Unlocking the sales engine within your company is one of the keys to achieving scale and escape velocity. As a sales leader, you have several levers to pull and dials to twist in your attempt to unlock this growth.
The truth is, though, that there is no single magic bullet that will unlock the growth you are aiming for. Seasoned sales leaders and revenue operations teams know that true scale can only be unlocked through incremental and consistent improvement. By focusing on the productivity of individual reps, teams, and sales managers – the performance of your sales organization will rise. Over time, these improvements begin to compound and snowball – and eventually – you will be chasing a snowball down the hill.
The best way to boost sales performance management for your sales team is to focus on activities. Identify the activities that matter – the truly revenue-generating ones – and then work hard to optimize behavior around these activities.
Improving Individual Sales
By partnering with a revenue intelligence platform like SalesDirector.ai, you will be able to automatically capture emails, events, meetings, and scheduled calls to gain visibility into your sales team. By analyzing this sales activity data, insights can be gleaned in real-time and behavior standards can be modeled after the most successful reps. By improving individual sales rep productivity and by providing them with a model of success – reps will individually know how to spend their time.
After you’ve captured and analyzed this sales activity – you can then focus those sales behaviors around revenue-generating activities. SalesDirector.ai can deliver deal insights that help a sales rep understand the engagement level of the opportunity or account. This engagement score can guide the rep towards more outbound call activity, faster email responses, and fewer internal meetings. Understanding which opportunities are most engaged (from the prospect) will also help your reps prioritize which opportunities to attack first.
With prioritized opportunities and health scores, SalesDirector.ai also delivers insights about who the reps are engaged with and what Contact Role they are in. Since SalesDirector.ai has analyzed historical CRM data, it knows what a successful opportunity looks like. SalesDirector.ai will then deliver real-time deal insights to help the sales rep move the opportunity through the pipeline more efficiently. These sales coaching insights are automatic, based on historical successful data, and delivered in real-time.
Actionable Insights and Opportunity Health Scores
Now that your sales reps and sales leaders are armed with actionable insights and opportunity health scores, they can quickly assess risk and prioritize opportunities. Because salesdirector.ai is monitoring the sales pipeline in real-time, your sales leaders will be able to identify opportunity risk early in the sales lifecycle – saving them time and helping them focus on the opportunities that are more likely to close. The opportunity scores and engagement scores can guide a sales leader throughout the day to optimize and prioritize their own time and their sales team’s time as well.
Sales management performance is not a magic bullet. It is a series of improvements that are tweaked and modified perpetually. To boost the sales performance of your sales teams, digging in deep into sales rep behaviors and understanding how they relate to opportunity movement is the key to success. Look for revenue intelligence platforms that can deliver these insights quickly and accurately with easy deployments to help drive your revenue operations teams and boost their sales performance.