See below 5 tips to improve your sales process:
Adjust KPIs to your company's goals
Key Performance Indicators (KPIs) show what is most important to take into account in the coming months of sales. Therefore, it is important that they are aligned with your brand's goals and objectives.
There are some sales KPIs that you should keep an eye on:
Recipe by product;
Total profit;
Growth every year.
Evaluate the quality of leads through performance indicators
How many new leads are your campaigns bringing in each month? What percentage of those leads are qualified? How many of them are you able to convert into opportunities? How long does it take your team to contact them?
These questions represent some interesting information to have during your sales process, however, the crucial thing is that they are aligned with the sales area's strategy and objectives.
3. Closely monitor the sales team's activity indicators
By evaluating your sales team's activities brazil business fax list on a daily basis, you will realize that you can change processes when you feel the need to generate more significant results.
One way to measure the results of an action is to make a comparison. For example, if one salesperson prospects customers via email and another via phone, compare which of the two has the best results.
When you notice that a specific process is bringing better results, you can adjust the activities to ensure better performance. The activities to be evaluated should have the following information:
Number of emails sent;
Number of calls made;
Number of interactions on social networks;
Number of proposals sent for opportunities, among others.
Manage your sales team's time intelligently
One of the most important aspects of your process is managing your sales team’s time. How do your sales team spend their time?
There are decisions in this area that can compromise your business. For example, wasting time prospecting for customers who won’t bring significant value to your company is one of them. Why not go after a customer who will add greater value?
The time it takes for a lead to move from one stage to the next (the speed of sale, for example) is also an important way to measure performance.
Knowing how to use time to your advantage is a plus. For this to happen, you need to know how to prioritize tasks intelligently.
Clearly identify each step of your sales process
The sales process is very important and deserves extreme attention. By taking this care, you will be able to better understand how the steps that make up a sale work and, therefore, your decisions will be more assertive because they are based on real data. That said , you should analyze:
The triggers used to move the lead from one stage to another within the sales funnel;
What was the conversion rate at each of these stages;
The number of new opportunities generated per period to be defined by the sales team;
What is the average length of the sales cycle;
How many sales you had in a specific period;
Number of opportunities closed by periods to be defined by the sales team ;
What is the conversion rate?
With this information, you will be able to understand the difficulties of your sales team and help them improve processes to achieve better results.