In the early 90s, I began my professional career as an insurance agent at MAPFRE. If at that time Marty McFly and Dr. Emmet L. Brown had lent me DeLorean so that I could take a quick peak into what the future held for the insurance sales process...I would have thought I was in dream land, it was magic or I was indeed in a Sci-Fi movie!
We all know the importance of setting specific, measurable, achievable, results-driven and time-bound sales goals, otherwise known as SMART goals. But are you aware of the potential effectiveness of having each member of your sales team set individual sales targets that facilitate joint success?
What are the latest market trends for Customer Relationship Management? What innovations will shape the future of CRM in 2016? Let’s take a look.
The role of the sales team has always been to develop relationships in order to strengthen the pipeline of new customers. As technology advances there is an ever-increasing pool of resources that can maximize sales and improve customer relationships. In 2015, every single Fortune 500 company and millions of SMEs are employing such tools and following these data trends closely.
What are the best techniques for maturing leads? How important is mobility? What advantages do social media offer? And is there a direct link between an educational blog and your company’s sales?
One of the challenges facing salespeople is learning how to manage the time we spend with potential clients. Whether a sales team is efficient or performing well depends largely on detecting whether prospects are really interested in buying, or are unlikely to get to the bottom of the sales funnel.
In her new book, NonStop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year, Colleen Francis, founder of Engage Selling Solutions, explains how to develop this instinct. As your time is limited, you need to be able to disqualify a prospect if you see signs they are not going to buy your service. Learning how to differentiate between a “Not now, thank you” and a definite “No” is essential in deciding whether to include them in your sales activity.
While you’re sipping your first coffee of the day, here’s some reading that might well change the way you sell. These 30 facts and figures on sales will help you better plan cold call and email prospection campaigns, boost your presentations and improve a whole host of other sales-related tasks.
Do a quick test to see how you fare against the sales lessons below. If you’ve identified weak points in the way your sales team operates, now’s the time to start transforming them into strengths.
It’s Monday morning. You call a meeting of your sales team to plan the week’s activities. On the agenda: a presentation at a major event in your sector, a meeting with product managers to find out the latest product improvements (and agree how to communicate them), a final meeting with an expert on consultative sales, a review of the newsletter and a look at which contacts to call… In other words, an extensive list of pretty important tasks.
But if you don’t start the meeting by looking at the current status of sales, you can forget the whole agenda. What fuels the sales department are concrete, valid facts about what’s happening in the sales funnel – facts that can be compared, contrasted and analysed.
If you want to grow your sales, you, the sales manager – and your team – need to know 3 key sales metrics:
Are your landing pages really doing their job? Do they convince web users to find out more about what you're offering? Is there a clear, persuasive call to action? In other words, are they optimized for maximum conversion rates?
In our previous blogs we’ve talked about some of the things to bear in mind in 2014 if you’re looking to improve profitability and efficiency in sales management, technology and business in general. Now the year is well and truly underway, it’s time to sit down and establish which metrics will reveal whether your company is progressing in line with objectives.