We’re living in the age of the “attention economy”, and attention is harder to capture than ever before. If sales used to be about knocking on doors and charming your way into a manager’s office, today it’s anything but.
Happy 4th to our American Fileboard users! We are proud to take part in honoring our nation’s birthday. As a gentle reminder, the Fileboard offices and support lines will be closed on Tuesday in observance of Independence Day.
Today we interview one of our own: Our senior accounts director, Atiq Khan. Atiq’s been with Fileboard since the start, and we wanted to get his perspective on just how Fileboard has transformed the world of sales in a brief interview.
A good sales pipeline keeps a consistent and continuous number of closable leads. Sales pipelines can be good or bad, but there is something common between both processes. You might have zombies lingering around in your pipeline and not even know it! Good sales pipelines stay successful because sales reps and managers know how to deal with these zombie leads and don’t let them affect the sales closing.
What is a zombie in the sales pipeline? Zombies are leads that a lot of time and resources are being spent over with a sprinkle of optimism, and no close in sight for the deal. This leads to a slower sales closing time and figure that’s detrimental for a sales department if happens regularly. Though optimism is what keeps a sales rep going, here the sales manager or the top leadership must be realistic enough to understand the stakes and flush these leads out of the system.
For a while, we’ve talked about the importance of tracking your prospect’s engagement, and why an informed salesperson can cut their sales pipeline down.
So what do you want to look for in the first place? What kind of prospect response other than a definitive “yes” or an “I’m interested” email back should you look for?
Inside Sales exits as a market because of two customer issues: 1. They need to be better educated before making a buying decision, or 2. They need to be sold to by an expert salesperson in order to make their decision. This entire relationship hinges around a few critical emails, phone calls, or meetings, in a time period known as the Follow Up. Following up with your lead’s initial outreach or request is what keeps the conversation moving and the sales process on track, and it is up to each and every inside sales rep to manage this relationship to a successful outcome. The more successful outcomes each sales rep can manage, the closer to success their company will find themselves.
Sales Managers, what’s your job? Is it to coach and educate your team, or simply to ensure they make their quarterly expectations, no matter what?
SDR’s need to learn from your sales experience, but they also have valid critiques of their sales process, or what seems to be impeding them from selling at their peak. As sales managers, your duty is to solve these impediments to the best of your or your company’s ability, to maximize the productivity of your SDRs. Just for you, we’ve compiled a list of top complaints to look out for – and how YOU can solve these problems.
Some of this should be a no brainer. For instance, if you don’t work you can’t make any money! Likewise, the fewer productive sales conversations you have per day, the fewer sales you can make overall. Successful companies invest a lot of capital in sales development and outbound sales to find their solution to increasing sales productivity and scale up. To find your growth curve, you need to understand just how limiting low sales productivity is to your growth goals.
What do sales managers want? Quality results in a short period. There’s always the incentive to be the “yes man” and squeeze in that extra scheduled phone call or two during the day. However, without proper task prioritization and time management, things can go south in no time. Pretty soon, you’ll be balancing multiple clients at once, and can fall short of assisting all of them. It’s understandable that sales can be a very hectic job and requires constant motivation. Task prioritization and sales tasks management makes the sales process consistent and doable. Though it might not take the frustration out of it, it still helps a sales rep push back the pressure and keep on succeeding with regular sales tasks.
In a successful sales process, meeting your quota depends upon the quality of your lead pipeline. If a sales rep thinks that he or she is born with some sort of a super natural gift that you can close deals without following a proper protocol, this is not going to happen.