The sales team. Their success is your success, yet so many companies do little more than offer the same standard, played out incentives to drive success. Investing in your sales team makes so much business sense, but you have to know what investments to make. Maybe let’s skip the ping pong table this year and reconsider what your sales staff actually needs from you to be successful.
Implement Workflow Queues
We run into this often. A sales team works their collective butt off to lock customers in, and then the customer is lost to poor customer care. Instead of that customer representing recurring revenue they are likely bashing your products or services. The crying shame here is that it usually isn’t a person’s or department’s fault, but rather the unfortunate outcome of a flawed process. When something is no one’s job, no one is doing it.
Workflow queues should be put into place to, well…help work flow. Consider all the steps between the sale and when the product or service are delivered. Depending on your industry, there can be dozens. Workflow queues are created to make sure that once a step is completed, an automatic queue is given to keep the process in motion with right people and information needed to get to the next step, in a transparent effective way.
Find a Sales Friendly CRM
When decision maker considers the tools, software and technology for their sales team, they don’t often hit the mark. Consider these stats from the 2011 CSO CRM Sales Effectiveness Study-Key Analysis…
- Only 19% of companies reported that increased revenues was a benefit of CRM.
- 64.1% rate their CRM system as Somewhat Useful or Minimum/No Value in understanding consumer market.
- 50.3% rated their CRM as Somewhat Useful or Minimum/No Value in ensuring their reps have identified key stakeholders.
You wouldn’t give a chef an Easy Bake oven, and you shouldn’t give the staff that drive the success of your organization tools that aren’t right for them. Instead of the out of the box CRM, go with a customizable option. Your company is unique, your processes are likely of your own design. Bring something to the table that complements and supports your team. The software should tailor to your team, not the other way around.
Revamp Your KPIs and Incentives
Out of date and irrelevant performance metrics have a sad way of sticking around. Be sure your KPIs are measuring the actual factors that drive success among your sales team, the rest is just plain annoying and a waste of company resources. In an earlier post on the blog, about common KPI mistakes, we learned that no more than 10 KPIs are useful, beyond that it can get hairy.
Still giving away those blenders when someone hits a sales goal? Ditch the old school incentives and find out what actually motivates your team. We’ve found the best way to find out what your team’s drivers are is to -get ready, this is very scientific- ask them! Days off, flexible work schedules and work from home time are gaining popularity, especially among Millennials. The best part? These types of incentives won’t put a dent in your budget.
These are just a few of the simple, yet effective ways you can start supporting the backbone of your company -your sales team. Help them help you by providing them with the support and motivation they need. Find out what Volano’s role in that looks like now.