{"id":2699,"date":"2016-03-27T04:45:08","date_gmt":"2016-03-27T04:45:08","guid":{"rendered":"http:\/\/postcron.com\/en\/blog\/?p=2699"},"modified":"2018-02-07T21:09:46","modified_gmt":"2018-02-07T21:09:46","slug":"sales-techniques-7-tips-to-update-your-sales-team","status":"publish","type":"post","link":"https:\/\/postcron.com\/en\/blog\/sales-techniques-7-tips-to-update-your-sales-team\/","title":{"rendered":"Sales Techniques: 7 Tips to Update Your Sales Team"},"content":{"rendered":"

\"7-Tips-to-Update-Your-Sales-Team\"<\/a><\/p>\n

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For those who work in sales, you know that <\/span>innovation of business models <\/span><\/i>is essential. Moreover, if there is anything indisputable about <\/span>sales techniques<\/b>, it\u2019s that everything changes, all the time. Eventually, the changes become part of the routine.<\/span><\/p>\n

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That is,<\/span> sales strategies<\/b> are directly connected to changes in the sales pipeline and this is reflected in chain.<\/span><\/p>\n

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A successful sales team is accustomed to changes in the processes of your company! it’s through the continuous updating of <\/span>sales techniques<\/b> that strategy is adapted and continues to lead the conversion results.<\/span><\/p>\n

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But we all know that change is not always easy. There are people who don\u2019t even want to think about change. Even so, we have to think about this the right way: the habits of society are always changing and individuals do not act the same way forever and ever, therefore: Your <\/span>sales team<\/b> must also adapt.<\/span><\/p>\n

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\"listening\"<\/a><\/p>\n

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And since we are talking about changes, I must say that recent times have demanded significant changes. The rules have been changed, as well as the <\/span>macroeconomic picture, administrative workflow<\/b>, and how we advertise a product or service.<\/span><\/p>\n

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So here at <\/span>Postcron<\/span><\/a>, we thought it might be a good idea to talk a little about some challenges that <\/span>sales teams<\/b> might face while they are adapting, in order to <\/span>reach new objectives and obtain better results.<\/b><\/p>\n

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\"7<\/a><\/span><\/p>\n

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1. Identify the bad habits in your Sales Techniques<\/b><\/h2>\n

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Who doesn\u2019t develop their <\/span>own <\/span><\/i>formula to execute routines more efficiently ? This comes from natural repetition, and obviously the quest to make things easier. Well, in sales, the same thing happens. <\/span>Up to this point, there is nothing new.<\/b><\/p>\n

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The problem arises when that magic formula fails to accept variations and optimizations. So, if it’s working perfectly, excellent. But if the company perceives that there are problems, it may mean it’s time to r<\/span>eview your sales strategy and identify potential flaws.<\/b><\/p>\n

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\"keep-calm-and-make-sales\"<\/a><\/p>\n

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A fact: <\/b>all markets experiences <\/span>turnovers<\/span><\/i>. If we assume that this happens, it means that what <\/span>was <\/span><\/i>a success, may stop working.<\/span><\/p><\/blockquote>\n

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We need to <\/span>recognize crises as opportunities<\/b>! A problem can be difficult, but it can be an <\/span>excellent chance to discover new tools and possibilities. <\/span><\/i>Perhaps it\u2019s time to revise your methods, re-evaluate <\/span>leads<\/b>, invest in<\/span> online presence<\/b>, and implement the necessary actions to stay alive the market.<\/span><\/p>\n

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Evaluating <\/span>performance indicators<\/b> is an action that allows you to analyze the phases of your <\/span>sales funnel<\/b> and identify trouble spots.<\/span><\/p><\/blockquote>\n

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2. Exercise your Patience<\/b><\/h2>\n

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Somewhere or another, I\u2019m sure that you\u2019ve all heard the phrase “calm down, bro\u201d \u00a0Well, <\/span>sales teams <\/b>work in an extremely dynamic and unstable industry, so <\/span>it’s vital to trust in your planning and your progress indicators, in order to keep progressing. <\/span><\/i><\/p>\n

\"Patience\"<\/a><\/p>\n

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Conversion rates<\/b> are an excellent way to accompany the execution of your sales team\u2019s new strategies. It\u2019s a little time consuming, but <\/span>numbers don\u2019t lie<\/i><\/b>. If you are doing a good – <\/span>or bad <\/span><\/i>– job, the <\/span>metrics <\/b>will show you everything that\u2019s going on in a much clearer and more tangible way.<\/span><\/p>\n

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I suggest studying the<\/span> flow of activity<\/b>. For example, a <\/span>prospect <\/b>that is still analyzing can not be treated as a sale, the final connection between him and your brand is still missing.<\/span><\/p>\n

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Make a comparison between the number of contacts made and the amount of actual sales<\/b>, identify the differences between these values, and see how they behave over time. This will help you see if you\u2019re contacting the right customers, satisfying their needs or not, etc. .<\/span><\/p>\n

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Everyone wants quick results, the team members want to act, but sometimes it’s time to sit down to analyze, identify the stages of the sales funnel, and strategically optimize them before putting them into practice.<\/span><\/i><\/p><\/blockquote>\n

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That\u2019s exactly why it’s important to study the <\/span>flow of activity<\/b>. Comparatively, it becomes easier to see in which stages there is a sharper contrast. Once they are identified, you can<\/span> attack the deficient rates<\/b>, and find a solution.<\/span><\/p>\n

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3. Cobit Yourself! (What?)<\/b><\/h2>\n

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This step is very important to complement the first two topics of the article. If you want to identify the bad habits of your <\/span>sales techniques<\/b> or weak points in the chain, it’s important to defragment the stages of your business model and assess problems in isolation, and therefore have a better overview.<\/span><\/p>\n

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\"processo\"<\/a><\/p>\n

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Cobit <\/b>(Control Objectives for Information and related Technology) is a guide of good practices for process chains. It’s not specifically designed for commercial areas, but it\u2019s very useful and easy to apply when analyzing operational stages.<\/span><\/p>\n

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Divide up the individual process stages and set objectives for each of them, it’s essential to keep constant control of it.<\/span><\/p>\n

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That way, everyone knows which metrics and key objectives are relevant to <\/span>their <\/span><\/i>job, and surely they\u2019ll know very well what is essential for the industry you work in. Some metrics that all sales teams should have in mind are: <\/span><\/p>\n

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