Sales Managers, C – Suiters and HR’ers,
Before cracking the whip, gutting and replacing your sales team who aren’t performing, let’s have a look at some of the key factors of why the same method from 2008 isn’t working now.
- 4xW: Who, What, When, Where. The 4 questions that could fill your sales pipeline constantly are also the 4 most un-asked questions during the prospecting process, and without throwing anyone under the bus, it can begin with your out of date CRM. Sales teams are so micromanaged, that they waste company resources prospecting the wrong accounts to meet their KPI’s. Our team has helped sales agents and in-house telemarketing teams average a 1/6 appointments to call ratio by simply providing accurate competitor information.
- 2 Feet First: Businesses simply ad-hoc or band-aid their CRM as they work through it. But we’ve found even if a database hasn’t been properly managed over a 3 month period can render up to 15% of the competitor information (Leasing arrangements, Contacts, Volume of usage of XYZ) completely useless. If you spend 1 week completely cleansing your database of information and updates, and properly manage it from there on, you’ll save a huge amount of money and resources over a 5 year period, and increase sales. Period.
- 33 Rule: Direct from the sales bible, the 33-33-33, simply put, is a division of businesses who are able to be sold to only once they’ve been identified as a prospect. So if you have accurate competitor information, and you know that there’s 100 businesses using Holden as their commercial fleet provider and 30 of them are in their final 2 years of a 5 year fleet leasing agreement,(33%) 10 are able to be sold to now – (33%) 10 will be able to be sold to within 6-24 months – (33%) 10 will never buy from you. The problem is so many CRM’s are so out of whack with where their prospects are up to in a buying cycle sales teams, telemarketers and lead generators are spending way too much time prospecting the wrong accounts which affects their ratios which can de-motivate the best of sales people.
Of course the solution is simple. Take the database, spend the time completely cleansing it then keep it up to date as you prospect with things that change.
If you’d like to learn more head over to: www.salesassist.com.au
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