Meeting sales targets is challenging. Research shows that 67% of sales professionals don't achieve their sales quota. This makes it hard for your business to meet its revenue targets.
At the end of the day, your business suffers.
If you are struggling to meet sales targets and nothing seems to work, you need to tweak your sales management techniques. Or, you need to change your technique completely.
Here are some of the best sales management techniques that will help you not only meet but exceed your sales targets.
1. Build Your Team
The best sales management technique of all times is building your team of skilled and trained salespeople. This includes hiring, retaining, and training the best talent.
Statistics show that it takes 6 months to replace a sales rep and it costs you as much as $110K in the process. This shows the importance of building and retaining a team of professionals.
You need to do two things:
- Train your salespeople. Research shows regular coaching and training can increase annual revenue by 17%.
- Keep a decent backup of sales reps and other sales staff so you don't end up wasting time and resources in the replacement.
2. Clear Communication
How often do you share feedback with your sales team?
How often do you tell your team what exactly you want them to do and how you want them to do it?
Clear, straightforward, and constant communication is what makes your sales team effective. Businesses that train their sales managers for effective communication see an increase in revenue by 5%.
Communication makes goals and targets clear. You need to make sure that there aren't any ambiguities and everyone knows and follows the same thing. Using a sales tool that has everything in one place (like Infoset) helps to keep your sales team in the know.
Promote two-way communication culture in your organization, and especially in your sales department. This isn't a one-way road - you should give feedback, but also get feedback.
3. Use the Right Tools
Nowadays, the right tools can greatly simplify sales management. With the right tool, you can automate the sales process and make your sales team use their time more efficiently.
There are several benefits of using the right sales management tool:
- It automates some parts of the sales process so your team can focus on the important parts
- It saves time by offering everything your team needs in a single place
- It makes reporting and analysis a whole lot easier
- It improves communication and feedback processes
- It improves decision-making
A right tool is one that integrates with your CRM, marketing, and other third-party tools, and that is easy-to-use. If it makes the life of your sales reps difficult, it is potentially useless.
For instance, Infoset has a built-in phone in its sales management tool which lets your sales reps call leads with a single click. They don't have to move to another app for making calls. Also, it has a live chat tool with smart triggers that automates lead generation, so it saves time for your team and lets them focus on closing the deals.
This is how you can make your sales team more productive.
Your sales team, communication within your sales, and the right sales management tool are the three best sales management techniques that you shouldn't ignore. Sticking with these techniques will help you meet your sales target without much effort.
And what's better than meeting sales targets? That's what your business needs, right?
It's time to implement these effective approaches and boost your sales.