Sales are not for the faint-hearted. It entails negotiation of an insurmountable amount of challenges that stand in our way. Whether it is a leads drought, a terrible economic situation or a sales strategy gone wrong, salespersons have to deal with a lot of heat.
It doesn’t matter how savvy a sales rep you are, if the leads aren’t interested in your product, you will struggle to convert. Sending a barrage of voice mails, emails, text messages and social media DMs won’t help your cause unless and until you have a fool-proof sales enablement platform(s).
Considering the unforeseen situation which has suddenly cropped up across the world, sales teams in various organizations are busy changing sales equations & strategies to adapt to the challenges of managing sales teams remotely, engage clients through screen-to-screen interactions and strive to churn out sales in times of uncertainty. Inducting new tools for workforce optimization, time tracking and team management is paramount to handle this crucial time that has befallen us.
However, the transition isn’t going to be easy without the implementation of proper sales enablement platforms. They are key to achieving your sales goals and hitting that magic sales figure.
Picking up the right sales enablement platforms
Ask anybody and they will say that the secret sauce to a consistently positive sales graph is developing sound relationships with customers. Your customers are your lady-luck to churning out good sales figures. That doesn’t mean you have to suck up to them to satisfy your sales targets. Engaging with them correctly and sometimes on a personal note will do the trick.
But how will you engage in face-to-face conversations during a period of self-isolation? Using the best social media platforms that attract a good amount of traffic can be your best shot at communicating with customers. Customers love organizations that are tech-savvy and use channels that are in vogue. According to a research 80% of the high-performing sales team use at least 3 platforms to communicate with customers. Such platforms help sales reps in tracking, monitoring and optimizing interactions with customers.
Analyse your data mine to the core
There is no definite sales playbook for handling crisis situations. Sales organizations have to come up with their own strategies to weather the bad times. However, there is one tack that certainly helps businesses come out of tough situations. Scouring your database and analysing it properly will give you a fair idea about the right decisions to take.
Tapping into your data, you can closely monitor and track the performance of your sales reps. You can track how many cold calls each sales rep has made and the amount of time spent on each call. The data can help you formulate new sales tactics, be aware of new trends and train sales reps accordingly to make them work at their peak capacity. A good CRM tool will help you achieve this.
Engage with existing customers regularly
We have harped upon this fact earlier that customer relationships drive sales. Maintaining a sound communication with them is imperative during such bad times. Customers who are dependent upon your company for managing their activities need to hear about your approach in dealing with crisis situations.
Prioritizing their inquiries and engaging them on a personal level will help cement relationships. Your customers will vouch for you even in tough times if you stand shoulder-to-shoulder with them. Invite them to virtual coffee sessions and ask them their problems and pain-points. This will go a long way in making your customers feel valued, which in turn will drive sales for your organization.