Thursday, May 16, 2013

How Do You Get Your Team to Be Better Sales Reps?



As a sales manager, your job is to see that your sales representatives are becoming better sales people. Sure the bottom line is about revenue, but it's also about moving sales reps forward and learn the balancing act of sales. Ultimately, it equates more revenue. Your Miami Salesforce consultants are sure you've heard of KPIs, key performance indicatorsThose KPIs are kind of like sign posts that keep you going in the right direction, so there's progress.

SkyPlanner Partners know that lead response time is essential to sales success. This key performance indicator was even shown to have prospects equate a responsive company with a good company. A Harvard study even showed that sales reps who contacted leads within an hour were seven times more likely to have a meaningful conversation with a decision maker.

Rate of contact is another important KPI. Your Miami Salesforce consultants know that you need to keep outbound call volume high. A new study estimated that sales reps should be generating about 32 opportunities per 1,000 calls. We all know persistence is part of the secret recipe. A National Sales Executive Association survey fund that 48% of sales agents never followed up a second time. This is a big deal, because 10% of sales are a done deal only on the fourth time of contact. So make sure your sales reps are persistent.

Social media use is next on the KPI list. SkyPlanner Partners use all social media channels to interact and engage not only wiht our clients but also prospects.We are part of Salesforce user groups, we have Facebook accounts and answer CRM-related  questions on LinkedIn. We are part of a community and feel a part of it.

There are other KPIs such as marketing collateral use, click from follow-up emails and more. find out what works best for your managing style and encourage your sales reps to sell, sell, sell.