1. Select the right CRM software and gain adoption
As the name suggests, Customer Relationship Management software was originally used to help businesses track and maintain relationships with new and existing customers. Today, CRM has evolved from a simple contact management system into a must have technology that helps organizations manage (and automate) sales, marketing, point-of-sale (POS), accounting, vendor and other types of operational activities. And hence breaking down the departmental silos of data visibility.
There are multiple CRM systems available in the Market, selecting the best one can be confusing. Here are three questions that will help you focus your thoughts and make your mind :
1. How much are you willing to pay?
2. Why does your business need a CRM software?
3. What features does your business require in a CRM software?
2. Understand the concept of Activity Based Sales
Revenue is a result of sales activities, and the modern sales leader understands the cause-and-effect relationship between the two. To achieve specific business results, you must perform specific activities Specific times in a specific way. Sales is all about perseverance and Every sales person knows that at the bottom of their heart. But sometimes priorities do get lost in the daily hustle.
In order to ensure that the monthly sales quotas are met sales development representatives must ensure that daily activity quotas are met. the easiest way of doing that is by keeping a track.
Breaking KPIs into activities (with a daily/weekly target) and objectives (with monthly/weekly targets) provide Sales representatives the focus they need to pump life in the pipeline on a daily basis without hampering the need of visibility in Objectives achieved on a monthly basis.
3. Use Automation to achieve high productivity and engagement
Identify key sales processes that can and should be automated, to ensure that sales representatives spend more time on selling and less time doing repetitive brainless tasks. To get you started on sales automation here are 5 tedious sales processes and how to automate them.
Catalyst is a gamified sales productivity platform that helps managers motivate and drive sales teams using competitions, leaderboards and real-time feedback channels.