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If your business operates under a model of sending sales teams into the field, you’ve probably used every adjective under the sun to describe the process. Lucrative, frustrating, rewarding and more are just some of the terms that can be used – it’s a rollercoaster, to say the least.
Unfortunately, there is no hard and fast way to guarantee increased conversion rates from your sales teams. Each industry is different and will probably respond to different methods of attack.
However, there are a few tips that can help you along your way and through today’s post, we will look at these in further detail.
Are you measuring correctly?
Firstly, are you measuring your sales data correctly? By this, do you know what your true conversion rate is? A lot of companies want to boost their figures, but they just look at the bottom line. Instead, find out how many of your leads are converting into sales, and find out the average order value of each sale. This will give you black and white figures that you can work on and attempt to build.
Keep up with the times – provide them with a point of sale
You might have the best sales team in the land but if they are about to secure a deal, only to tell the customer that they have to call a number to make the payment, it’s an additional way for the process to go wrong.
You need to make the process as seamless as possible, both for the sales team and your customer. Nowadays, this means keeping up with the times and providing everyone with mobile merchant services. These will allow you to take payments there and then, and quash the chances of the customer changing their mind.
Develop the perfect pre-selling system
As already alluded to, different industries react in different ways when it comes to methods of selling. It’s for this reason that you need to devise a system that works for your business and make all of your sales team buy into it.
Map out a model that everyone can use, which has been statistically proven to boost conversion rates. This might involve showing your teams a video, a presentation or even a whitepaper. The point we are trying to make is that education is crucial here and every new recruit to your sales team needs to know what makes your business tick when it comes to converting leads.
Are your leads qualified?
Sure, your marketing team might be sending you countless leads, and then getting all in a fluster when few convert. It’s at this stage that you need to question if these were qualified leads.
If they weren’t, they need to work smarter in a bid to send a better quality of customer to your sales teams. If they are sending customers who clearly can’t afford one of your products, or perhaps don’t even need it, you are on a hiding to nothing from the word go.
The best systems are built early on in the funnel.
You might also like: Is Your Sales Data Causing Inaccurate Forecasting?
