29 October 2014

Calling All Sales Managers: 5 Ways Your Sales Team Can Jump-Start Sales in 2015

What does 2015 look like for you? If you’re still focusing only on 2014, you’re wasting time. Don’t squander a great opportunity to look ahead, set goals for your company’s growth potential, and boost your revenue by 30 percent with the same call volume. Now’s the time to start thinking and planning how you’ll achieve big things next year. (Hint: It starts today.) Here are five things you can do to help you get a jump start in 2015.

1. Get Serious About Goal Setting

Successful teams didn’t get that way because they “thought happy thoughts.” Obviously, it’s important to spend time dreaming, but dreams won’t take you anywhere unless you put a pen to paper. This article can help kickstart your goal-planning session—just remember, you have to put the plan in action in order to make any progress.

Maybe this step seems intimidating because you’re not sure where to start. Don’t be scared of what you don’t know—embrace it. Even if the initial results seem discouraging, at least you’re aware and putting in to place a plan that help you improve. The data that comes from calibrating and monitoring is something many companies don’t like because it exposes weaknesses, but that is exactly why you should jump in.

2. Find Out What’s Working & What’s Broken On Your Sales Team

Goal-setting and monitoring real information go hand-in-hand, which is why understanding what’s working and what isn’t is one of your key roles as a sales manager. That means you need to understand your sales representatives’ activities. Are your reps sandbagging at the end of the month? What are your true close rates? What are others (your customers, your prospective clients, and even your competition) saying that can help your team? Most importantly, how do you find out all of this information?!

If you want to chase real numbers, you need real-time data in a way that’s easy to understand. With Callcap on your team, you’ll be driving actual goals and results daily.

  1. Get statistics on the employees who handle your calls and see who is consistently making sales and blowing sales with Callsurance Call Evalution.
  2. Get a second chance to save a sale: with Callsaver, we’ll immediately give you everything you need to call the customer back, overcome their objections, and close the sale. Our clients have saved 46 percent on re-engaged save attempts. What could that mean to your business? If you can catch them while they’re interested, you won’t have to worry about them calling a competitor.
  3. Get specific about the caliber of customer you are attracting through your advertising and marketing. By identifying your prospects and molding your advertising dollars to them, you’ll make sure your budget isn’t getting wasted on inefficient marketing while simultaneously increasing prospects and customers.

It can be hard to take a look in at what you’ve built and see that parts of it could be improved. But that’s also where the opportunity lies—by chasing a real number (not one someone in budgeting assigned to you) you can overachieve. Be brave!

3. Don’t Think Of The Year As A Whole

This planning strategy benefits sales teams by giving them the freedom to adjust to the data. It may seem counter-intuitive, but by breaking down the year into smaller portions, you can actually give yourself more room for improvement. David Newman says it this way:

“Break it down to monthly metrics and put quarterly goal-planning reviews on your calendar so you can adjust the dials on your plan, measure results, and take a strategic look at your marketing, sales, and business development activities every 90 days while keeping a close eye on results (profits, clients, projects, revenue) every 30 days.”

4. Work Smarter By Using The Best Tools

Phase out obsolete tools and inefficiencies that slow you down. Nix spreadsheets. Leverage technology for profit by using scorecards that allow you to see in real-time your call volume, booking percentages, how many calls end up as hangups (a missed opportunity) and even the average amount of time your customers wait on hold. Most charts have customizable views, such as by day of week, total this week and even down to the hour. A map view even shows the distribution of your calls from the whole country all the way down to neighborhoods. Best of all—you can access these tools anywhere you bring have your tablet or phone. Besides, when you’re watching close rates improve by 10 percent with call recording and another 20 percent with custom monitoring, you’ll be hooked anyway (if 30 percent in new revenue isn’t something you’re willing to invest in, what is?!)

5. Let Your Calendar, Not Your Inbox, Determine Your Workflow

“Your inbox is analogous to a cocaine pellet dispenser.” Whoa! Is that a harsh truth for you? If so, step back and prioritize what you need to do. Don’t let your attempts at multi-tasking get in the way of achieving milestones or finishing tasks. This article recommends batching your email and checking it periodically (twice or three times a day) instead of every 15 minutes (we’re looking at you.) By sticking to what you’ve prioritized, you’ll walk step-by-step closer to the goals you set for your sales team and your company (see #1).

By planning, measuring, and acting decisively, you’ll give yourself and your team the jump start that can help you outperform 2014. With the right technology, you’ll have the knowledge and speed at your fingertips to help you understand what your customer is saying and what you can do to quickly respond. So, what are you waiting for? Go blow out your numbers!

Not sure where to start? Give us a call or contact us today. We’ll help you map out a plan that can increase your revenue by 30 percent.