High-performing sales reps may use different strategies to achieve their goals. They may be perfecting their strategies, using different newest technologies, testing new approaches, and pushing the boundaries.But there is one thing they do that makes them similar: all they are permanently performing a set of certain activities that help them succeed.If you want to become a high-performer and hit your sales goals, you should consider the importance of performing the 6 crucial sales activities.
1. Use PRO tools for capturing data
This is the most important part of the process. At this point, you don’t have to worry about doing anything with the information you get — just capture it.
Today, there is a huge choice of sales analytics software such as Aviso, InsightSquared, Clari, Looker, or a well-known Einstein Activity Capture tool, that allows you to easily sync up your email, calendar with Salesforce, and provides data-driven activity reporting.
But many of these tools have certain disadvantages. For example, such Einstein Activity Capture’s flaws as lack of editing/deleting and triggering workflows features, the fact that your data is stored on third-party databases (so your activities and emails aren’t backed up properly), salespeople are increasingly turning to more advanced Einstein activity capture alternatives.
Revenue Inbox, one of the market leading solutions, offers automated data capture from all communication channels for getting more pipeline and growing revenue. The highly customizable solution allows synchronizing emails, meetings, and tasks between CRM and Outlook, Gmail, and Office 365.
Using Inbox’s contextual sidebar allows you to see and edit all the crucial information about leads, contacts, opportunities, and other custom objects right from your Inbox. Also, Revenue Inbox provides you with AI-generated insights for your daily tasks.
It’s quite important that, Unlike Einstein Activity Capture, it doesn’t store your data but just sends it directly to your Salesforce, so it never leaves your org.
The product is offered by Revenue Grid, an advanced guided selling platform, “Top Sales Tool of 2020” by Smart Selling Tools and “Best Salesforce Admin App” по версии AppExchange Demo Jam.
2. Make sure the data is correct and complete
Carefully review the data you’ve captured from time to time: this will help you to sort it and prepare it for recording. Don’t wait too long, ‘cause it will be more difficult to remember the important particulars.
Check to see if the data contains important details that can help you achieve your goals.
3. Keep a keen eye on your data
By analyzing the results of your work with prospects, you increase your chances of achieving predictable revenue and enhance your customer’s buying experience easier and faster.
Start by monitoring the most evident metrics:
- phone calls;
- your marketing campaigns.
By monitoring this data, you can track the time leading up to a sale to days.
- Measure your sales activity
Your actions are “inputs” that you can always control. The answers to these simple questions will help you identify the key success metrics:
- how many emails did you send last week?
- how many meetings did you have with your potential clients?
- how many cold calls did you make?
5. Analyze the quality of your sales activity
Focus on how many key decision-makers you were able to attract through your sales activities.
How many of them were qualified to use your product or service? Take these numbers and see if your team is chasing the right leads. Also, this is a great chance to revise your list of potential clients.
This is where the potential of the above-mentioned Revenue Grid guided selling platform comes in handy. It provides your reps with revenue signals — interactive, contextual alerts that induce action by nudging your team to do exactly what needs to be done, and when it needs to be done.
For example, it helps your reps follow playbooks, get data-driven insights each step of the way, cover every part of your sales process, and connect to all sales systems and tools your teams use for capturing data and turning it into Revenue Signals.
6. Uncover the number of deals closed
And, finally, check what percentage of your qualified prospects continues through the sales process to be converted into customers.
Using a CRM is a time-saving way to correlate action-based data from your sales activities. Use it to keep an eye on your:
- predictive analysis. Do you have few leads in your sales funnel? Low prospects equals low sales opportunities;
- territory coverage, that shows how well your reps are performing in their sales territories;
- analysis of quotas. Sometimes, sales reps do not meet their quota. Keep track of everyone’s figures in your department.
Tracking your data will help you make decisions faster as you will get an informed understanding of the challenges you face (and find the ways to overcome them).