Sales Teams’ Strategy
How to improve the performance of Sales Teams?
- The sales force management addresses different areas such as recruiting, onboarding and training, team management, and the reward system
- Its objectives are: to improve the recruitment process, to have an effective integration and training plan that allows to quickly and effectively train salespeople to perform their duties, to define standards for team management and performance monitoring, and finally, to design an efficient reward system in line with the business objectives
- The buying cycle funnel is a methodology that guides potential customers through the buying process
- Funnel management is a coordinated process that aligns a company’s collective opportunities concerning deal size, closing speed, number of opportunities, and success rate to meet or exceed the defined sales target
- It allows knowing at any moment what is the capacity of the funnel to close new deals in order to achieve the defined sales objective
- Value selling is an approach that focuses on the sales process, standardizing and improving it, from the preparation of the interaction with the prospect to its evaluation
- Requires a paradigm shift in which selling is a systematic, continuous improvement process in which everyone learns from every interaction with the customer
- Value selling helps salespeople sell more, sell faster, and sell at higher margins
- Waste expulsion is a methodology that allows you to increase the time salespeople spend on activities where they add value, i.e., sales
- The strategy involves identifying non-value-added tasks and eliminating, downsizing, or reassigning them to support teams
- The main goals of waste expulsion are to eliminate non-value-added tasks, to increase the sales team’s time dedicated to the sales process, and to optimize the use of available resources, thus ensuring greater productivity
- Work planning allows you to evaluate the required load and the existing capacity and define the best strategy to balance both
- The result is the planning of sales teams according to business priorities, improved flexibility and reduced capacity losses, and improved resource efficiency that ensures the desired service level
- Customer Relationship Management refers to the set of practices, business strategies, and technologies focused on the relationship with the customer
- CRM platforms store information about the activities and touch points of current and potential customers (e-mails, website visits, phone calls, among other interactions)
- CRM platforms allow to anticipate needs and desires, optimize profitability, increase sales, and customize campaigns to attract new customers
Ready to start?
Find out what are the key opportunities in your processes by conducting a diagnosis workshop
Request for process proposal
- Contact us and we will analyze without obligation
- We want to understand your particular case and your growth challenges
- If you accept our proposal for the vision design, we will move on to the next step
Vision design and implementation
- We analyze the current situation and design the improved vision with the identification of initiatives to be performed, implementation plan, and ROI calculation
- After the presentation of the report, we submit a proposal for our support in the implementation stage of the future vision
Implementation of the defined plan
- The improvement projects are developed at the Gemba alongside the teams
- All implemented improvements are standardized, and teams are trained in these new standards. We are committed to the growth results defined for the project
Insights
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