Achieving sales success in today’s world is becoming increasingly difficult. The current health crisis is making face-to-face interactions disappear. The economy is struggling. The tech-savvy customers continue to increase their expectations from brands.
As this new reality settles in, businesses are confronted with important decisions regarding their digital transformation. Sales reps must quickly adapt their sales tactics to virtual settings and learn to build trust with prospects from a distance. Accordingly, they need to rely on flexible sales tools and processes.
But now is not the time to panic. Fortunately, the fourth edition of Salesforce State of Sales Report provides 5 useful tactics to achieve sales success in 2021.
If you’re a sales leader, then this blog’s for you! Read on to find out how these tactics can help you improve your sales performance for the coming year.
1. Increased flexibility with customers
Organizations seeking sales success are recognizing the need to be more flexible with how they meet clients and interact with them. In fact, 70% are currently retraining field reps to sell from home (Salesforce).
Through technologies like videoconferencing, artificial intelligence (AI) and customer relationship management (CRM) systems, the connection with prospects can occur in many different ways. Moreover, the interactions can occur from anywhere and at less conventional times.
Flexibility in sales doesn’t only imply where and how you meet. It’s also providing more flexible deal terms, especially in times of economic downturn. A flexible delivery or payment option might just be the winning argument to land you that sale.
2. Improved data quality and accessibility
Today’s customers expect to be understood even before you begin interacting with them. Hence why high-quality, accessible data is indispensable to sales success. It can give you the valuable insights needed to personalize your approach, build trust and help you find new sale opportunities with the right buyers.
To make the most of your data, you’ll want a well-organized, central source that can be accessed by your sales reps from any location. And that’s where CRM solutions come into play.
A sales tool like Salesforce Sales Cloud, for instance, shares real-time customer data across departments and can be accessed from the cloud on any device. The integrated AI technology also empowers sales teams with crucial information to build stronger business relationships and generate more sales.
To learn more about the importance of data centralization through a CRM solution, make sure to check out this blog.
3. Simplified sales process
A simplified sales process is one that optimizes your sales team’s efforts to drive sales faster and more efficiently. The steps that make up your process need to be well-defined and repeatable, but also leave room for personalization.
Here are a few tricks to help you streamline your process:
- Map out current process: You’ll want to look at all the steps, from lead generation to prospecting to closing, and identify any roadblocks.
- Qualify leads: Are your sales reps connecting with the right audience? Make sure to research, qualify and prioritize the leads that are most likely to convert into a paying customer.
- Use technology: Gain customer insights, improve productivity and generate faster sales by leveraging technology like CRMs and other automated sales tools.
- Train your sales reps: Make sure your sales team understands the entire process and is using the right sales tactics.
4. Personalized outreach
A personalized outreach is another sales tactic that makes it possible to establish strong and thoughtful connections with key decision makers.
Here’s a method to ensure efficient outreach and get more responses from prospects:
- Define the ideal customer profile for your company and create detailed buyer personas.
- Rank each buyer persona. This process allows to know who the best person to reach is according to the business need.
- Determine the best channel to reach each prospect, depending on the type of sales you want to achieve. For example, you could reach out to a potential customer via LinkedIn if you have a connection in common. It would be a great conversation starter and much more personal than a generic email.
- Ensure to create a personalized message with the prospect name, company, and problem they might have as well as how you could help them solve this problem. Show your prospects that you understand their reality and that you’re equipped to help them thrive. Offer your potential customers what they want as opposed to telling them what they want.
- Document all your outreach efforts and communications into your CRM.
- Follow-up to stay top of mind with prospects. Decision-makers have a lot on their mind, so it’s important to keep in touch with them and continue to build relationships
Salesforce’s marketing automation tools (Marketing Cloud and Pardot) can manage both emails and social channels. Salesforce’s AI centralizes customers data that is generated by different channels and departments. This allows a better understanding of each customer and opportunities to personalize your communications.
5. Improved cross-functional partnerships
Why is cross-functional collaboration important in an organization?
To boost productivity, break departmental silos, obtain better insights, get more innovative ideas, get different types and levels of expertise, to name but a few reasons.
The main goal of collaboration between different departments is to deliver the best customer experience (CX) possible. Cross-functional partnerships draw the bridge between sales operations and other departments with centralized information. This is important when taking into consideration that 78% of customers expect consistent interactions across departments (Salesforce). Great team collaboration and data centralization avoid conflicting communications and help brands gain credibility towards the customers.
And more credibility equals more sales!
Salesforce integrates a variety of apps to make it easier for employees to stay in touch and collaborate with each other for improved cross-functional partnerships. Chatter is a Salesforce real-time app that allows users to collaborate on sales opportunities, service cases, projects and marketing campaigns. “Chatter connects, engages, and motivates users to work efficiently across the organization, regardless of role or location” (Salesforce).
Gone are the days when a sale meant jumping in your car to meet a prospect (during normal business hours) and shaking hands to seal the deal.
Nowadays, sales tactics and processes need to be flexible, simplified, personalized and leverage data across the organization. As a sales leader, focusing on these 5 tactics can increase your chances at sales success for the coming year. Fortunately, technology is on your side and using a CRM solution like Salesforce can have a significant impact in helping you meet your sales objectives.