Increase your sales & improve client retention by adopting this sales system
Stop wasting time teaching your team how to sell or waiting for that salesman prodigy to knock on your door. Instead, implement an easy-to-use sales system that can improve your existing sales team performance.
As a business owner, it is your job to ensure that the correct sales system is in place for your team to follow.
Simplify Sales With BaseCloud CRM
Your customer relationship management tool is supposed to save you time, increase your business productivity, and help you build customer relationships through sales, marketing and customer service.
As a result, you should see increased sales and a higher retention rate among your customers.
If you are unsure how to do this, contact our team at BaseCloud, and we will help you through the process.
Firstly, Stop Pointing Fingers
Often, business owners put a lot of pressure on their salespersons/sales teams to perform without giving them the right tools to succeed.
Here’s a challenging thought: If your team follows the system you put in place and is still not getting results, could it be the system rather than the person who’s the problem?
When it comes to winning sales, companies of all sizes face recurring but completely fixable challenges that can hinder their growth.
- Process problems
- Team challenges
- Customer service issues
1. Process Problems
No defined sales process
Without a well-designed and repeatable sales process, your company will have inconsistent results and no measurable way of knowing where improvement is needed.
Underutilised tools on hand
You may find that your sales teams are underutilising the software tools you have. Once you adopt a CRM system (customer relationship management software), you need to ensure sufficient training on how to use it efficiently as a sales tool. Otherwise, it will lead to lost opportunities every day.
Over-reliance on manual tasks
With the failure to leverage automation, salespeople often get stuck spending hours on repetitive tasks and not using automation tools available on a CRM software; this means less time building relationships and closing deals for your business.
What if you had a CRM system that walked the journey with you? Ensuring that the system is structured to bring the most value it can to your business, offering constant and local support for you and your sales team to win!
2. Team Challenges
Undefined targets
The target can no longer be to “just make sales”. It has become more complex than that. Defining a target for each stage in the sales journey will guide your team in following the process you have set out.
High pressure, low morale
Sales teams often struggle with low morale, especially when they have the weight of generating business and building customer relationships on their shoulders. It’s important that you keep your sales team motivated and high in spirits; don’t overlook that they are your company’s financial drivers.
Lack of guidance on how to qualify leads
Teams often get lost chasing unqualified leads because they do not know how to prioritise leads based on their closing potential. Tell your team who it is you want them to sell to and how you know they are the right person to sell to. Companies have data on successful closes, run through case studies with them to identify the tell-tale signs.
Team morale, productivity, and targets can all go hand-in-hand. Your CRM platform can help you communicate with your team, set up tasks and assign recurring targets, assigning priority status’. This will guide the team in their process, helping them gain confidence. Monitor the timely execution of these tasks to give you insight into your team’s efficiency and where you can improve.
3. Customer Service Issues
Overlooking customer pain points
Understanding the customers’ needs before making a sale will make all the difference to your outcome. Remember, when making a sale, you want to add value and solve your customer’s problems. If you make a sale without understanding the client’s pain points, you will most likely deal with retention issues later.
Leaving leads to turn cold
Getting hold of a potential customer quickly is critical to setting the expectation for the rest of your relationship; plus, with instant gratification playing such a significant role in decision-making, the company that contacts the client first stands a much better chance of closing the deal.
Not prioritising follow-ups
Follow-ups are critical to closing deals. Your clients get busy, and they forget about a quote you sent them; forgetting or not following up promptly WILL (not might) lead to lost opportunities.
Imagine your CRM software allowed you to categorise your leads by priority as well as automate timely reminders to your team to engage, follow up, quote, etc., based on where the lead is in the customer journey.
If these challenges hit home, what can you do about it?
It goes without saying you need a CRM system to scale your sales.
1. Ask yourself a few questions to find your starting point:
- Can my sales improve?
- Does my sales system need improvement?
- Does my sales team know what to do next?
2. Map out a process that your team can replicate
This is a typical process one could follow with BaseCloud CRM:
- When a new enquiry is received, assign them to “New” status in your CRM
- When a client is in the “New” status, send them a welcome email and notify a salesperson to contact them immediately.
- The salesperson then needs to qualify the lead and determine if a further meeting is required or if this lead is not a good fit.
- If the lead is not a good fit, change its status to “Marketing.” This lead will then receive marketing communications from your company going forward.
- If the lead is a good fit, you need to book an “appointment, “send a proposal, “follow up,” and “close the deal.”
3. Define your communication approach
Decide which communication should be done manually and personalised and then automate the rest.
4. Build a standard operating procedure
To facilitate your sales team’s daily activities, this operating procedure must clearly outline what actions to take, when to take them, and how to execute them.
5. Optimise your business process and workflow
Once all of this has been done, you can track customer data and team efficiency to measure where further inefficiencies need to be addressed. Maybe you require an extra step in the process; maybe you have some salespeople performing and others not, and the system will be able to show you why.
You can only improve what you measure.
Simplify Sales With BaseCloud CRM
Your customer relationship management tool is supposed to save you time, increase your business productivity, and help you build customer relationships through sales, marketing and customer service.
As a result, you should see increased sales and a higher retention rate among your customers.
If you are unsure how to do this, contact our team at BaseCloud, and we will help you through the process.
Click here to find out more about our simple yet holistic CRM solution.
Loading ...
