5 Questions To Improve Your Bottom Line

How Focused Is Your Sales Team?

A high-performing sales team is the engine of your B2B success. Analyse the structure of your sales force. How many dedicated salespeople do you have who are solely focused on generating new business? If your team is juggling account management or other responsibilities, consider restructuring roles to allow for greater focus on acquiring new customers.

How Clear Is A Good Job?

Establish clear, objective measures of success with both input and output metrics. For example, track the number of pitches delivered per day, contracts sent out per week, and ultimately, the number of deals closed. This provides a comprehensive view of performance and helps identify areas for improvement.

How Public Is Your Leader board?

Create a culture of transparency and support by making team activity and outputs visible. Use a leaderboard to foster healthy competition and provide constructive feedback, but always maintain a positive and encouraging environment. Regularly assess how often your sales team hits their targets. Are they consistently meeting expectations? If not, investigate the underlying causes and provide the necessary support and training.

Is Your CRM A Drag?

Sales people HATE Admin. Your CRM system should be the central nervous system of your sales operation, but only if it's used effectively. Ensure your CRM is more than just a well-intentioned idea; it needs to be a practical, user-friendly tool that actively supports your sales process. A poorly designed or cumbersome system will quickly be circumvented, leading to data silos and lost insights.

Does Your Sales Team Actually Use Your CRM?

Make sure your CRM captures all essential information: lead sources, value of sale, conversion rates, salesperson, reasons for winning or losing deals, and time to close. Use your CRM to track key input metrics like the number of calls made and pitches delivered. This provides valuable data for performance evaluation and coaching.

Implement call recording functionality within your CRM. This allows for review, feedback, and continuous improvement of sales conversations.

Actionable step: Audit your current CRM system. Is it truly user-friendly and adopted by your entire team? If not, identify pain points and implement changes to ensure it becomes an indispensable tool for managing and optimizing your sales process.