If members of your sales team are failing to hit their quotas month after month, who do you blame and what should you do about it? Do you blame the sales representatives, encourage them to try harder or, worst case scenario, fire them and hire new recruits?
Whatever you do, you are putting your company’s revenue and profitability at risk. Letting the situation continue without any remedial action could lead to further shortfalls in revenue. Putting new representatives in place will take time and may not produce the results you need.
Identify and train
There is a better way. First, look for the underlying reasons for the problem. Then, introduce training to improve performance in the problem areas you have identified.
Poor communication and lack of information are two of the factors that come up again and again in any analysis of poor sales performance. Were the sales representatives concentrating on the wrong customer needs? Were they talking to the right decision makers? Were they ignoring bottelenecks in the pipeline or neglecting stuck opportunities?
These scenarios are easy to identify when the information is available in a CRM system like Salesforce.com. But, that information only has value when it is actionable.
Drive sales with actionable reports
A training program that focuses on creating actionable reports from customer information can help to unleash the value in your CRM system, overcome communication problems and drive increased sales.
The Sales Superhero program from Live Salesforce.com Training is an example of that type of training. It provides participants with the ability to understand and create different types of reports and customized dashboards that support faster and better-informed sales decisions.
Understand and communicate
By following the best practice recommendations, all members of the sales team, including directors, sales managers, sales operations managers, key account managers and sales representatives, can access, share and communicate information essential to sales success.
The program shows how to create sales acceleration tools like soon to close opportunities, overdue opportunities and stuck opportunities. It will help team members share an overview of the current sales situation with reports on revenue by product, opportunity pipelines and opportunities by owner pipeline.
To help individuals improve their performance and productivity, the program covers reports like personal opportunity report, opportunities by account and lead conversion history.
Create sales superheroes
By creating actionable reports like those, sales teams can overcome the problems that lead to lost sales and falling revenue. The reports can also improve communication and collaboration between all members of the sales team and help each member perform to the best of their professional ability.
For more information on the Sales Superhero program visit http://bit.ly/1K2FvLg