Sales teams are the lifeblood of any company – they are responsible for generating revenue and driving growth. However, sales teams can often get bogged down in day-to-day activities that prevent them from selling.
In this article, we will take a look at five activities that are keeping your sales team from selling. We will also provide some tips on how to avoid these activities and get your team selling again.
1. Administrative Tasks
Sales teams often get bogged down in administrative tasks, such as updating customer records, preparing reports, and sending emails. While these tasks are important, they can consume a lot of time and prevent salespeople from selling.
2. Research
Sales teams often spend too much time researching potential customers and leads. While research is important, it should be limited to the most promising prospects. Otherwise, salespeople will waste time researching leads that will never turn into sales.
3. Meeting Preparation
Sales teams often spend too much time preparing for meetings. While it is important to be prepared for meetings, salespeople should not spend hours preparing for each meeting. Otherwise, they will have less time to actually sell.
4. Networking
Sales teams often spend too much time networking. While networking can be a valuable way to meet potential customers, it should not consume all of a salesperson’s time. Otherwise, they will have less time to actually sell to customers.
5. Training
Sales teams often spend too much time in training. While training is important, it should be limited to the most essential topics. Otherwise, salespeople will spend too much time learning and not enough time selling.
How to Support Your Sales People and Maximize Their Selling Time
1. Set Clear Expectations
When you hire a salesperson, be clear about what you expect from them. Explain what their quotas are and how you expect them to meet them.
2. Provide Adequate Resources
Make sure your salespeople have the resources they need to be successful. This includes things like lead lists, sales enablement tools, and access to customer data.
3. Give Them Autonomy
Don’t micromanage your salespeople. Instead, give them the freedom to sell in the way they see fit.
4. Be Available When They Need You
Make sure you’re available to answer questions and provide support when your salespeople need it.
5. Celebrate Their Successes
Recognize and celebrate your salespeople’s successes. This will motivate them to keep selling.
Conclusion
If you want your sales team to sell more, you need to focus on three key areas: leads, pipeline, and close rate.
Leads are the lifeblood of your sales team, so make sure you’re generating enough of them. Once you have a good number of leads, you need to make sure they’re being entered into your pipeline and that your sales team is following up with them regularly. Finally, you need to make sure your sales team is closing a good percentage of their deals.
If you can improve in these three areas, you’ll see a significant increase in your sales.
impaKt Sales can help you add value to your business. We have sales growth software that will manage your sales effectively and efficiently. Get in touch with us today to learn how!
