“Nobody likes to be sold to, but everyone likes to buy,” says Dr. Earl Taylor. With this in mind, this blog reveals five best practices to ensure booming sales in the year 2018.
1. Know Yourself
According to HubSpot nearly 6 in 10 salespeople say that when they figure out what works for them, they don’t change it.
Here are five suggestions to start the process of knowing yourself, your clients, and your market:
– List out your last year’s successes
– Build your relationship with existing clients
– Get to know your competitors
– Channel your unconverted prospects
– Set your desired targets right
2. Inculcate the Correct Skill Set
“Success is simple. Do what’s right, the right way, at the right time”.
Heard this before but never tried to implement it? Do it now, because you can experience the wonders that come from having the right skill set.
Here are the top three sales skills that sellers of high performing sales organization are endowed with:
– Scaling and persuading sales opportunities
– Expanding account growth
– Elemental consultative selling
Try to inculcate them in your sales team.
3. Manage Time Competently
In order to be more productive, an organization must use their human capital effectively and efficiently.
According to a survey conducted by HubSpot, salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.
A clear distinction between who is supposed to do what can play a vital role in time management.
4. Focus on Customer Experience
According to a Walker study, by the year 2020 customer experience will overtake price and product as the key brand differentiator. Sales people need to articulate the value and experience that a customer would have using their product and how the customer can derive the best out of it.
Quoting Salesforce, 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.
5. Embrace Digital and Automation
Most sellers often talk about delivering value, but it is seldom taken care of because much of their time is wasted in maintaining their customer relationship management (CRM) system, managing workflows and facilitating communication between clients/customers and legal. It’s a lot to manage.
Sales teams need to reduce administrative dependencies with the help of latest technologies such as automation (e.g. adopting a CPQ solution), customization, smarter analytics, and social selling etc.
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