The sales team faces constant pressure to deliver strong numbers and grow revenue but a plethora of challenges can derail selling efforts.
Teams that are adequately equipped and prepared know how to navigate these roadblocks and drive the company to success. So, what are these challenges and, more importantly, how do your sales teams address them?
Challenge 1: Accurately forecast business
The sales process must start with a clear definition of what opportunities exist with each customer. Every company has a different methodology for predicting success, so the sales team must understand exactly where customers stand in the process. By leveraging analytics, your teams can plan for best/worst case scenarios and focus their efforts in the final weeks before the close of the quarter. Only with a clear understanding of what business is secured and what is currently available can your sales team deliver top results.
Challenge 2: Effectively share best practices across the sales team
Effective communication with your teams is key to a strong sales quarter. Teams that share successful strategies for different industries in various regions help prepare their teammates for similar situations in the future. For example, customers in southern England may not require the same relationship management as those in northern England. The same goes for the various industries in the UK. The modern sales team uses social collaboration tools to identify what practices work best with certain customers. If knowledge is power, then the best teams exchange knowledge frequently to give individual members as much power as possible to close deals and boost revenue.
Challenge 3: Farm additional deals from existing customers
Providing the sales team with a tightly integrated back office solution and an easy-to-use interface helps keep customers happy and business flowing. Customer relationship management is one of the most important factors need to turn a goldfish account into a whale. But this growth can only occur if your sales team is feeding the customer the right information, at the right time and in a format that they can digest.
Challenge 4: Identifying the best opportunities
Your sales team cannot close deals if you are constantly chasing dead ends. With robust CRM tools available to your sales team, you can focus on those accounts that need attention to close deals. Sales teams have to understand where to guide their efforts or else potential leads can fall flat and fruitless opportunities can be over-pursued.
Challenge 5: Effectively communicate with customers
Communicating detailed and accurate information about a customer’s account is critical to sales success. The sales team must present real-time information and provide guidance based on those numbers. Customers do not speak the language of analytics; they just need to know what is best for their business. This puts the pressure on sales teams to work directly with customers to determine an appropriate course of action. Clear, two-way conversation opens the doors to a happier customer base and more sales opportunities.
By facing these challenges head on, your sales team can take itself out of the news for poor results and ultimately earn the praise for driving record revenue. A unified sales team is the most competitive tool that a company can have, so co-ordinate the team, hit the road and knock your competitors out of the game.