Improve Your Sales Performance Selling Power Tips
1. Establish Trust with Prospects and Customers
2. Ditch the Pitch and Have Real Conversations
3. Center Every Interaction Around Experience
4. Listen First, Then Speak
5. Let Your Data do the Talking
6. Turn to Loyal Customers and Enhance Relationships
7. Stay Connected with the Industry
8. Personalize Incentives to Drive Sales Performance
9. Optimize Planning to Improve Your Sales Performance
10. Keep Company Values at the Center of Your Organization
- Greater sharing of knowledge & best practices - collaboration and social networking environments foster sharing of information and experiences, which, among sales organizations, often translates to a widespread sharing of best practices. These best practices, which are often posted by members of the sales team on the job, come from practical experiences with customers -- and the practice of sharing this knowledge alone helps build a better sales organization.
- Rapid turnaround time in getting answers to questions - companies have seen that, with the ability to simply log in to the community and post a question on the discussion boards or forums, sales reps and channel sales agents find it easy to ask questions on handling situations regarding product updates and other topics. What’s more, is that with all the other members regularly on the network, questions get answered quickly, creating a strong process for ensuring everyone is on the same page.
- Better objection handling - it’s been observed that when sales reps come across customer objections while selling, and post them within their network, they are replied to with multiple suggestions for handling these objections from others within the community. With everyone collectively pitching in on how to manage these objections, the learning curve increases, and everyone gains from better success rates.
- Constant pull-based learning & development process - With the constant discussion, conversation, posting of learning content, presentations, blog posts, videos, webinars and other useful content, the network also acts as a platform for continuous learning. Since this kind of information is not regularly pushed on employees, it’s not seen as something they are forced to learn, and rather, they are encouraged to participate in posting, consuming, commenting on, and sharing learning content by seeing others do the same.
- Single platform for distribution of content - Rather than emailing each sales rep, or go through the other extreme of emailing the entire sales force with content and material that may not be relevant or useful to all of them, the collaborative network provides a single platform to which content can be posted to. Sales reps can simply login and take what they need now, whether it’s a product guide, specs update sheet, or marketing collateral. This makes it easier for management to distribute content and spares the sales reps from being bombarded with what they may not need.
- Single platform for communication and planning - Perhaps one of the biggest plus points for management, is having a single platform they can use to communicate with the entire sales team, no matter how far they are spread and where they are physically located. Whether it’s sending out important notices or planning campaigns that need groups of sales reps to participate and discuss, the network provides a platform to communicate, plan, and execute what may otherwise be a daunting task.
- Visibility into operations and recognition of performers - The collaboration network brings a greater level of transparency into the workings of the sales organization and puts information that would otherwise slipped under the radar in front of them. Management can spot performers and contributors, and spread the word on achievements to recognize outstanding sales reps -- which can also motivate the sales community as a whole to push the envelope and do better.
In short, the social collaboration software platform can bring a new level of cohesiveness to your sales force -- and a unified sales force is powerful. Quicker spread of information, better ability to plan and interact with each other, and better communication can be targeted by building a platform exclusively for sales employees -- and a lot of businesses can benefit from the results seen by those who have been front runners in this space.
After all, if the goal is to push revenues, what better way than to equip the sales organization with the technology they need to bring home the results?