Sales Process Optimization to Close More Deals
For your business to be successful, you have to create and implement a sales process and handle the sales funnel. However, you can’t just make the process and never work on it again. It may be perfect now, but it won’t stay that way forever. You’ll have to keep it up and improve it if you want to stay ahead of the curve. In other words, you have to work on your sales process optimization, and we’ll tell you all you need to know about it.
Here’s a way to look at it. Your industry is evolving all the time. The technology gets better, customers ask for different things, and it seems that every year brings something new — it’s the same across all niches. So, to boost your sales, you have to stay on top of everything and spot the things you should improve. Moreover, you must get proactive and get through with it.
If your goal is to close more deals this year, here are the areas you should focus on and things you should do.
Use Your CRM Data
If you aren’t using your CRM data — start now. The CRM market size is growing so fast because it’s the system that holds all the data you need to fix and improve your sales in no time. And we’re not talking about surface numbers of closed deals or sales goals. Instead, you want to look into your conversion rates, volume, and time in funnel figures to see things as they are.
Only when you know the specifics can you look at the big picture. Figure out which of your channels are bringing you the most leads and which of those leads eventually convert. If too many of your prospects drop out during the process, the KPI sales data will tell you why.
When you master the data, you’ll be able to pinpoint all the bottlenecks in your sales funnel. Then, you’ll find a way to get leads through it quicker, and that will give you an edge over your competition.
Your CRM can give you all the data you need on your customers.
Automate the Process
When your sales reps need to do many menial, tedious tasks, it takes time out of their workday. As a result, they talk to customers less, and you’re making less money because of it. Your goal should be to allow them to spend as much time as possible selling.
So, one of the best places to start your sales process optimization is automation. And with the tools available these days, it’s an easy and effective way to do it. For example, you can create engaging contact forms that are easy to use and let customers request a call in them. Then, if they check the box, your agent can automatically get a number to call right away. If they have to go over emails searching for a prospect to talk to, they’re wasting time.
And that’s just one example. There are many processes you can automate, and the more of them you take care of, the more you’ll streamline your operation. You aren’t paying your sales reps to do manual data entry, so don’t make them do it.
Mobile Optimization Is the Way to Sales Process Optimization
In the world of sales reps, technology has become crucial. Now, you need to take all the tools we talked about and put them into your rep’s mobile device. According to the research, remote selling jumped 89 percent between 2013 and 2017. And what do you think happened in 2019 and 2020 with the COVID-19 pandemic? That’s right — it jumped even more.
On top of that, mobile devices have become very powerful, and people like using them. So, it only makes sense that you can get CRM and lots of other sales tools available on mobile. It all syncs to a cloud, and your field agents can access the same data as their colleagues in the office. They can keep the log, stay in touch with both the customers and managers, and you can be sure that they’ll never walk into a meeting unprepared. Hence, it improves your sales process and gives you peace of mind.
If you’re thinking about sales process optimization, you can’t forget about mobile devices.
Reduce Your Churn Rate and Make Your Customers Happy
If you want to stay in business for a long time, you need to make your current customers as happy as they can be. Why – you might ask. Well, it will cost you five times more to gain a new customer than retaining a current one will. So, it would be best if you gave it all you’ve got.
Moreover, improving customer satisfaction isn’t as hard as you might think. Keep your clients around, and there’ll be plenty of upsell opportunities. You’ll create stronger relationships with them, and they’ll advocate for you. They’ll pay you and make your brand more reputable. Don’t you think that’s something worth fighting for?
Work on Your Communication
If you aim to optimize your sales process, you have to think about your communication. And here, we’re talking about both keeping in touch with customers and your team members. If your employees are on the line with each other and with the customers at the same time, your sales cycle will shorten.
Don’t assume that any of your customers are happy by default. Don’t hesitate to call them from time to time and ask them if everything is fine. Maybe you find out about some problems you wouldn’t hear otherwise. Perhaps you manage to keep a customer you’d lose if you didn’t reach out.
Also, don’t be afraid to be persistent with prospects that are likely to convert but aren’t yet. If you know your target audience and they fit the bill, ask them what you need to do to get them over. Every customer is essential, and you should go out of your way to gain their trust.
All your lines of communication need to stay open at all times.
If complete sales process optimization is your goal, you’ll need to use all of the tips we gave you today. Implement them, and we can promise you that you’ll close more deals. Your agents will be able to work smarter, your customers will spend less time in the sales funnel, and that will bring you more profit.
Thea Kane is a digital marketer and a sales specialist working at Convert More. When she isn’t working, she loves to bake, ride a bicycle, and take her daughter swimming.