When we talk about guaranteeing good sales resultsit is very common for the first thought to be: let’s prospect for more customers!
This idea, which crosses the minds of many desperate managers when they see that the team hasn’t reached its targets, follows the logic that the more leads you prospect, the more sales you’ll close. But in the universe of sales complex, that’s not quite how it works.
It’s clear that prospecting is an essential step in guaranteeing good results, but, as the saying goes, one swallow doesn’t make a summer. In other words, just increasing the number of leads you prospect won’t increase your sales.
How to guarantee good sales results
If prospecting for more leads isn’t enough, what can you do to sell more?
According to data collected by the 1st edition of RD Station’s Sales Panorama survey by RD Stationsurvey, having well-structured sales processes, a well-trained sales team and good team management are the initiatives that stand out when it comes to selling more.
So here’s a list of practices to guarantee good sales results. Write it down!
1. have well-structured processes
Structuring sales processes is nothing more than organizing the activities that precede the sale. To do this, there are many tools that help organize, for example, new prospects, follow ups and already qualified leads, so that they don’t get lost along the way.
Structuring processes helps the sales team on a day-to-day basis, optimizing the time of salespeople and pre-salespeople, making work flow and generating more productivity, thus ensuring better results.
2. Train your sales team
The basic precept of selling is to know what is being offered and, consequently, to know who to offer it to. For this reason, training the sales team frequently, offering knowledge about what is being offered and about your target audience is one of the most important practices for guarantee good results. The better trained and aligned your salespeople and pre-salespeople are, the better your results will be.
3. Good team management
Good sales team management, in addition to ensuring that all processes are structured and that the team is trained, needs to be concerned with the human factors that have a direct impact on sales results.
Promoting the well-being of the team by building an emotionally safe environment with fluid and, as far as possible, horizontal communication, aligned with fair remuneration, will further motivate the sales team to achieve good results.
If your business is looking for better sales results, it’s worth thinking about: are these practices already being adopted in your company?