The last decade has seen the B2B sales landscape change dramatically. If you’re managing a B2B sales company, you’ll need to evolve to meet the demands of this new world. One increasingly important strategy is sales acceleration - the process of speeding up and optimising your sales force.
Buyers today are both knowledgeable and rushed, with little time for lengthy conversations that miss the point or don’t fulfill their needs. Lead generation will be wasted if your sales team can’t convert, and this requires continual optimisation within your sales processes.
Today we’re looking at three key strategies for boosting sales acceleration; defining your selling and buying process, digitising and tracking data, and communicating well throughout your company.
DEFINING THE BUYING PROCESS
Management often have a pre-defined idea of what sales processes should look like, but it isn’t necessarily correct. Sometimes there’s a disconnect between these ideals and the reality for your sales staff and potential buyers. An effective sales process must be matched to the buyer’s journey - anticipating their needs, meeting these needs, and removing any obstacles in the buyer’s way.
Designing and defining this process shouldn’t be solely up to management’s discretion either. You’ll find that sales acceleration is more effective if the sales team are involved in developing these techniques and processes directly. They’re the ones with their feet on the ground, engaging with buyers directly. Your management team should always seek their input when evolving and defining the sales and buying process.
DIGITISING & TRACKING SALES DATA
Sales acceleration also depends on digitising sales processes. Old methods of data entry have become outdated, slow and inefficient. By incorporating the latest digital tools and technology into your B2B sales strategies, there are huge productivity benefits to be gained. Digitising sales processes enables data entry to be optimised in terms of both speed and accuracy. This information can then be analysed to prove which sales processes are working. And all of this data can be accessed by both management and sales teams in real-time, using apps like Qotient.
Any great manager will tell you that communication is at the heart of sales success. Incorporating a sales acceleration strategy requires a strong, two-way dialogue between management and the sales team. The sales team need to understand management’s objectives when it comes to lead generation and maximising lead effectiveness. Understanding these goals properly will motivate them to achieve what’s required. Likewise, management should be informed of the challenges facing their sales team. By knowing the obstacles faced by sales, management can adjust their expectations and strategies to maximise sales acceleration in a realistic way.
So there you have it; three key strategies for boosting sales acceleration and increasing your lead effectiveness. Define your selling and buying process, digitise and analyse your data, and instigate a two-way dialogue with your sales team and throughout your company.
It may sound like a mighty task, but help is at hand. Qotient incorporates all of these techniques into a unique cloud-based tool; enabling your company to achieve maximum sales acceleration and capitalise on your lead generation. For more details, download our latest white paper here.