Small and medium business leaders worry about many things, but selling is definitely at the top of the list. Our recent survey with Inc. showed that half of respondents were extremely or very worried about maximizing their sales channels.
If you're serious about improving sales, then you should think strongly about giving your sales teams everything they need to win more deals. No clue what that is? Well, we have (with a little help from Inc.) compiled a list of the top tools that salespeople want:
For commissioned salespeople, more sales equals more money in the bank. But commissions only focus on the end result―a closed deal. There are a lot of steps that sales people need to take in order to advance the deal.
So how do you make sure they’re taking those steps?
A common complaint from sales leaders is that their teams aren't making enough calls or taking the time for face-to-face visits. Include incentives and rewards based on these numbers—regardless of whether or not a sale was made. They do not need to be huge incentives / rewards, but they can go a long way to improving productivity and increasing motivation.
Too many companies use a one-size-fits-all approach when trying to motivate their sales team. Research published in the Harvard Business Review found that “salespeople at different points on the performance curve will respond to different incentives.”
In other words, your core performers—those who make up the biggest part of the sales team—don’t expect to outperform your stars. Therefore, they don’t even try. By providing multi-tier targets, you keep these core performers working and engaged, even when they know that they’re not likely to win any type of big bonus prize at the end of selling period.
This blog is proof that content can drive a higher percentage of sales every year. We wouldn’t be writing it if it didn’t help us drive leads, and our sales teams link to these articles in emails and on their social channels. More and more buyers are looking for advice and reviews to help them decide on purchases.
In the world of digital marketing, content is king. Give your sales teams great stories, videos, infographics, and eBooks that they can use to help propel the sales process forward.
It may be a small thing, but a well-timed pat on the back can mean everything to your employees. A Gallup poll found that the top reason employees leave their jobs is because they feel unappreciated.
The lesson? Publicly acknowledge hard work. Pick an employee at every sales meeting and honor them with recognition. It can be anything from a great email, to persistence, to a new way of getting their foot in the door. Sharing concrete examples with the rest of the sales team will not only boost morale but will help drive the behaviors to advance deals.
Provide your sales team with the most sophisticated, yet intuitive, applications to do their jobs. With the cloud, even small companies can afford to arm their sales teams with the best technology. Look for a sales cloud that helps them:
Salespeople—especially outside sales—need to work on the road. They need to be able to get the latest updates, information, and conversations about a deal regardless if they are in an office or not.
Being tied to a desk or laptop is simply not as productive as spending face-to-face time with customers and prospective customers. Intuitive mobile access lets them spend less time focusing on administrative tasks and more time on generating revenue. And that is good for business.