“There’s always room for improvement.” This commonly uttered phrase, which most of us have grown up hearing, applies to the success of businesses as well. Whether they are small and struggling startups, or large and successful industry leaders, there is always a need to eliminate errors, improve methodology and optimize processes. For many companies, there is a significant need for improvement in how the sales team is run.
The following is a list of 6 common practices that may be hurting your sales team’s productivity:
- Lack of employee resource provision. For employees to be able to do their jobs well, they need to have all the necessary provisions in place, which means more than just a laptop and an office. Whether the need is an up-to-date and accurate list of leads, technical resources, or internal funding for a given project, it’s important to make sure your employees have the supplies they need in order to be able to do their job well.
- Inaccurate data. Having outdated data is a common yet damaging misstep for a sales team. According to a survey conducted by HubSpot, contact databases decay by almost 23 percent every year, and many businesses have no systems in place to address this. The result? Inaccurate client targeting, time and resources wasted on irrelevant leads, unreliable estimations, and inaccurate reporting.
- Failure to personalize. The best way to achieve higher sales conversions is through highly personalized messaging and communication. Many companies however, fail to segment their leads well enough to make personalized communication possible. Or worse, their attempts at personalization are incorrectly targeted due to inaccurate data.
- Lack of advanced training or coaching. An employee’s ability to effectively carry out their position is often dependent upon the coaching and training he or she receives. Whether it involves participating in sales workshops, learning how to use internal company platforms, or attending the latest industry conferences, do not underestimate the power that coaching and education have in positively impacting your employees’ performance.
- Failure to evolve along with technological advancements. Automation is no longer the future: it’s the present. Companies still reluctant about implementing a CRM system to organize and automate lead tracking can expect to fall further behind the competition. Relying on outdated systems not only wastes time, it also leaves your data more vulnerable to human error, as seen in inaccurate data. Furthermore, technology plays a significant role in automating business logics and rules. Being able to include these automatically rather than manually helps increase sales team efficiency.
- A gap in departmental coordination. A successful company operates like a well-oiled machine. Doing so requires minimum friction between departments, operational and strategical coordination between all parties, and maximum automation and streamlining of processes. With the technological revolution appeared many platforms that help keep managers and their department’s in-synch through avoiding task overlap, lack of team follow-up and conflicting strategic approaches.
Find out how embedding complicated business logics into your automated and personalized documents can help you avoid theses success killers and instead make your sales team more efficient. Learn more about Docomotion for Salesforce here.