You wouldn’t be the first sales rep to be blinded by the lure of a signed contract, but being able to recognize a poor prospect can save you a big headache.
In retrospect, there are always warning signs. When a deal falls apart or when a prospect proves to be a terrible fit after the paperwork has been signed, you can look back and see that things were wrong all along. In this post at A Sales Guy, Keenan 411 lays out signals that will help you recognize a poor prospect.
As distractions pile up, it’s easy for sales manager priorities to pull away from what’s truly important – new sales.
How are you going to generate new sales if you’re constantly focused on operations, committee meetings and customer service? A lot of great business falling right in your lap would certainly help, but that seems unlikely. With executive leadership stretching them too thin, it’s impossible for sales manager priorities to remain where they belong, says Mike Weinberg in this post at The New Sales Coach.
One of the most important things a sales manager can do for their team is help to develop a thorough and actionable sales deal strategy.
Do you think Peyton Manning ever steps foot on the field without a detailed gameplan? Heck, he likely has one for the fake games he does in SNL sketches. Much of his incredibly successful career (minus this last Super Bowl) is owed to his diligent preparation. As a sales manager, you can set your team up for big wins by teaching them the 3 steps towards an effective sales deal strategy, which George de los Reyes lays out in this post at Sales Benchmark Index.
A user’s devotion to you isn’t a qualitative measurement. In order to increase customer loyalty, it’s important to know where people stand in these 5 key areas.
You might think that loyalty is abstract. After all, your dog seems pretty loyal, but you it’s not like you tally how often he prefers playing with you to chasing squirrels. If you want to increase customer loyalty, you can’t simply go off of feel and offhand observations. As Joanna Lord explains in this post at ExactTarget, there are key metrics to track that can help you keep users coming back.
You want to keep your sales team happy, but a bloated and confusing system isn’t going to help with incentivizing salespeople.
The tentacles of big data are everywhere, and that includes your sales team. Once, it was all about hitting their sales number, but now? You can track almost every aspect of your team’s day. That has lead to some wildly confusing commission plans, says Dave Brock in this post at Partners In Excellence. He explains why incentivizing sales people needs to be sleeker and even deemphasized.
Don’t take mid-week lunch meetings; that’s when you should be on the phone. Discover the best time for prospecting calls and other tips to help you close.
When you pick up the phone to call a prospect, you never know what’s happening on at the other end of the line. You could catch someone at a bad moment or in the midst of a work crisis that demands their full attention. Wouldn’t it be nice to know when the best time to call is? In this post at Forbes, Christine Crandell breaks down the results of a Software Advice study to give you insights on the best time for prospecting calls.
Collective responsibility often means no responsibility, points out Mike Grafham as he walks you through this customer success primer.
It stands to reason that if your customers are successful, your business will be successful. So why, then, don’t you have people dedicated to the success of your customers? Before quickly answering that you do, take a minute to really think about the question and read Mike Grafham’s customer success primer at Medium.
Seattle Seahawks fans take their football VERY seriously, so the organization set out to develop a system of customer feedback reports to reflect that passion.
As you might have noticed over the past few weeks, Seattle Seahawks fans are, quite literally, very loud. But they don’t just express their opinions about touchdowns and big hits; they’re just as passionate about every aspect of the organization and their relation to it. In order to avoid the same furor opposing teams are exposed to, management turned to Zapier and a few other products to create valuable customer feedback reports, ensuring that every fan is heard.