As a B2B sales team, it's crucial to focus your efforts on closing new business. However, distractions and inefficiencies can often get in the way, preventing your team from hitting their targets.
In this blog post, we'll discuss six easy steps to ensure your B2B sales team can focus on closing new business.
Step 1: Define Clear Sales Goals
Before your sales team can focus on closing new business, it's important to define clear sales goals. This includes setting targets for revenue, new business acquisition, and sales activity. By having specific goals in place, your team can prioritise their efforts and focus on what's most important.
According to HubSpot, companies with a defined sales process are 33% more likely to be high performers.
Step 2: Optimise Your Sales Process
To ensure your sales team can focus on closing new business, it's important to optimise your sales process. This includes identifying and addressing any bottlenecks, automating manual tasks where possible, and streamlining workflows. By making the sales process as efficient as possible, your team can spend more time on revenue-generating activities.
According to Salesforce, sales reps spend just 36.6% of their time selling, with the majority of their time spent on administrative tasks.
Step 3: Provide Sales Training and Coaching
Investing in sales training and coaching can help your team improve their skills and performance, allowing them to close more deals. This might include training on objection handling, negotiation, and sales pitch delivery. Regular coaching sessions can also help keep your team motivated and focused.
According to the Sales Management Association, companies that provide regular sales coaching see an 8.4% improvement in win rates.
Step 4: Implement Sales Enablement Tools
Sales enablement tools, such as CRM systems, marketing automation software, and sales prospecting tools, can help your team work more efficiently and effectively. By providing your team with the tools they need to succeed, they can focus on closing new business rather than getting bogged down by administrative tasks.
According to HubSpot, companies with a sales enablement strategy experience a 24% faster three-year revenue growth rate.
Step 5: Foster a Positive Sales Culture
A positive sales culture can help keep your team motivated and focused on hitting their targets. This might include setting up sales competitions, recognising top performers, and fostering a collaborative team environment. When your team is engaged and motivated, they're more likely to focus on closing new business.
According to a study by Harvard Business Review, happy salespeople are 37% more likely to achieve their sales targets.
Step 6: Measure and Track Sales Performance
Finally, it's important to measure and track sales performance to ensure your team is on track to hit their targets. This might include monitoring key performance indicators (KPIs), such as conversion rates, deal velocity, and pipeline coverage. By regularly measuring and tracking performance, you can identify areas for improvement and make data-driven decisions.
According to CSO Insights, companies that track sales metrics are 18% more likely to achieve their revenue targets.
In conclusion, ensuring your B2B sales team can focus on closing new business requires a combination of clear goals, optimized processes, training and coaching, sales enablement tools, a positive sales culture, and performance tracking.
By following these six easy steps, you can create a sales environment that prioritizes revenue-generating activities and empowers your team to hit their targets. Remember to define clear sales goals, optimize your sales process, provide sales training and coaching, implement sales enablement tools, foster a positive sales culture, and measure and track sales performance.