If your sales aren’t increasing, you’ve got a serious problem on your hands.
Many businesses may be concerned about slow or no sales. The fact that there are so many potential reasons why your sales staff might not be turning leads into sales is arguably an even bigger source of aggravation.
We are aware that one statement is coming to pass. The traditional methods of sales development, such as phone calls and emails sent “simply to check in,” are no longer effective for the majority of organizations.
What then will?
Let’s start with basic definitions of “leads” and “sales development” before getting into it. We’ll then discuss 5 chances each sales development representative can take advantage of to develop connections and boost sales. Finally, we’ll talk about ways to make sure that these development initiatives are successful.
A lead is what?
A lead is merely a potential customer for your goods or services. A sales team will often encounter three basic sorts of leads:
- Cold leads are those who have expressed no interest in your company, its goods, or its services. They might not even be aware that you are there. Or they do, but they are ignoring your attempts to get in touch with them.
- Warm leads are those who have interacted with your business. Most likely, they provided you with their contact details in exchange for free materials like a newsletter.
- Hot leads People who genuinely appear interested in purchasing. They have made their needs apparent, and they are prepared to purchase what you are offering.
Sales development: What is it?
Sales development is essentially a method that your team uses to fill their leadership pipeline. Before assigning a lead to a sales representative who is in charge of attempting to complete the deal, a sales development representative, or SDR, “warms” a lead through outreach and follow-up.
In many teams, the sales development representative and the sales representative are actually the same individuals. As a result, depending on the strengths and weaknesses of certain team members employed to perform this dual role, even the strongest sales development initiatives will encounter difficulties.
5 areas where sales development could be enhanced
It’s crucial to provide your sales team with the tools they’ll need to succeed. But each team member’s interpretation of that will be unique. Nevertheless, having a starting point is helpful.
So here are 5 chances that each sales development representative can take advantage of to develop relationships and boost sales:
1.Less calling, stronger ties
Today’s successful sales development professionals are doing best when emphasizing quality over quantity. This is challenging because the majority of salespeople live by maxims like “One yes for every ten no’s.” But sales development professionals provide a degree of value that is increasingly required to close the transaction by spending more time connecting with fewer prospects.
Speaking is one skill that many sales development reps believe they are strong at. However, any chatbot can follow a script and promote goods or services that a user doesn’t even require. Therefore, if you are fortunate enough to have a potential customer pick up the phone, please do them a favor and pay attention to their needs. A sales development agent has the ability to offer exceptional solutions to a problem—not just accomplish sales targets—by learning about a person’s greatest pain spots rather than using a checklist. And it is this that fosters loyalty.
A touchpoint, often known as a “contact,” is a method of getting in touch with sales prospects, such through phone calls, emails, or in-person encounters. An average of 18 touchpoints are required to get a prospect to respond in the first place. Now assume that following the meeting, 5 follow-up calls are necessary for 80% of sales. Add to it the fact that 44% of sales representatives give up after one follow-up. The research demonstrates that doing more has advantages, despite the concerns of your sales team that they shouldn’t “bug” a prospect or go beyond. That being said, connections shouldn’t just be token efforts, which brings us to point #4.
The simple fact is that assets add value to your potential clients and give your sales staff a fantastic justification to “simply follow up,” albeit it is tricky because it necessitates a healthy relationship with your marketing department. Good collateral may not only generate attention and conversation, but it can also assist your sales staff in advancing prospects along the sales funnel.
5.A structured CRM
For sales development reps to be effective, CRM software is a requirement. To track and identify potential customers, a unified CRM should be accessible to the entire team and have a written methodology in place.
Put aside the (revenue) statistics.
Assume your sales development team has received coaching regarding these chances to strengthen relationships with prospects. Nevertheless, they still fall short of their revenue targets. How specifically can you assist your team in achieving the results they so fervently desire?
Let’s first draw attention to the fact that there are now many more options available to potential clients than there were previously. With the click of a button, your prospects may access hundreds of thousands, possibly even millions, of solutions over the internet. Today, it’s more challenging than ever to hold someone’s attention. And it’s even harder to convert that interest into a sale.
Because of this, many businesses rely on enlarged sales teams that are divided into sales development and sales.
The bottom truth is that sales personnel have no influence whatsoever over whether or not a customer signs on the dotted line.
But they have some degree of influence over them.
And the real driving force behind sales development is actions!
Therefore, developing KPIs (Key Performance Indicators) based on the aforementioned sales growth prospects could assist ease some of the strain that comes with selling in the modern world, leading to greater success.
Based on the opportunities mentioned above, a sales development representative might establish the following action-based KPIs:
Every day, X calls are placed, X follow-up conversations are done, X touchpoints are formed with each consumer, and X assets are provided to “cold” prospects.