Entering the New Year, many executives are reflecting on how to increase revenues.
If you’re coming off an excellent 2016 you may be looking at how to replicate your success, and if it wasn’t such a great year you are probably trying to figure out how to right the ship.
No matter the case, CEOs and Sales Executives want to improve and grow their annual revenues.
To make 2017 your best sales year yet, here are 3 insights to help you exceed your goals.
Companies with a documented sales process close more deals – it’s that simple. According to Salesforce, businesses with a sales playbook are 33% more likely to be high-performers, yet 40% don’t have a sales playbook.
With a documented sales process, your sales representatives are armed with actionable steps to systematically navigate and execute the sales process. Clarity on next steps will help to speed up the sales cycle, improve productivity and increase closing efficiency.
Example of a sales process.
How effective is your sales process? Schedule a free sales process evaluation.
On average 67% of all salespeople fail to meet their sales quota. This is an expensive problem to fix, but the best way to increase your odds of boosting sales is to have the right people with the right skills for YOUR sales system.
1. Define your ideal candidate profile: Before you begin recruiting, it’s important to understand your ideal candidate. Work with your team to understand the specific competencies, product knowledge, and personality traits that are needed to be successful. This profile will serve as your benchmark and qualification criteria for evaluating candidates.
2. Consider your recruitment strategy: You’ve established your ideal candidate profile, you need to map your scouting strategy. Defining your approach creates clarity to identify, attract, and select the right candidate for your needs.
3. Structure your interview process: Before you begin scheduling phone and in-person interviews, you should collaborate with other relevant stakeholders to determine what you want to learn about your candidates on the front-end. Like most things in life, being prepared is half the battle for a smoother process. Use the candidate profile to get a clear idea of the qualifications you’re seeking to add to your team. Let it guide you to ask specific questions that will give you deeper insights into your candidate’s relevant experience and compatibility with your sales environment.
4. Incorporate a sales skills assessment: To accurately predict sales performance it’s going to require more than a personality test. Sales skills assessments will measure the candidate’s sales DNA to ensure you hire the perfect match for your business and sales environment. Include the assessment at the beginning of your screening process to dramatically reduce the time and energy spent interviewing unqualified candidates. Choose an assessment that is customizable to your ideal candidate profile and sales environment to get a true gauge on compatibility.
5. Don’t stop once you’ve given an offer: Your onboarding and training program will play a considerable role in the success of your new hire. You should begin developing your on-boarding program prior to making a hiring decision. Your on-boarding program should define the tools and resources needed for success. Providing the proper support and setting clear objectives will go a long way to accelerating ramp-up and reducing turnover.
How much is a bad sales hire costing you? Check out this sales hiring mistake calculator.
Utilizing the right technology will help to automate your sales process, increase sales productivity and improve efficiency.
The importance of choosing the right technology cannot be understated. Using the right tools to track metrics and analytics will provide valuable information to help you make informed decisions.
With the wide variety of technologies available, below are 3 steps to help you determine the right option for your needs.
With your actionable sales process, the right team, and the appropriate technologies in place, you are well on your way to executing your vision and surpassing your sales goals in 2017 .
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