Top sales people take a long-term view of the sales cycle. They don't get too hung up on any one stage - hitting the phones is just as important as closing deals or sending out proposals. Key to improving the efficiency of many sales teams is to model what the most effective sales people do, then replicate that process across the team. This typically involves identifying the stages that the sales people go through and what needs to be accomplished in each stage. Good sales teams invest in activities that generate sales opportunities and follow each opportunity from start to finish.
Studies of sales managers constantly report that their sales teams don't make enough sales calls to effectively discover and develop sales opportunities. The same studies show that many sales people struggle to manage opportunities as they move through the pipeline.
There are essentially three things to work on when you are managing a sales team:
- Balance the focus between long term and short term results.
- Apply discipline and actively manage the pipeline
- Clarify expectations - set targets and carry out regular reviews.
Easy to say but near impossible to achieve without a CRM system such as Sage ACT! or Sage CRM.
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