When it comes to sales leaders, getting the right technology in place can be a challenge. In the B2B sales space, there are a lot of different solutions that address different problems, so it can be easy to overcommit to a stack that speaks so many languages that you can’t see what’s happening in your organization. It is clear that this is an issue that is on the minds of many sales leaders at the moment.
It’s just as problematic to use too many solutions as it is to use the wrong solution. Trying to force one solution to solve every sales performance management issue plays a major role in the fact that on average only 8% of sales reps have met or exceeded quota in the last 24 months.
Read that sobering statistic again. Let us first say that CRMs are an unquestionably important part of any sales organization, and we don’t need to spend a lot of time explaining why. CRMs are often the foundation of the B2B technology stack – but they’re not a silver bullet for sales performance management.
In spite of this, many sales leaders are still attempting to use CRMs to monitor and improve sales performance – and failing. While CRMs are essential for managing sales team activities and capturing customer data, they fall short when it comes to holistically tracking sales performance.
In contrast, a sales performance and leadership system can help sales leaders see the big picture, including quotas, territories, forecasting, compensation, hiring, onboarding, and coaching. When a CRM is used to report customer interactions, a sales leadership system is used to show the sales leader what actions can be taken to improve the effectiveness and efficiency of their sales team.
More than 63% of companies we surveyed lack adequate training and leadership solutions, and fewer than 4% of their reps meet their quotas. Representatives who used an outsourced training and leadership solution, however, hit quota more than four times as often.
Should you consider an outsourced sales training and leadership system to increase your company’s revenue? You can discover more with a simple and complementary all to determine if such an option would be appropriate – go to https://bit.ly/coachwaynesutton
To Zoom or Not?
Should you be using zoom calls instead of traditional phone calls in your sales?
One answer? A resounding YES!
From the data of our now over 500 clients we have found selling by zoom is absolutely critical in almost every single case, and we have seen closing rates increase on average from 11% to 43% depending on the category of business owners.
Being able to ‘rehumanize’ the sales process with a person you can see instead of only hearing, the ability to retain the focus of the prospect and the technology features such as presentation slides, etc are reasons that selling via zoom is so powerful.
Recently, my wife and I were considering purchasing a home exercise machine from Tonal. Although I had looked at many reviews, measure my wall to see if it would fit in my office, and kept reviewing their website, I was not motivated enough to drop the $4,000 investment.
Until, they offered a live demo via Zoom, in which my sales associate showed me the system, performed exercises for us to watch, and asked me questions about my health goals. Sold. I ordered immediately, along with upgraded accessories.
Here is a quick blurb from Zoom’s blog on how to use zoom to increase your sales.
Sales professionals have always had to adopt new strategies and ways of selling to reach their customers effectively, an ability that has been put to the ultimate test during the COVID-19 pandemic.
Not surprisingly, Salesforce reported video conferencing was the No. 1 most valuable sales tool in 2020, and many in the industry believe virtual sales is here to stay as a core tactic for sales professionals going forward.
“We will never return to ‘business as usual,’” said business coach Anna Frandsen. “While the pandemic has brought challenges, many businesses have shifted and thrived using virtual tools like Zoom for sales.”
Even when we can safely get together again, leveraging video conferencing will help you build trust, faith, and confidence by getting “in front” of your customers during the entire sales process. Set yourself up for virtual sales success with these tips:
Give yourself time to prepare
In a remote work environment, it’s easy to pack your schedule with back-to-back meetings, but a lack of transition time can leave you flustered and scrambling to get into the right mindset.
“Investing your time in getting mentally and physically ready for the call just like you would in person gives you a big return in your confidence and conversion,” Frandsen said.
Use a scheduling integration like Calendly to simplify scheduling Zoom meetings. Include ample buffer time between appointments to read through your notes and focus on what you’ll say to your next customer or prospect.
Look & sound your best
As part of your pre-meeting prep, optimize your settings and lighting so you can feel confident that you look and sound your best.
- Open your settings in the Zoom client.
- Click Video to test your video settings. Adjust your lighting as needed, making sure your light source is coming from behind your camera. Use Touch up my appearance and Adjust for low light, if you prefer.
- Check out your video preview and clear any clutter in camera view, or make sure you have an appropriate virtual background selected (and that you don’t have a cat filter on!). For a personal touch, use your prospect’s brand in the background.
- Under Audio, test your speaker and microphone and use the “Suppress background noise” feature. Frandsen also suggests using an external microphone that blocks out background noise.
Make your meeting interactive
You don’t have to do all of the presenting! “The best sales conversations are collaborative and filled with your potential clients sharing their story and their vision,” Frandsen said. What better way to do that than by screen sharing?
Have your prospective customer walk you through their business website, share materials, or give a quick product demo that allows you to learn more about their needs. Share your screen to present graphics, stats, demos, and other information to discuss how you can help them. You can also share your slides as a virtual background to make your presentation more dynamic.
Don’t forget to stop screen sharing once you’re done so you can go back to speaker or gallery view for a more natural face-to-face conversation.
Adapt & address issues in real-time
Although many focus on the lack of being able to read the room or shake a hand, a virtual meeting can have major benefits to your sales process. If a customer has a question or objection, it just takes one click to invite a manager or subject matter expert into your meeting to address their concern and keep the process moving in the right direction. You can also incorporate your prospect’s real-time feedback into your proposal and see if you can get them to sign on the call.