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Sales face unprecedented challenges for organisations and salespeople.
That is why many leading companies focus on organic growth by using sales and marketing. However, the trick is how to pull it off successfully.
Three elements of the sales methodology:
Sales coaching is vital to drive sales productivity.
Metrics-driven sales coaching. Pick one skill at a time to focus on. Use metrics to find which skill will have the biggest impact on a salesperson’s performance.
Motivate through sales compensation plans and contests. There are many ways you can develop your commission plan. However, it is best to let it evolve as your business grows. To keep salespeople motivated, run monthly contests.
Convert from cold calling to inbound. To make this transition, salespeople should position themselves as thought leaders using blogs and social media.
Once the leads come, do not send every lead to sales. Instead, create a buyer matrix to understand who is interested in your product and how they journey before purchasing. When you understand your buyer's journey, you can create a customised experience.
Marketing and sales can measure their performance and hold each other accountable.
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