End The Year On A High Note With This Sales Checklist
After a grueling year following up on leads and closing deals, it can be tempting for team members to take their foot off the gas and coast it out till the new year. However, with this sales checklist, you can keep your team motivated to reach their targets and end the year with a bang!
Remind Your Team Of Their Sales Target
It can be easy for your sales team to become distracted with their day-to-day activities and take their eye off the goal. And even if you have already told your sales team several times already, it does no harm in telling them again.
By making sure they are aware of what they have to do then you can make them refocus and get the fire burning so they get moving in the right direction and are more likely to reach their goals.
Give Support To Your Team
While it is vital to set clear expectations for your team, it is equally important to encourage them on a regular basis. Your actions will show how important teamwork is to you and to your organization. For ideas on different ways you can encourage your team members, view this article from Redbooth on 11 Ways Highly Successful Leaders Support Their Team. Redbooth is an expert in project management and collaboration of high-performing teams.
Be Clear and Direct
Being clear and direct is not only important when you a pitching a product, service, or solution, but also in your presentations and in answering questions. One of the biggest mistakes salespeople make is confusing the customer. It is important to come across as professional and knowledgeable, but you don’t want to lose your customers along the way. Use language that makes sense to potential clients. As Tom Szakly of Terracycle stated in his article about his 10 top sales tips, “Confusion has never led to a yes.” Mr. Szakly gives some other great tips in his article.
Pay attention to your new reps
They don’t have the experience of other team members. If the year comes to a close and they are struggling to meet their targets then it is easy for them to feel defeated and lose enthusiasm. Here’s what to do…
See what are the best deals in each reps funnel and offer them advice and support in closing them. Attention like this from senior management can be just the thing they need to get them motivated and start performing at their best.
This will also help them build some inner resolve and be battle hardened for whatever comes in the next year.
Offer End Of Year Deals To Existing Customers
End of year deals are a great way for you to get a few more end of year sales. Reach out to your existing customers and tell them you want to thank them for being loyal customers by offering them your best deals.
To further entice them you can also tell them that prices will be going up next year so that by buying now they will be saving money.
There is much more to selling than just talking about your product or service. The selling process is a very personal interaction between two humans. It is easy for salespeople to lose sight of that and forget that they need to engage with customers on an emotional level. People are more likely to buy from someone they have a personal connection with. There is a lot of truth to the saying about making friends first and making the sales second. Don’t under-estimate the power of making these personal connections and the effect this can have, potentially, on your brand’s reputation. A good salesperson is not only one who makes the sale but makes a connection and a long-lasting impression on a customer. There is a distinct advantage to this in regards to repeat clients, referrals, and brand recognition. Entrepeneur magazine gives some great tips to develop a personal rapport with potential clients.
Monitor Your Team’s Activities
Are your team members making the necessary phone calls, going to meetings with clients and delivering enough proposals etc. to close deals? Or worse still, hanging out by the coffee machine and having their office gossip?
You don’t have to rule with an iron fist, but it’s important that you keep an eye on your team to make sure that they are doing what’s required of them.
Promote A Competitive Spirit And Camaraderie
It’s important to keep morale up. If your salespeople are having fun while they work then they will be more productive, catch more leads and close more deals.
A great way of keeping your sales team on track, keeping morale up, and having healthy competition is through Gamification. In addition to the other helpful features within Microsoft Dynamics 365, Gamification promotes a competitive spirit and camaraderie among employees in exciting team-based competitions. Gamification capabilities are a solution for Dynamics 365 , hosted on Microsoft AppSource, that you need to install before you can start using the capabilities to manage your Gamification games, KPIs, and players. Click here for tips on installing and configuring the Gamification solution in Dynamics 365.
There’s Always Room for Improvement
Reviewing your sales processes and outcomes at the end of the year, allows you to see where you need to make changes, what you’ve done well, and what you need to do better. No matter how successful you are, there’s always room for improvement. Looking at your strengths and weaknesses can be a very useful exercise.
How Can We Help?
If you are serious about reaching your sales targets, then Microsoft Dynamics 365 is for you. It is the most tool businesses use in their digital transformation. Contact the experts at enCloud9. We’d love to talk with you about your business and discuss how we can help you to sell more. We’ve helped many companies in their digital transformations. Click here to learn how we’ve helped some other businesses to digital transform their processes. To learn more about the importance of a digital transformation in today’s market, view our whitepaper.