Join DestinationCRM's webinar on must-have sales and marketing tools that delivery immediate ROI, December 13th at 11:00 am PT/ 2:00pm ET Creating a truly successful sales team is a key part of elevating any organization and accelerating growth. But the cocktail of elements required is complex. 1. Good sales people Finding good sales people is key to any company’s success. Sales people are the cornerstone, the point through which company revenue passes. Getting the right sales people in place can lead to real growth and serve as the catalyst to move a company to the next level. If you don’t fill those positions with the right mix of personalities, abilities and experience, it can seriously hobble your company’s potential. To be effective, today’s sales rep has to have the ability to really listen to and connect with each individual customer, understanding his or her situation and providing honest, helpful advice. The hard sell is no longer effective with today’s connected consumer. But providing that kind of contact takes a lot of time and effort. 2. To be good, sales people have to sell. It is a well-known fact that even the best sales people struggle to spend enough time on primary selling activities. According to the Salesforce Research Second Annual State of Sales report, today’s sales rep spends just 36% of his or her time on direct selling activities – connecting with customers or prospects either virtually or in person. A whopping 64% of an average rep’s time is spent on non-selling activities, and the largest share of that – 25% – is spent on administrative activities. That means that today’s sales person will spend 2 hours of an 8-hour day on tasks that could most likely be automated. 3. Sales people need to right tools to be more efficient There are a number of ways that the right tech stack can relieve some of this burden on the sales team, enabling them to spend more time selling and to do so more effectively. It is important to understand which processes can be automated, and with the greatest positive outcomes. Areas which will benefit the sales process – and the seller – the most include:
- Intelligent document automation – removing the manual, error-prone processes of producing the many documents created during the sales cycle.
- Easy access to data – a clear, quickly accessible look at data can help sales reps pinpoint the most effective action to take, simplifying outbound prospecting efforts and other selling activities.
- Systems of engagement help drive higher CRM adoption and increase sales productivity