team will end up wasting a lot of time. Sales teams that have to juggle prospecting with their other duties often end up feeling pressed for time, and their performance ends up suffering. Prospecting is crucial for learning about your audience and the market place, but it’s an activity that requires full-time attention.

Prospecting allows you to categorize potential clients into cold, warm and hot prospects. Providing your sales team with more warm prospect is an easy way to improve their performance and your company’s bottom line. Continuous prospecting always ensures the entry level of your sales funnel is always full. Taking prospecting out of the hands of your sales staff allows them to be more efficient and make better use of their time.

2. Literature Can Be Valuable, But Only If Your Team Is Following Up

When potential clients ask for literature to be sent, chances are it’s a polite way of blowing your sales team off. Literature is an important tool that can help potential clients make a decision, but it’s often used as an out for uninterested customers. Only provide your employees with resources if they’re going to follow up and get a definitive answer from the person. Far too many sales departments give away literature but rarely follow up with the prospects. Literature and following up need to go hand in hand in your sales department. 

3. CRM’s Help All Your Departments Work Together 

Customer relationship management systems are excellent tools that help you run an efficient company. Consolidating all your client data into one system makes teamwork across all your departments much easier. Since CRM’s are updated in real time, they eliminate duplicate records and confusion among your staff.

According to a study from Innoppl Technologies, a staggering 78% of sales people who don’t use CRM’s fail to achieve their quotas. CRM’s make it easy for your sales staff to segment data and identify new opportunities. CRM’s also include shared calendars and document templates which reduces confusion between sales, customer service, and other departments. CRM systems are also a secure way of collecting your client’s data and protecting customer information from data breaches. Upgrading your sales process to include a CRM is an easy way to run a more efficient sales department.

4. Specialized Sales Roles Help Take Your Company To The Next Level

There’s no shortage to the value a specialized sales person brings to your company. Sales recruiters make it easy for your business to get in touch with sales people who are experienced in what specific areas of the sales process.

Stocking your sales staff with experienced SDR’s, BDR’s and account managers is an excellent way to run an efficient sales department. Sales recruiters help you find account managers who use their skills to facilitate communication with your clients and build long-term relationships. Sales recruiters can also help you find self-motivated dealmakers to act as territory sales representatives. Most company’s fail to take advantage of sales recruiters to help them build a strong sales team. Using sales recruiters to outfit your sales team with winners gives you the best chance at success.

All in all, sales is a crucial part of success in any company. There are many different components to a successful sales process so taking the time to plan is essential. Don’t forget to take advantage of sales recruiters to help you outfit your team with experienced sales people who know how to help your company succeed.