November 14, 2019 | Lynn Tran

How Effective is Your Sales Team?

Every company wants its sales team to close more sales. Yet, according to the research done by SalesForce, sales professionals spend only 34% of their time selling. The rest of their time is taken up with data entry, quote generation, and other administrative work. Unsurprisingly, 57% expect to miss their quotas for the year.

In the IT industry, building a sales team is a costly task and many small and medium-sized IT firms invest a lot of money up front to try out salespersons. A high majority were not able to make enough sales to contribute to the bottom line for two main reasons: One is that companies do not have effective sales processes in place, so the team is not managed properly; another reason is that salespeople spend too much time chasing down leads that don't turn out as expected. It's an antiquated process that wastes a lot of time & resources.

What can companies do to support their sales team better and to ensure that they can use their resources effectively? If you want to improve the effectiveness of your sales team, here are four recommendations that can help you increase sales:

Consider a new method to improve awareness

It is essential to be innovative when it comes to acquiring new customers. You can improve the quality of your leads by maintaining a storefront on Hindsyght. As a platform that connects IT services firms with small and medium-sized companies, it captures the right target audience. Having a storefront there means you become more visible to the right people. Your sales team will be able to chase the right prospects instead of wasting time verifying leads from other sources.

If you have the base or plus subscription on Hindsyght, you get complete visibility of who is looking at your profile. The sales pitch can be tailored and targeted to fit each lead and their industry. It gives you a higher chance of closing the deal because your services will provide exactly what the clients are looking for.

Arm your sales team with mobile and collaboration tools

Salespeople can spend a large chunk of their day out in the field, so firms need to give them access to critical customer information through their mobile phones. It can come in the form of an app or a mobile CRM solution - whichever works for your company.

Offer training opportunities where they can learn about best practices

From technical training on the products and services you offer to sales process training, investing in your staff can help your team become more productive. It is crucial for your salespeople to understand your IT products and services from the inside out. It's the only way they will be able to pitch for your firm with confidence.

Minimize time spent on administrative tasks

Most sales roles have administrative components, such as data entry and customer service. It might be impossible to eradicate these tasks, but your firm should ensure that these activities do not take up more time than selling activities. Minimizing the amount of non-sales activities that your sales team needs to do frees up their time to do what they do best - closing the deal and serving your clients.

By following the strategy above, you can significantly increase the effectiveness of your sales team. So sign up to Hindsyght today to get access to high-quality leads that are looking for an IT firm just like yours.

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