Increasing sales success with your sales reps can be a real challenge at times and returning to the basics might be necessary. If you’ve forgotten what the basics are, or aren’t sure how to get your sales reps back on track, then this blog will put you on the right path to figuring it all out.
There are three things to remember when it comes to increasing sales and experiencing the success you’ve been driving at. A lot of what you need to do is test. That’s the first thing you should do. Data trumps intuition and is proof that you’re either on the right (or wrong) path to success. Some of the things you should test are the media vs the message, qualification models, and system thinking.
The Media vs The Message:
When it comes down to leads, what really matters is how you deliver the message vs the message itself. For example, you might find that sending a fax is more effective than sending the same message as an email, or that sending a LinkedIn message might earn greater results than a phone call. It’s all about figuring out what works best. Test your mediums with your content and see what pulls more results.
Of course, it’s also important that you test the content of your message to make sure that it converts prospects into leads.
Priority is based on qualification. But how do you qualify leads? There are three different models out there that sales reps are using. The most common (unfortunately) is RANDUM: Rarely Any Need, Decision, Urgency or Money.
Another popular qualification model is BANT: Budget, Authority, Need and Timing. From our experience, we’ve found that BANT is outdated and not as effective as other models. Why? Because very few companies actually create budgets and stick to them. With that in mind, it would seem silly to base your entire qualification model off of budget.
What we’ve found effective is a model called ANUM: Authority, Need, Urgency and Money. It’s important to start with the authority and move to need – if you build the need you’ll have urgency and money following quickly after. But if you don’t want to take our word for it that ANUM is the best way, then by all means test it for yourself.
Test your processes and strategies to ensure that you are getting the performance you are looking for. If you find out your solution is off or not working, go back and fix it.
Follow this pattern: analyze, design, implement and evaluate. Lather, rinse, repeat. With each test of the solution you should come closer, if not nail, the desired results.
Have you seen success in your sales department from using any of the strategies listed above? What have you found to be the most effective?
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