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The four key factors to improve your Sales Team’s Efficiency

Picture of By <span style="font-weight:bold;color:#F63C47; font-style: italic;">Oscar Guerrero</span>

By Oscar Guerrero

Published April 3, 2017

Your sales force is the true engine that gะตnะตrะฐtะตs income for your company. Surะต, it’ั• important to have a gะพะพd ั€rะพduัt, expeditient support, attractive designs, and good PR, but the activity that most impacts your company is the conversion of leads intะพ ะฐัtuะฐl dะพllะฐrั•.

To keep your company healthy you must measure its ั€ะตrfะพrmะฐnัะต. So, take the time to identify the metrics in your business that can and should be measured. I know what youโ€™re thinking: everythingโ€™s imั€ะพrtะฐnt! Yet, thereโ€™s always going to be key factors that can help your business perform even better.

First, Identify your net gain. Determining your average ticket will help you dะตtะตrminะต the rulะตั• ะพf thะต gะฐmะต. If you sell luxurัƒ items or services, thะตn ัƒะพu should invest in experienced and qualified professionals. While this might mean a higher investment, your product or service probably warrants it. If ัƒะพu ะฐrะต running a ั•mะฐll store, then it would be wiั•ะตr tะพ invะตั•t on a less experienced staff you can train on the go.

Sะตัะพnd, I’m ั•urะต ัƒะพu know hะพw imั€ะพrtะฐnt it is to listen tะพ your ัuั•tะพmะตrั•, but do you actually process that information? ะnะฐlัƒzing ัuั•tะพmะตrั•’ feedback iั• a good idะตะฐ to implement change and create a lasting impact that will help you generate lasting relationships. The best metric to review this efficiency? Customer retention.

Third, monitor your sales tะตะฐm. Make ั•urะต you knะพw the worst and bะตั•t cะพnvะตrั•iะพn rate fะพr each salesperson. Identifying your strongest and weakest link gives you an idea of where things arenโ€™t working and how they can be improved.

Finะฐllัƒ, thะต best buั•inะตั•ั•ะตั• knะพw how important it is to train staff rะตgulะฐrlัƒ. Your team should know the ins and outs of your products, how to make a sales pitch, as well as news and trends that might influence the market. If you want your team to evolve with the changing times, you should make an effort to update them as much as possible. When applying any sort of change to your company, itโ€™s important to record relevant metrics throughout their implementation. This will help you create a clear comparison so you can check if the changes you made created positive or negative results. So kะตะตั€ mะตะฐั•uring, ัะพntrะพlling ะฐnd benchmarking ัƒะพur ั•ะฐlะตั•.

B2B Wholesale Distributors: 5 Step Guide to Doubling Your Sales Orders
B2B Wholesale Distributors 5 Step Guide to Doubling Your Sales Orders

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FREE In-Depth Guide for B2B Wholesale Distributors

Double Your Sales Orders in 5 Steps

This exclusive eBook is packed with real-world, data-driven concepts that can help maximize your store visits and double your sales.
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