Recently, we interviewed sales executive for fourteen years, what they really think, helps to improve sales performance. We asked the following question: What is the correlation between the instruments they offer to their sales team and sales results in teams? achieve our colleagues told us that the management goes far beyond the selection, design and implementation of sales procedures, processes and software applications makes thePerformance difference is not selling the same tools
Our team represented all the major companies in the B2B marketing agency with large national or key account teams and well over one hundred years of field experience together. These included executives, sales, and individual taxpayers. But overall, agreed on four key points with a bonus point thrown in for good measure:
When the first generation, willthey use. In other words, if the seller, the tools are for sale have a say in the choice of the buildings or their sales staff is much more likely to adopt and use tools.
Secondly, if you plan to understand. World distribution, ease of use seems to mean in the rate of adoption. If the tools for sales people if they produce useful insights overhead without a lot of data entry, then sales teamUse the tools.
Thirdly, if they use are more likely to achieve desirable results. Once sellers have easy access to tools, methods, training and technology they had in hand a house, use the tool. sales and management can then measure the results. And if you measure the results you can manage quite well.
Fourth time performers, they want more and better results. This effort was of value, right,Technology, training and business processes first.
And the bonus: If you can not build on that and not to possess, you are probably not the desired results.
Ease of Use vs. rate of adoption
The first thing we discovered was not really user-friendly ease of use means at all. It means "you with something that makes sense, our sales people and makes it easier to do the work, our Cause if you, we will use it.If you're not, forget it. "
Of the fourteen people we interviewed, was something entirely consistent regardless of company size, industry, experience level of the sales team or another. The sales team will not be easily used processes, methods, training and technology tools if you do not make sense and are meaningful feedback, as smart, popular, powerful or can be fashionable.
In our limited sample, those whoreported the most successful and happiest results That said their sales force had had a direct influence on the tools or the selection of the design that he knew were designed to obtain, or both. In addition, some respondents a correlation between the narrowness or specificity of the problem, and the success of the following tools to cope. In other words, solving a small problem easily identifiable and had more success as a lump sumchange.
Examples:
A high-tech production company tried to design a CRM solution for new investments to replace the sales of entry, where obsolete. The result is a simpler system, with a significant increase in the adoption of dollars, followed by a block of the best people and measurable revenue increases.
had the case of transport companies, which account managers a hard time managing their pipeline, they chose a Web-hosted package management software to simplify pipelineand do nothing else. Results: high acceptance, sales of more control growth in business and the family virtually no impact on the IT department.
A supplier of commodities decided to change focus from a product / channel focus to a market segment. So make it easy for field personnel to change the rules that the new concept it has invested in a formal change management process in which people involved operates. The result: a sales organization, motivation and renewedshows initial positive results.
A large communications company maintains its competitive advantage through a consistent focus on customer retention and policy executive sponsor is based on well documented processes. Users sale is easy to assume a senior executive, including C-level person because of campaigns and surveys. Results: The dominant market share. Sellers in this society really know that sales is king.
On the other hand,Success in Reporting believed that the management does not seem to understand or appreciate the reality of the sales mission, function and organization. As a result, sales people less likely to be initially included in the design of tools and methods, or in determining the need to modify the.
Examples:
Another successful company that has provided all types of tools for its sales force with a high degree of acceptance and success, butManagement decided not to support the needs of mid-level sales. So, senior sales staff must do those, their own "Administrivia" at the expense of productive hours of face-time with customers.
A large industrial company years is the construction of business model changes the focus from product focus to concentrate on the field and are back, produces the answer of "Duck, here is another initiative!" People from the sale. Management of sales staff and distrust arereluctant to take the next iteration. E 'for this company to improve results in a systematic way hard.
A group of experts, none of whom had experience in the field, started a successful business relationship. But if they decided to account team, a national processes have failed to provide effective sales force automation or sales rational. The national accounts team now he spends a considerable part of his time to the sale of newCut productive face time with customers and prospects.
Sales performance and the right tools
So what is the relationship between sales performance and the right tools? The answer lies not in their instruments, but the choice of strategies by which these instruments, designed and built.
When sales people have the right tools with which they have two advantages. First, take the right tools necessary information and data that helpsSales Representative to always make the right decision to contribute to predictable and consistent sales results. Secondly, and most importantly, good tools, methods and processes to sell less work time consumption, more efficient and less costly. This means that sales people may have more time for stakeholders to select the most qualified to cultivate relationships with high potential, offering the best solutions, and winning the business more profitable.These sales tools that predict success, no matter what the state economy.
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