We work with all types of clients and we help them work their sales process more efficiently. When we work with our clients we like to talk with everyone who is selling and learn the good, the bad, and the ugly of the sales process and the tools they find most useful. Often we learn that not only are the processes simple, but the technology solutions implemented to facilitate the process actually impede the process. Additionally, sales teams are spending hours a week in meetings learning how to set up their tools and how to use their tools.
Here is a summary of a typical onboarding across several companies I have worked with in my career. I am providing an aggregated example because the pain was not an isolated case, but common across many organizations.
All of these activities took my focus away from prospecting and focusing on qualified prospects, the reason I was hired in the first place. As a manager my focus was to avoid these situations entirely and make sure my teams had a clear path to selling, if it isn’t improving prospecting or closing it isn’t required. I simplified process to focus on entering data once, automating data population where possible, providing qualified leads to my teams, and automating common reporting required to track activity, pipeline, forecasts, and close rates.
I have found this simplification or “clear path selling” approach to be highly effective in driving better results for the organization. A few key things that make this approach work are:
Arm your teams with the tools to make them great at closing deals, but don’t burden them with systems they don’t need, or entering information that is not relevant at the time or can be automated.
Work with your marketing teams to ensure you are providing qualified prospects with the information your sales team needs to make them a customer.
Automate routine tasks, avoid entering information about a prospect, customer or activity more than once, integrate your platforms to make this a reality.
If you manage sales teams I hope this resonates with you and you are able to enable your teams without overburdening with activities that shift their focus away from closing deals. Let your salespeople sell.
Published by Rich Rutherford on 12-22-2017