You are hitting your targets and closing more deals than ever but for a winning sales team, this is just not enough. It’s also important to consistently monitor sales performance so that you can spot issues, improve processes, and always keep your sales strategy and goals aligned. To be able to do this, you will need to analyze your team communications and see what high performing team members are doing differently and why some team members need additional support and training.
Part 2 explores some more ways in which businesses can combat the slow start and early finish to the week. Last week, we looked at how to track and analyze activities and select pre-defined activities for Monday morning and Friday afternoon, which can get all team members involved and help to revitalize low energy periods. Today, we look at how to keep the team motivated by setting goals and how to use rewards and treats to recognize the hard work that they put in during periods of ‘slump’.
A study by Accountemps has shown that Tuesday is the most productive day of the week. It also highlights that Monday morning and Friday afternoon tend to be the least productive with only 3% respondents agreeing that Fridays were the most productive days in their offices. As Head of Sales at SYNETY, this has also been my observation – an otherwise great week’s work from the team is usually marred by Monday morning and Friday afternoon blues. We believe that every business, to some degree, falls foul of these low energy periods.
Recruitment consultants spend a significant amount of time making calls to prospective candidates and clients whilst working on storing these interactions into their CRM. It is clear that these two disparate systems need to be connected for recruiters to work more efficiently and be able to place candidates more successfully. To bridge this gap between your phone and your CRM system, a good starting point is investigating CRM-telephony integration.
With all types of business communication there is always room to improve and with people’s sales conversations this can certainly be the case.
It is easy when trying to close the big deal to forget some of the basics and slip into the trap of talking too much and firing questions so rapidly your customers feel you are interrogating them.
There are lots of trip hazards in any sales conversation so before your next call remember these simple tips to be more effective.
I’ve been working in sales for a number of years now and there has always been pressure to sell more, with each quarter your target getting a little higher. We are naturally competitive and want to beat our colleagues and to be the top salesperson pushing us to strive for more sales.
As the Head of Sales, I have learnt some key skills on how to save time to achieve more sales.
Here are some top tips on how I save time and sell more.
What made you decide that Sales was the right career path for you? As a child, I’m sure that a career in Sales wasn’t what first came to mind when asked the question: what do you want to be when you grow up? Maybe it’s because you enjoy a challenge – after all, what’s more challenging than persuading people to buy into a product or service?
Maybe you’re good at talking to people, at listening to what they have to say.
Or maybe it’s because you’ve watched films such as the recent hit, the Wolf of Wall Street with Leonardo DiCaprio or Will Smith in the Pursuit of Happiness and thought…yes, that could be the job for me.
Whatever the reason, have you considered this: Do you have the right skills and traits that will help you succeed in Sales?