5 Tips to Improve Sales Performance

June 7, 2022
Business Development

Regardless of the industry, you’re selling in or what you may be selling, the need for more sales will always be there. The traditional ways of selling are evolving year after year with major shifts and changes happening that can always affect sales performance. As we gear up for Q3 and the start of summer, it’s important to take a look at how you and your team are performing against achieving your goals. Chances are you might need to make changes to your strategy to achieve them. If you are looking to improve your team's sales performance here are 5 tips to get you started.

Re-evaluate your sales strategy and business goals.

The first step to improving your team’s sales performance is to look at what you are currently doing. Re-evaluate your business strategy and how you and your team have been performing. Sometimes you need to take a step back and determine if you’ve set the right goals or if you need to make a change. Here are some questions you should think about asking yourself:

  • Are your business goals the same as it was before your re-evaluation, or have some things changed since the last time you evaluated them?
  • Are we reaching out to the right people? What problem are we trying to solve?
  • Did we list our price point as too high? Too low?
  • Are we prospecting through the right channels?

Use these types of questions as a guide to help you identify where you need to make improvements to your sales strategy. It’s important for sales managers and their teams to be on the same page to ensure maximum success in generating leads and revenue.

Create specific action

Now that your new sales strategy is in place, outline your objectives and determine what it’s going to take to reach your goals. You should ask yourself these questions so that you are holding yourself accountable:

  • How many emails do I need to send a day/month/quarter to secure a new lead?
  • How many steps will it take in your email cadence to get a response from a prospect?
  • How many touchpoints will it take to close a deal?

Develop a plan to track your actions, goals, and results of each. It will be a great way to monitor your progress and see if there are areas you need to pay more attention to. Tracking is also a great way to learn from your successes and failures to make sure.  

Check Team Morale

Sales is a long grind and can be tough. As salespeople, we send a large amount of emails month over month. Some prospects will be interested in connecting with you, others will say it’s not the right time or they aren’t interested. It’s important to see how your clients are dealing with things. Here are some questions you can ask:

  • How are things going?  
  • Is there anything that I can help you with to hit your goal?  
  • How many steps in communication will it take to close a deal.

And despite these factors, salespeople always find a way to push forward and think of different ways to engage with their clients. Create a team environment so that sellers can lean on each other when they need help. Checking in with each other creates an open line of communication amongst team members. More importantly, your team will feel more comfortable with each other and will be more open to asking for help when they need it.

Provide Value on every sell

With every email, you send or call you take, make sure that you are providing value on each engagement. Understand the needs of your target and identify why your solution is how you can solve them. It’s important to think about how you are going to address their pains through conversations. You want your potential clients to know that you trying to solve their problems and not just get a deal to bring in revenue. This leads to fruitful partnerships with clients, and long-term deals for the foreseeable future.

Maximize your time by maximizing your data

If you have access to previous data, start leveraging it for insights. Dive in and see where you are allocating your time and which areas need more focus, and where should you maximize your efforts. For example, if your data shows are spending more time looking for prospects and less time closing deals they might want to outsource SDR needs in order to allow their team to focus on closing deals. If you are looking to maximize your data, invest in a sales CRM to see how your strategy is working. There are many CRMs to choose from, so use the ones that have the capabilities you want and are most affordable for your business. Having data at your fingertips will help you elevate your team and your business. Use these data and insights to develop new strategies to accelerate sales performance.

How you sell to prospects will continue to change year after year. That’s why it’s important to track your sales performance and find areas to improve in. There is always room for improvement and getting better. Every year your company will need more revenue and will look to grow and exceed expectations. That’s why Key Outreach works to help companies grow year after year by generating more leads through their pipeline.

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