Do you work in sales? In this short video, you’ll be introduced to six symptoms that your sales team needs some assistance to get back on track with to be competitive in the marketplace.
1) No documented sales process
How will you scale your sales team?
How will you be consistent if you don't have something as basic as a one-page representation of your sales process?
As it evolves, you may need considerably more than a single page, but start with keeping it simple.
2) No way to segment, filter, organize, and distribute incoming leads
So no matter how successful your inbound lead generation campaigns are, things are constantly falling on the ground.
If things are constantly falling through the cracks because there doesn't tend to be a great way to segment between qualified and non-qualified, whether it's the right buyer persona, where they are -- lifecycle stage, buyer's journey stage-wise -- and organize and distribute those leads to your existing sales team.
3) No clear agreement on what marketing is supposed to do and what sales is supposed to do
That's the most basic reason you create a service level agreement that defines your sales and marketing alignment.
Think of those like wedding vows.
The sales team solemnly promises to...
The marketing team promises to… in return for.
Really, really important.
And again, it can be as simple as a one-pager to get the ball rolling. But you do need some clear agreement on who is responsible for what.
4) No way for sales reps to quickly connect with or respond to leads
And that is a crying shame because when you get an inbound lead on your website raising their hand for attention, you don't have a quick way to get what they were looking for, or get connected to sales quickly, or get to that next logical step.
It just really puts you behind the eight-ball.
Because there's a really good chance that that prospect is not just contacting your company.
They may be contacting three, four, or five different companies, some of which directly compete with you.
And we all know the stats.
The company that responds first has a much greater chance to connect with, qualify, and ultimately do business with that particular prospect.
5) No way to easily find the right collateral or URLs to send to prospects at the right time
There tends to be no easy way for distributing collaterals or giving the right URLs to send to prospects at the right time.
And again, as basic as this sounds, there are many ways to use email templates like the HubSpot CRM -- HubSpot Sales Hub -- which has a fantastic, simple tool for organizing and getting this information out in front of sales reps.
So make sure with all the great content you have, with the product marketing information you have. The different URLs that you have.
That you take the time to build out a well-organized template library that your sales team can lean on.
6) No way to diagnose which parts of the sales process a particular sales rep struggles with
There tends to be no way to measure what's working and what's not.
There's no way to diagnose which part of the sales process a particular sales rep is struggling with.
And the most effective way to do this is to have well-defined deal stages, so you can compare against baseline and measure and see, like, okay, who's doing better in this part of the sales process?
Who needs more reinforcement in this part of the sales process?
You can't measure what you don't improve,
So it's critical to measure what's going on with your deals board to improve over time.
Those are the six signs that your sales team may need some help to stay competitive in the marketplace.
What does your sales team struggle with the most?
Let me know in the comments section below.
Topics:- B2B Sales Strategy