4 New Year’s Resolutions for Sales Teams
Out with the old, in with the new. This is the time of year when sales teams reflect on what worked and what didn’t in the previous year and set course to crush their numbers next year. Not to mention trying to close those last few deals before the year ends. So in the spirit of the season, here are 4 New Year’s resolutions for sales teams to make sure they have a productive 2015.
1. We will spend our valuabe selling time on qualified leads
We all have limited time and resources – let’s resolve on using them wisely by focusing on qualified leads. Let’s start by defining who our ideal customer is and spending time only on leads that meet that definition. For our inbound leads, we will ask the right questions early to qualify based on fit, budget, authority and timing.
For all of the tire-kickers, time-wasters and people we just can’t help, we will politely tell them that we can’t help and if necessary, refer them to the competition. We will spend the time we save by focusing on qualified leads generating more good leads.
2. We will use sales technology to be more productive
Let’s face it, the internet has changed the way B2B buyers buy. They research purchase options with search engine queries and social media interactions. So let’s make things easy on ourselves, let’s sell the way our buyers want to buy. We will use sales technology to give leads the information they need to move towards a purchase decision and to read digital body language to determine the right time and message for sales outreach.
We will use our CRM as the hub of our sales technology platform and use marketing automation to generate qualified leads. We will integrate other technology components like CRM-enabled calling plaftorms and webinar software to be efficient in how we use selling time and to increase productivity.
3. We will constantly iterate our sales process
We will start by diagramming our sales process from lead generation to sales outreach to customer fulfillment. Because we have an effective sales technology platform, we will review analytics to see how our sales process is impacting our Key Performance Indicators (KPIs.) We will idenfity best practices of high-performers and spread them throughout the sales team.
We will strive at all times to provide an outstanding brand experience to our prospects and customers. By doing so, we will be rewarded with referrals and upsells.
4. We will give our sales reps the tools they need to succeed
We hire great sales reps, but they can’t be successful on their own. We need to give them the tools they need to succeed. We will train them, give them the right technology and give them coaching and feedback so that they reach their true potential. We will use inbound marketing to generate qualified leads for them to work on.
By hiring the right people and giving them the tools they need to be successful, we will hit the revenue goals that management sets for us.
These are the resolutions we’re setting to make 2015 our best year yet. Hopefully, you will find them useful and incorporate them into your growth strategy. Best wishes for a fantastic 2015.