General administration is one of the least looked-forward to aspects of a salesperson’s job. Thankfully, job card software technologies can streamline and even automate much of it.
Typically, these tasks involve:
- Reminders: Creating tasks and scheduling various reminders throughout the work day
- Appointments: Calendar integration allows for easy appointment setting
- Data entry: All data on prospects, deals and customers is stored in one place
Additional cold storage software solution technology, such as data enrichment, call logging and technographics can also assist with data-driven tasks.
Email and communication
The majority of day-to-day tasks revolve around email. Automating these activities begins with identifying the most common that are sent, as well as how long they spend composing and personalizing them.
The most common emails salespeople send on a daily basis include:
- Reminders: Emailing prospects about upcoming meetings and appointments
- Welcome: Encouraging new leads to take the next steps and set appointments using free job card management software
- Follow-up: Reach out to leads when a response has not been generated
- Onboarding: Getting new customers up to speed and thanking them for their business
A huge part of this activity involves personalization. Tailoring the message to the target buyer persona, amending copy for names and company as well as the right resources can take a tremendous amount of time to organize, compose and check.
While not all emails can be automated, you can still create templates that your reps can use as and when they need. It’s this functionality that streamlines workflows and makes life easier.
Lead prioritization
Many of the leads you generate into your sales funnel won’t be a good fit for what you offer. This can often be due to budget, or simply because they’re in research mode and aren’t ready to buy.
So, how do you sift through the tire kickers and get to those who are ready to buy right now without ngo accounting software?
If your reps are spending much of their time qualifying leads, or if conversion rates seem unusually low, then lead prioritization can help your reps focus on the best deals in your pipeline.
Look at historical sales opportunities. Which of those closed the fastest? What do the buyers and organizations associated with these deals have in common?
Traits such as job titles, company sizes and even behaviour on your website can contribute to a lead score that indicates how hot a lead is. The higher the score, the more likely a lead is to be ready to buy.
Optimize sales processes with analytics, reporting and dashboards
One of the biggest benefits of adopting field service management software technology into your organization is the amount of data it collects.
The right data allows you to:
- Focus on sales activity that makes the biggest impact
- Tailor the training your provide your reps with
- Optimize the entire sales process from start to finish
Let’s look at how it’s done.
- Identifying the right data
Adopting a ERP Software has already put you on the path to collecting more data. The challenge comes when there’s too much of it.
Which is why it’s important to decide upon the right KPIs up front. Most sales managers will know these, but as your sales process evolves with your CRM, these metrics may change.
No matter which metrics you’re tracking, make sure they lead to sales performance. This means avoiding vanity metrics to make important decisions.
Ensure you’re collecting the right data in the first place. With the right CRM software and sales technology stack in place, manual data entry should be minimal. This helps to reduce workload while increasing data accuracy.
Finally, make sure you keep your data clean. Audit your data on a regular basis to remove any outdated information.
- Identifying true-north metrics
What is the one KPI that leads to the most critical result? Most organizations and startups have one, and the same is true for sales teams.
Ideally, this metric should contribute to the success of the business. It could be as simple as revenue, or more granular metrics like MRR and average deal value.
Once decided, build your reporting and sales dashboards to focus your team around this one metric. All other activities and KPIs must serve this one metric.
- Measure team performance
The reporting provided by your manufacturing software doesn’t just show you the overall health of your sales pipeline. You’ll also generate insights on how your entire sales team is performing.
The performance and sales data of each rep will be segmented, allowing you to identify top performers and those who need additional training.
It will also allow you to see which activities are making the biggest impact.
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