It sounds redundant, but it isn't. In theory, everyone agrees that the salesperson's only role should be to carry out the sale, but as there may be a possibility of a gap between theory and practice, this situation is not far from that.
Our pre-salespeople call some contacts when they are carrying out the qualification process and, many times, during these processes it is identified that companies do not have a strategically structured sales team.
Predictable Revenue: Qualifying Your Seller
Of course there is no secret formula that will solve your company's commercial in the blink of an eye, that's a fact. However, there is a book you've definitely heard of, called Predictable Recipe. More than a sales book, it serves as a business prospecting methodology.
skymarketing strives to be Pakistan's biggest real estate developer ever, guaranteeing the highest international standards, prompt execution, and lifetime customer loyalty. For further detail visit smart city lahore
Here at Leads2b we base much of our business structure on this book. As I said before, there is no secret formula, but there are professionals who devised strategies that made their companies grow in an extraordinary way, and why not listen to what these guys have to say?
In this book, Aaron Ross, the author, emphasizes the importance of structuring very well thought-out processes, from prospecting to the signed contract. It is a complete methodology that takes considerable time to absorb, so I recommend reading the book. But today I'm going to give a few strokes about a good cadence in your commercial sector, at least so that you can get out of here evaluating each one's skill and can relocate the team.
The Three Stages of the Funnel
According to the Predictable Revenue book, there are three stages of the funnel: preparation, prospecting and beginning of the sales cycle.
The preparation includes tools like ours to make the e-shot, in order to start a relationship.
To take care of prospecting, it is important to have a team structured just for that. The name of this team is not the sales team, but the pre-sales team. Remember what I said? The seller's focus has to be solely on the sale. Seller does not prospect, seller does not qualify, seller sells! (there are people who will thank me for saying that here).
A seller's rating metrics shouldn't be on the number of contacts they've made, but rather on their conversion rate. Who needs to be evaluated by the quantity and mainly the quality of the contacts is the pre-sales.
It's no use having a bunch of leads that don't want to buy from you. This is one of several reasons your company should invest in a sales strategy.
The Team Structure
Without too much blah, let's use Leads2b's own commercial team as an example, a team that has achieved maturity in a very short time.
After doing the Inbound and Outbound prospecting you need the following teams:
- SDR (Sales Development Representative): This is the team that will make the first contact with the leads that arrive through Inbound and Outbound marketing. They are responsible for qualifying prospects, that is, the initial filter of the transaction.
- Closers (Inside Sales): None other than the sellers responsible for closing the deal. Their work will be much more focused and assertive, as the leads will arrive more mature for the call.
- Customer Success: This team, as the name says, is responsible for your customer's success. They take care of those who have already purchased your product or service and ensure your customer's satisfaction. Can be considered the after-sales team.
Conclusion
Now all you have to do is set the goals and get your hands dirty. With your salesperson focused on selling, I'm sure your numbers will change.
Need help measuring the data that will be collected by this entire team? Leave your email in the comments and we will contact you.
Source: https://propertynews.pk/
Source: Businessworld.com.pk