Sales management: what it is, best practices and how to do it

sales management

Sales management: what it is, best practices and how to do it

The title of the text may seem obvious, but it carries a truth that is not always clear in the sales management process of companies, whatever their size.

Even in companies that use a sales CRM, salespeople who should spend 100% of their time selling actually spend only 50% of their time.

Not ideal, right? Therefore, the figure of the SDR (Sales Development Reps) grows in importance. What does he do? In the commercial process, he is responsible for the pre-sales of the companies.

In other words, its prospects and/or qualifies the leads that arrive in the CRM through Inbound Marketing actions so that your business process continues to work optimally.

In this article, we will see topics such as the salesperson’s time is to sell, sales CRM combined with sales management, the importance of SDR and the role of a sales methodology.

Come on?

Good reading!

How to structure sales management in companies?

Investing in your business’ sales management is essential to organize processes and, consequently, to scale sales and grow. Of course, growth will make your business more complex. Therefore, it is necessary to be organized at this time.

With this in mind, we have separated 3 steps for you to have more assertive management when it comes to sales.

Plan yourself:

Before starting with the sales team of  arch enclave , it is necessary to plan. More than that, training and more training is needed for the entire commercial team.

It helps – and a lot – to have a sales playbook so that the speech can be standard and assertive. So that it is aligned with what the company is, believes in and, obviously, sells.

Establish, in addition to collective goals, individual goals and make them very clear to everyone involved in the commercial operation.

Identify and choose a lead:

It is critical to choose someone competent to lead the sales team. If it can be someone who is already inside the company, so much the better.

After all, of course, it will probably already be aligned with the organization’s values ​​and objectives. Then, with proper training, she can be a sales leader .

Arm yourself:

Having software to help manage your company’s sales is essential. The best example of this is an Online CRM .

With the right tool, the productivity of the sales team is increased and, consequently, costs in the sector are reduced. But that’s a topic for a little while.

Good sales management is letting the salesperson sell:

As mentioned above, selling has not been the salesperson’s only function in companies. Even with the use of a correct sales methodology, process management often has its flaws.

Yeah, well. According to the Theory of Constraints, TOC (Theory of Constraints) the first step to selling more and better is to identify the constraint in your sales process.

In an experience carried out in a company, salespeople were required to complete absolutely all the activities they performed each day.

Thus, it was identified that, within the sales process, only 50% of the salesperson’s time was dedicated to their main activity, selling.

Although there was a CRM to support the company’s sales management, the salesperson was doing activities that were not his.

And then you can compromise the performance evaluation of this seller. By the way, do you know how to do this? Listen:

As much as the salesperson is proactive in scheduling visits and relating to potential customers, this can be costly to the company as he is not effectively selling at this time.

How can this be resolved? Well…

Why have SDR in the sales management process?

We identified that the salesperson’s time that should only be for sales within the company’s sales methodology is not being properly used, right? Now, we talk about the solution.

As we said before, the SDR is that professional responsible for accelerating the commercial process and ensuring the success of the Inbound strategy. This is not and should not be the seller’s job.

SDR is especially necessary if your company handles a large volume of leads. When you have this professional, the possibility of converting the lead into a customer increase a lot.

According to InsideSales research, 35 to 50% of sales are closed by the supplier who responds first to customer interaction. So, back to that topic.

If your salespeople approach every lead that comes in, your sales process will become too expensive. Why? Now! Your sales team will be wasting energy, time and even resources on people who are not yet ready to buy.

Now you must be there thinking, “ok, but how many SDR professionals do I need?”

Let’s go ahead?

Following a sales methodology is essential:

Glad you’re still here! We’ve already talked – simply and directly – about the unnecessary time spent by salespeople and how and why it impacts your company’s sales management.

We also mentioned the importance of the SDR professional (do you remember what he does? It’s not worth going up the page and pasting, huh!) and how this impacts on customer relationship management.

Finally, we talk about the salesperson being a sales CRM partner. However, this would only work if you have and are faithful to a sales methodology. But after all, what is this?

One of the best known is SPIN Selling, created by Neil Rackham. Basically, it is a technique focused on transforming complex sales into something fast and agile.

SPIN incidentally means TATE, ROBLEM, mplicação and eed. We talk a lot about it here and how they characterize the 4 steps of a business process .

Within your sales management, understanding the steps of this sales methodology can be decisive. But, of course, this is not the only methodology. You must understand which one suits your business best.

Sales management and CRM are allies:

CRM in practice needs to be the seller’s greatest ally. Customer relationship management requires a support tool. However, it is necessary that the seller understand the importance and want this ally. You need to encourage and train your sales team in the use of sales CRM. This will undoubtedly add a lot to your sales management, especially if you can show your team that sales CRM is important throughout the entire process.

We have separated some of the actions that can help your sales management process through a CRM.

Why then have a CRM?

The question actually is: why not? With a good CRM, you can have multiple funnels: pre-sales funnel, sales funnel, success funnel.

In other words: in the first funnel, you can qualify the lead that marketing, for example, generated. Relates with him and get him ready to buy.

In the sales funnel, negotiation advances and you show how the solution you sell makes sense.

In the success funnel, you guarantee the customer’s success. Show the best practices on how to use what you’ve sold, clear the customers’ doubts and, best of all: make them be evangelizer for your company.

With a complete CRM, the sales team does not miss opportunities due to automatic actions. If lead volume is large, you can schedule emails with content, surveys or a request to get in touch (hello, SDRs!).

So… let’s get to work!

What can we get out of all this? It’s healthy for your business to have salespeople who only sell. An SDR professional to increase the chance of a lead converting to sales as well.

Your salesperson, by the way, must have the sales CRM as an ally. Ever. Oh, of course, following a sales methodology is essential to good sales management for your company.

But more than that, choosing the right sales CRM is critical to your company’s success. And for that, talk to a consultant today.

So, how can we help you?

If you have any doubts about how to do good sales management: TALK TO A CONSULTANT.

Enjoy and read our article that talks about what customer success is and why it’s so important to your business.

Good sales!

 

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