Last year might be in the rear view mirror now, but we’re not finished addressing the challenges 2020 brought our way. As we dive into 2021, businesses must focus on quickly and effectively improving sales rep performance in order to make up for lost time and re-establish a competitive momentum.
Below, I take three sure-fire ways to boost the productivity of your sales teams and show you how to supercharge your approach, so reps are consistently winning bigger deals and growing revenue. It’s important to note that, although each strategy is different, there is a common thread that unites them: the need for accessible, real-time insights on both your customers and your sales reps.
This is probably the best long-term strategy for elevating your sales performance because you’ve already got these customers on board, and much of the initial relationship legwork has already been accomplished. That being said, however, you can’t expect current customers to simply reach out and ask for more. To make this strategy work, you have to be prepared to up-sell or cross-sell in a way that deepens the relationship by reflecting your understanding of their current needs.
How can you do that?
The idea here is to throw more gas on the fire by increasing the number of full-time reps working to create pipeline and close deals. Of course, for this approach to succeed, new (and existing) reps must be sure to focus their time and energy on the accounts with the highest propensity to buy.
So how can you know which customers you’re most likely to win?
In a mid-pandemic economy, you don’t have the luxury of carrying dead weight. It’s imperative to determine which reps aren’t making their numbers and why, so you can get them moving in the right direction as quickly as possible. Every minute of productivity counts.
How do you go about this approach?
Clearly, these strategies all rely heavily on your ability to access real-time data and extract insights in a clear, concise manner. Databook’s Enterprise Customer Intelligence platform is designed to help sales leaders instantly transform copious amounts of business data into a comprehensive, next-level toolkit for the entire go-to-market team.
Ready to learn more? Let’s talk.