Is your sales team its best selling self? 3 questions to ask.
There’s no doubt about it. The sales team of your company is of utmost importance. It’s an essential part to the health and prosperity of your business. Sales reps attract prospects, feed them with crucial information, persuade them with power and convert like a boss. But what exactly is a strong sales team? When they’re working hard at the office? When they’re on the road? Or when they’re making optimal use of their sales processes, digital tools and people? Let’s go with that last one.
Is your sales team being its best selling self? Ask yourself these three questions, and make decisions accordingly.
QUESTION 1 — Does your team often lose time on creating presentations, offers, contracts and visit reports?
You’re not alone. In general, almost 15% of your valuable sales time is wasted on administrative tasks. That contains setting up offers, preparing contracts, writing down visit reports and creating custom presentations. Crucial tasks, but very time consuming as well.
Obviously, we know that you will not get where you want to go without the necessary preparation. You only have one shot to make the perfect first impression, so you better grab it. Using numbers, dashboards, simulators and configurators to feed your potential customer with data that fit their needs. In an ideal world you’d have a tool that easily creates all of these things in a matter of minutes. That would be a huge time saver, and therefore a money maker as well.
Guess what? It is possible to live in that ideal world. By using a custom sales application that automatically does your admin work for you, based on the data you enter, it’s possible to save hours and hours of work. Using d!nk SalesMatik you’ll be able to capture all information you gather during a customer meeting through an interactive digital tool. Automatically creating the output you need. Whether that is a contract, a proposal, presentation or visit report.
QUESTION 2 — Do you spend more time on follow-up than actual customer-facing sales time?
That’s a problem. The more time you spend on follow-up and maintaining customer interactions, the less time remains for attracting new prospects and converting leads. Obviously, this is still part of the job, but it shouldn’t be taking more time than necessary.
You must have already heard about the hunter and farmer principle. Using this concept efficiently, you could free up a tremendous amount of customer-facing sales time for the hunters, while limiting their account management time.
Let’s take a closer look.
The Hunter is typically thought of as a doer. He claims to close as many deals as fast as possible. Exactly what you need! But obviously it’s key to retain your customer by following a strong account management strategy. That’s where the farmer comes in. The Farmer is focused on developing long term customer relationships. Keeping them happy, motivating them to spread the word and to get the highest possible value out of the customer lifetime cycle.
It makes sense that not one of them is better than the other one. It’s the combination of both that creates premium sales and account management quality. Has the Hunter succeeded in closing the deal? That’s the perfect timing for the Farmer to take over.
Now imagine a way to partly automate this process, and create the smoothest transition ever. By using an interactive digital sales app your hunter will only need a few clicks to communicate everything the farmer needs to know to maintain and optimize the relationship. With d!nk you can create your own interactive sales tools that you can easily distribute to the whole sales team. Keeping everyone up to date, all the time.
QUESTION 3 — Does your team have access to a powerful CRM?
Not yet? It is high time to fix this issue. A powerful Customer Relationship Management system allows you to handle prospects, leads and customers faster, better and easier. Filling up your sales funnel is one thing. Filling it up correctly and efficiently is another. Your ideal funnel should look something like this:
- Awareness: Creating awareness with your target audience
- Acquisition: Turning strangers into leads by showing your core value
- Activation: Activate your leads to use your product/service and buy it
- Retention: Creating great customer experiences to keep your customers
- Referral: Encouraging your customers to spread the word
- Revenue: Upsell and cross sell during the customer lifecycle
*The Pirate Funnel (AAARRR, Dave McClure).
So, a CRM helps you out tremendously, by gathering all relevant client information in one central spot to make it easier for you to guide your customers through the entire funnel. We’re talking about general contact information, but also meeting reports, presentations, financial numbers, contracts and customer feedback.
Have you found a CRM that works for you? Then you’re on the right track. Do you have stronger ambitions? Go ahead! By using interactive tools that you can click into your current CRM it might be possible to automate a big part of your sales pipeline management.
There is however one caveat when using CRM: it can become a goal instead of means. Just filling up the CRM with information is a waste of time. it’s about actionable information that helps your sales people to move opportunities through the funnel and gives sales management insight in the upcoming sales revenue. That’s were dink CRM connector comes in….
Our CRM Connector allows you to integrate your d!nk sales tools to your CRM. That immediately opens a world of very interesting possibilities: managing all customer interactions smoother, better and based on data. This way of working helps you to grow and scale, through valuable insights you didn’t have access to before. Eventually, you’ll gain time and thoroughly understand your sales process and success.
Get your sales team up to speed
By now you should already know that d!nk could be your best decision to create a productive working environment. Our sales toolkits can make a world of difference in overall efficiency, time management for your sales reps and value for your customers.
Even more so: we’ve found a way to save 15% of your valuable sales time, allowing your sales team to be its best self. Discover how. Do it now.