Trigerz https://trigerz.io Changing Sales Behaviours Sun, 12 Jul 2020 20:58:40 +0000 en-US hourly 1 https://wordpress.org/?v=5.0.10 https://trigerz.io/wp-content/uploads/2018/10/1-150x150.png Trigerz https://trigerz.io 32 32 Why Sales Behaviour Is The New Barometer For Sales and Customer Retention KPI’s https://trigerz.io/sales-behaviours-and-understanding-the-metrics/?utm_source=rss&utm_medium=rss&utm_campaign=sales-behaviours-and-understanding-the-metrics https://trigerz.io/sales-behaviours-and-understanding-the-metrics/#respond Sun, 12 Jul 2020 09:25:10 +0000 https://trigerz.io/?p=1872 Why Sales Behaviour Is The New Barometer For Sales and Customer Retention KPI’s In every organization, sales performance and customer retention are a crucial part of effective sales management. By selecting and tracking sales performance metrics, managers will be able to have an idea whether a particular sales strategy is having the desired effect in […]

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Why Sales Behaviour Is The New Barometer For Sales and Customer Retention KPI's

In every organization, sales performance and customer retention are a crucial part of effective sales management.

By selecting and tracking sales performance metrics, managers will be able to have an idea whether a particular sales strategy is having the desired effect in terms of company sales goals and objectives.

What happens with most companies, is that sales managers and decision makers implement the sales processes and strategies for accomplishing sales targets, let it run for a while and then at the end of the month, look at the revenue closed and then decide what’s been working and what hasn’t. This is called “backward tracking”. It does show the obvious sales strategies that has produced results, but it is only after the fact that it has happened and it’s too late to do any adjustments to bring about the desired outcome. This is why many organizations have opted to focus on new ways to track and manage leading “Sales KPI’s” to be more effective in hitting sales targets. However, the sole reliance on leading KPI’s(backward tracking) to manage customer retention and sales performance may not be a complete and effective solution.

Leading KPI’s are difficult to measure on Salesforce and may not tell the whole story. Using Salesforce on its own to measuring leading KPI stats can be challenging and time consuming

and may not provide an accurate sales performance or customer retention picture of what’s currently happening in the company.

Experienced Salesforce users will readily admit that it takes a lot of time and significant tinkering with the system to be able to get stats that sales and account managers can fully rely on.

Even with very a competent Salesforce expert on hand, it doesn’t make much of a difference and we have to go back to tracking and being forced to rely on the basic activity based reporting on the SF platform.

It might be that we can spot a sudden rise in the number of business ops created. Perhaps the win rate has shown a dramatic improvement and consequently an increase in sales revenue or an increase in customer retention.

These are surface level indicators or the symptoms if you like of a healthy sales body and that’s where the ability to have a deeper level understanding of what actions contributed to an increase in business ops or resulted in a higher customer retention rate becomes important.

Only by having this deeper understanding and drilling down to the specific sales revenue contributing actions, do we have a chance of replicating the success again and again.

Did the sales reps make more calls to close more opportunities?

Was it just that there were more qualified prospects that needed the product or service?

Was the timing of the calls better and it brought in results?

Does the number of calls or the time spent on the call make a bigger impact on customer retention?

This is where it can get a bit more involved. The traditional leading KPI indicators may allow you to gauge quantitatively, the amount of activity taking place on a specific KPI but it will not highlight the defining qualities of the person that performed the actions. For instance, a high performing sales rep or customer retention expert.

For example:

What was his/her timing like?

How often do they make a call?

When do they call?

What are the types of actions this person chooses to do at any stage of the cycle?

How often do they follow ups and what are their actions after every follow up?

This is where a whole new dimension comes into play beyond just “leading KPI’s.”

It’s called sales behaviour.

What is meant by the term sales behaviour?

Sales behaviour is the series of actions taken by the rep or account manager that resulted in the desired outcome.

For example, if one of the leading KPI’s is to maintain a solid pipeline of 70 prospects across every stage of the sales cycle, then a contributing sales behaviour might be to convert at least 50% of the prospects available to move to the next stage. The magic ingredients need to be uncovered i.e how did they do this to achieve the result.

In the case of customer retention, it might be to retain 100% of the customers and a call made every week for every customer to last for at least 7 minutes with a 5-star rating from the customer every time. The positive sales behaviours would be the qualities or actions taken by the customer retention expert to achieve the desired outcome.

In the CRM world a “sales activity” is simply the recording of a basic task done by a rep. It doesn’t track the actual customer service or benefit that is delivered as a result of accomplishing the task.

On the other hand, a sales behaviour will take it a step further and take into account meaningful elements like cadence, intent or call objective Sales behaviour therefore provides a clearer measure of the impact on the desired sales outcome.

For instance, focusing on behaviours can let us know, out of those 70 prospect calls made, how many lasted more than 10 minutes. In how many calls the rep managed to speak to the identified buyer and was the call related to the opportunity closed in the present quarter?

Salesforce simply isn’t customised to provide these vital, meaningful and significant call statistics and this is why it may be more of a hit and miss situation instead of being able to rinse and repeat the clearly defined path of success that’s working for a specific company.

If we can identify successful sales behaviours then we can drive these behaviours to achieve the desired company goals. These behaviours will help you identify the strengths and weakness of your team and allow you to replicate the successful behaviours via clear training and development.

There is a science within sales and knowing the formula allow organisations to scale and grow.

By being in a position to track how the reps behaves in different sales scenarios in Salesforce then we can identify valuable data like:

  • Top performers who stumbles at converting and what stage
  • Successful closers, who are not great at following best practices
  • Core performers with skill deficiencies
  • HR Training needs
  • Bottlenecks in lead generation, opportunity creation and closing
  • Pipeline quality
  • Data quality
  • Customer or employee attrition risk

Salesforce is a great sales and marketing tool with a wealth of information but it does not come custom built to identify, track and drive successful sales behaviours. These help drive the best customer retention and high level sales performance for teams and organisations to achieve the best results.

Written by: Gabe Doraisamy

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Sales Productivity Stats https://trigerz.io/sales-productivity-stats/?utm_source=rss&utm_medium=rss&utm_campaign=sales-productivity-stats https://trigerz.io/sales-productivity-stats/#respond Thu, 14 Nov 2019 10:34:03 +0000 https://trigerz.io/?p=1561 Sales Productivity Stats Sales Productivity Stats We all know that having a productive sales force is extremely important to the growth and success of nearly every company. But what does sales productivity really mean? It can mean several things, from the number of sales calls your reps make, to the types of tools and technologies reps use […]

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Sales Productivity Stats

Sales Productivity Stats

We all know that having a productive sales force is extremely important to the growth and success of nearly every company. But what does sales productivity really mean?

It can mean several things, from the number of sales calls your reps make, to the types of tools and technologies reps use to get their jobs done each day. In short, it’s any activity geared toward driving revenue.

However you categorize a sales team’s output, it can be helpful to know how yours stacks up against other companies – and whether you need to improve your processes and programs.

These 19 statistics will help you get a better handle on key sales productivity trends so you can ensure your sales force is always performing at the highest level.

Sales Productivity Stats to Know Right Now

  1. On average, new sales hires spend 10 weeks in training and development and only become productive after 11.2 months. (SMA)
     
  2. At 44.9%, “decreasing new salesperson ramp-up time to fully productivity” is the most common sales enablement productivity goal. (CSO Insights)
     
  3. 71% of C-level executives believe sales productivity is critical to achieving growth. (Forbes Insights)
     
  4. Salespeople spend just one-third of their day actually talking to prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls. (HubSpot)
     
  5. The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a time-to-productivity that’s 37% faster than firms with low-performing programs. (SMA)
     
  6. On average, firms that use technology effectively were 57% more effective at sales training and development than ineffective technology users. (SMA)
     
  7. 42.5% of sales reps take 10 months or longer to become productive enough to contribute to company goals. (Accenture)
     
  8. Firms that were “laggards” in adopting sales technology saw their sales goal achievement drop 12% from last year. (SMA)
     
  9. The average sales development rep makes 52 calls daily. (OpenView)
     
  10. It takes sellers an average of 18 dials to connect with one decision-maker in the course of an hour. (TOPO)
     
  11. More than 50% of sellers missed quota in 2018. (Aslan)
     
  12. By 2020, 30% of all B2B companies will employ some kind of AI to augment at least one of their primary sales processes. (Gartner)
     
  13. 72% of salespeople who use social selling as part of their sales strategy exceeded quota 23% more often than their peers. (A Sales Guy Consulting)
     
  14. Top performers in sales prospecting generate 2.7x more sales meetings than their peers. (RAIN Group)
     
  15. 67% of sales agents have only reached out to 250 or less prospects within a year. (Marc Wayshak)
     
  16. 75% of companies refocused their sales strategies while 54% of companies implemented new sales methodologies in 2018. (SMA)
     
  17. Companies that don’t utilize sales technologies have experienced a 12% decrease in their sales goal achievement rate. (SMA)
     
  18. 65% of sales managers say their biggest challenge is lack of time and resources to perform their job. (Data Dwell)
     
  19. 82% of buyers accept meetings with sellers who proactively reach out. (RAIN Group)

At Trigerz we strongly believe that keeping things simple and clear helps sales teams become more productivity.

The background to developing the platform comes from working with several sales organisations and helping teams of all sizes turn around performance, our vision is to help all sales reps become more productive and achieve maximum results.  

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Aligning Sales and Operations as RevOps https://trigerz.io/revenue-operations/?utm_source=rss&utm_medium=rss&utm_campaign=revenue-operations https://trigerz.io/revenue-operations/#respond Fri, 01 Nov 2019 14:09:27 +0000 https://trigerz.io/?p=1547 Aligning Sales and Operations as RevOps Would it be wrong to compare sales operations teams to a Fit bit or an Apple watch? Wearable devices are becoming more intrinsic in our daily lives and how we monitor our personal health status. In the same way, sales and operations teams are responsible to ensure the sales […]

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Aligning Sales and Operations as RevOps

Would it be wrong to compare sales operations teams to a Fit bit or an Apple watch? Wearable devices are becoming more intrinsic in our daily lives and how we monitor our personal health status. In the same way, sales and operations teams are responsible to ensure the sales force is moving in the right direction to achieve the desired business revenue goals.  Like the heartbeat of the business.

 

Sales and operations leaders often find themselves in complicated situations where they find difficulties in achieving their targets. Their job duties are always tough in nature and include many activities and procedures that run the sales teams smoothly to deliver results simultaneously. 

In order to provide the company with positive return on investment, sales and operations teams need to figure out their daunting challenges and then work together in resolving them adequately. Most organisations need a little help in figuring out, what is the key to make things easier for sales and operations leaders; their comfort and ease only can guarantee a streamlined flow of sales and enhanced revenue for an organisation. 

 

We believe that addressing the problems and challenges is always a better choice than ignoring such situations and continuing to work in silo. This blog serves as an easy guide for sales and operations leaders who face regular challenges in their roles. It is not an easy job, but a few tips can always do wonders for many. 

 

What are the challenges faced by sales and operational teams?

 

Let’s have a look at what kinds of challenges are faced by managers working in sales and operations. 

Accurate forecasting is one of the most challenging and important aspects of sales and operations role. The job requires interacting with different departments like finance, sales, marketing and operations.

 

Sales representatives have a critical job in any organisation; they convert the leads into purchases and increase order values. Operations include many duties, from reporting and analytics to dealing with the salespersons to delivering efficiency. It’s challenging for them to keep a sustainable work process while the sales tactics and methodologies are constantly evolving due to market conditions or competition.  

 

Another challenge faced by the sales and operational leaders is working along the day to day objectives while focusing on the further development and the planning at the same time. Regardless of business progress, the business leaders in this role require greater visibility to repeatable revenue along with a health growth curve.

 

As each team (sales & operations) tackle such challenges and problems via tactical initiatives, this sometimes can result in poor decisions leading to poor outcomes causing disturbance to the work environment and sales targets of an organisation. 

 

What are the common goals of sales and operational teams?

 

Challenges emerge when sales and operations teams are struggling to achieve their goals. So, what are their primary goals in the first place? 

 

Sales teams continually work to ensure that the business is regularly growing via retention of existing customers and the acquisition of new. Whereas, operational leaders are committed to reporting accuracy, creating process, increasing forecasting accuracy and efficient application enablement. Both are commitment in fine tuning their respected business unites to increase revenue for the business.

 

The common goals of sales and operations leaders also include incorporating sales execution, protection of existing revenue, scaling revenue operations, training and development, enabling team efficiency, Capturing of accurate data via a CRM, identifying risks, streaming processes, ramping up teams and providing dedicated support to all sales functions.

 

5 Useful Tips to Ensure a Results-Driven Partnership

To be able to tackle such challenges and to ensure a goal-oriented partnership, the following 5 tips can prove to be helpful. Have a look!

 

  1. Integration of CRM with other tools.

Since the sales department operates as the front line for the business in the eyes of the customer there is a need to assure that the sales tools are aligned with the other business applications. The vision to crease a single source of truth in key data metrics.

 

  1. Understanding the responsibilities

Defining clear goals that is aligned between the two departments is important, along with the tasks associated to their roles. Then ensuring these both roll up to the corporate objectives, helps remove any ambiguity on the goal or the execution of it.

 

  1. Integration of Technology

Needless to say, the efficient use of technology in fast-paced environments is more important than it was ever before. Leaders must analyse what tools and software can be used to enhance and/or automate functions and tasks to ease the workload burden on sales reps, so administration is minimised. 

 

  1. Sales Forecasting

The future is now. Salespeople can now forecast their sales with many tools available for this certain use. Such forecasts help you with setting realistic targets, devise practical strategies and work on your plans if they fail. Implementing this is not always straightforward, having a clearly defined sales process with exit or entrance criteria helps alight probability and age to deals. Just remember it’s everyone role to improve forecasting.

 

  1. Working in cohesion

Both sales and operations teams need to work in cohesion from the phase of coming up with strategies to collectively executing the plans in the pursuit of achieving revenue targets.  Breaking down silo’s can be challenging depending on personalities and ego’s in the room. Just remember your goals are the same so finding a common route will make the journey to success that much sweeter!

 

Conclusion:

There can be a lot of challenges faced by sales and operations teams in an organisation and the only way to overcome them is to formulate strategies as one these can bring both the teams on the same page. Once the partnership starts to work, businesses will see a definite increase in their revenue and enhanced team productivity. 

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The Power of AI in Creating The Perfect Sale https://trigerz.io/sales-artificial-intelligence/?utm_source=rss&utm_medium=rss&utm_campaign=sales-artificial-intelligence https://trigerz.io/sales-artificial-intelligence/#respond Mon, 30 Sep 2019 09:45:57 +0000 https://trigerz.io/?p=1243 The Power of AI in Creating The Perfect Sale In the world of instant gratification, technology has undoubtedly made lives easier. The ever-growing field of technology has proven to be quite promising when it comes to providing solutions on a silver platter. Over time, technological advancement has created an era of an instant and almost […]

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The Power of AI in Creating The Perfect Sale

In the world of instant gratification, technology has undoubtedly made lives easier. The ever-growing field of technology has proven to be quite promising when it comes to providing solutions on a silver platter. Over time, technological advancement has created an era of an instant and almost effortless lifestyle.

This advancement has affected the sales world as well. There has been a major shift in its procedure, that too, in a short time-span.

The world now has a different set of demands; from authenticity to instant delivery, everything now needs to be a click away. However, even though it might seem as if the sales world is in for a backlash, there might still be a saviour around. In fact, all the cards might just be in sales’ favour!

AI and Sales                                                             

AI – Artificial Intelligence has provided the world with better, simpler and instant solutions. With its ability to learn and remember opportunities and behaviours and to predict possibilities through it, sales are definitely in for a major upgrade! Now, who wouldn’t want that?

While the most beneficial characteristic of AI is machine learning, AI brings much more to the table in the world of sales. A sales representative is usually engaged in several other tasks which hold them back from focusing on the important ones. Since AI makes tasks simpler, several tasks will no longer need the amount of time it once did.

Moreover, AI has the ability to process far more data, that too, in a very short time-span. One of the best AI qualities for sales is that it has the power to predict potential customers. That is, obviously, by analyzing and profiling the buyer. Still magical, no? Instead of running down a list of people to reach out to and meet disappointment, AI saves us from the trouble by picking out the potential buyers.

Before AI, every sales representative had to go through the trouble of reviewing all the past sales and deals. Now, everything is presented on the tips of our fingers. Most importantly, not only does AI make tasks and follow-ups easier but also has the ability to individually guide the sales rep through; by personalising the past-communications and set of behaviours.

We believe by applying the AI-approach in sales, there will not only be a major increase in sales but it will eliminate possible threats as well. The only thing that keeps companies from joining hands with AI is the lack of trust in it. Just like cloud-apps in the beginning, AI has been hit with similar questions like: Should we trust it?

While robots taking over our planet still remains a debatable topic, artificial Intelligence, that too in sales, is definitely our friend we need.

Yes. Artificial Intelligence, especially in sales, shouldn’t just be considered an asset but a friend as well. The world of sales, marketing and buying is rooting towards major improvement and enhancement. Since AI, sales have never been this easy. What looks like an ending, is just the beginning towards a new revolution!

 

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How to coach sales with data and insights? https://trigerz.io/sales-coaching-with-data-insights/?utm_source=rss&utm_medium=rss&utm_campaign=sales-coaching-with-data-insights https://trigerz.io/sales-coaching-with-data-insights/#respond Wed, 04 Sep 2019 08:48:07 +0000 https://trigerz.io/?p=1228 How to coach sales with data and insights? There’s a simple mantra which underlies sales performance coaching: “Information should lead to insights, insights should lead to action, action should prompt change and at last, you will get results.” By removing any ambiguity against which data points lead to results, along with behavioural patterns, this can […]

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How to coach sales with data and insights?

There’s a simple mantra which underlies sales performance coaching: “Information should lead to insights, insights should lead to action, action should prompt change and at last, you will get results.”

 

By removing any ambiguity against which data points lead to results, along with behavioural patterns, this can provide clear visibility to coaches and the team on where marginal gains can be found to improve overall performance.

 

With all this noise and piles of data in hand, what should a sales manager focus on and how can they use this data?

Information is clearly everywhere, and it can turn into a double edge sword very quickly. As a leader it is key to be clear on a few simple data points that the team can execute a plan against. If the data points are not clear, then test assumption in a safe environment and not with the team.

 

Every time a business pivots or make the wrong bet the sales team feel like rabbits in headlights and trust is lost.  This also impacts their ability to achieve much greater results and avoids peaks and troughs in results.

 

We currently have the capacity to catch scores of information that we truly couldn’t previously; once you have these data points the next steps to drive action.

 

Within a data driven world how do you ensure your sales leaders know how to best use this data? Are your managers trained to coach behind these key data points? Do salespeople have access to this data to become more independent? What is the risk of in action?

 

Good questions!

Before transforming information into insights and training the team, it is important to understand which key behaviours will drive the greatest results. The next step is removing ambiguity within the data points so coaches can clearly demonstrate what training/ support is required and the impact of improvement. Once both the coach and the learner are aligned this helps achieve buy-in along with the adoption of any change of process.

 

The above set’s up a team with good coaching foundations and trust, the next part is all about the results. Creating clear reporting should that allows all concerned to see what is working and what is not, if things don’t work, change, test and take action.

 

Data is King! Use your CRM to capture these data points along with the process to drive the best results. To ensure the coaching is working according to the plan, set up dashboard, notifications, reports and healthy fun competition and share results with each other!

 

Information, Insight, Action.

 

For instance, consider the health of a sales pipeline. Do you have enough sales generating from your existing pipeline to hit your quarterly or even yearly targets? Keep in mind – information, insight, action.

Along these lines, you may structure your information with the goal that you can perceive how much total revenue exists at each stage all the while, apply a weighting dependent on win probability, and after that infer a potential yield. With information of your typical sale cycle length and all the data points, the information begins to give… insights! The estimations allude to whether you are in a situation to hit your targets or not.

 

Let’s say, you have the information and insights. Now, what about the actions that needs to be performed?

 

All things considered, in case you’re on track to finish off the period on a positive note and you’re secure with your objective, you may coach actions around your sellers expecting to upsell or strategically pitch in existing deals. You may coach actions around them attempting to pull in deals that were relied upon to close the following quarter.

 

Now, how can you look at the health of an individual deal?

For instance, information can help disclose the normal number of days it ordinarily takes for a standard opportunity to travel through a sales process. At that point, you can follow the exact number of days a deal lives at each stage. Once more, the information begins to give you what? Of course, the insights! It could demonstrate if a deal has invested an unnecessary measure of energy at one phase. That is, it may be stuck.

 

However, what about the action now? Considering the stage of a stalled opportunity, specific activities need to be improved. You may need to reposition tangible value for the prospect, guarantee that they even have a business issue revealed, or gain access to the decision makers. You get the drill.

 

Moreover, comparative information may demonstrate to you that one of your sales reps who has had six deals in the course of the most recent seven months, continues to stop making progress in a similar stage. Let’s discuss the insight.

 

Here, it may really be due to lack of skills. The action? Give them specific training for skills. For example, if you’re constantly getting stuck near the need’s definition stage, maybe they need consultative sales conversation training.

 

The fact is, information is king! There’s a major “assuming” however, if it’s organized in a way so that it gives you valuable insights, at that point, insight can lead you to specific coaching advice and actions. At last, the desired behaviour occurs and obviously, business results will pursue.

 

Spend more time coaching and let the CRM drive user behaviours to capture key data points.

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5 Steps in improving sales forecasting https://trigerz.io/5-steps-in-improving-sales-forecasting/?utm_source=rss&utm_medium=rss&utm_campaign=5-steps-in-improving-sales-forecasting https://trigerz.io/5-steps-in-improving-sales-forecasting/#respond Wed, 07 Aug 2019 07:42:52 +0000 https://trigerz.io/?p=1151 5 Steps in improving sales forecasting The accuracy of your business forecast impacts everything in your organization, from income projections to employing and production capacity choices. However according to a recent study that has been conducted, about 79% of sales companies miss their sales forecast by more than 10%. It can appear as if precise […]

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5 Steps in improving sales forecasting

The accuracy of your business forecast impacts everything in your organization, from income projections to employing and production capacity choices.

However according to a recent study that has been conducted, about 79% of sales companies miss their sales forecast by more than 10%.

It can appear as if precise figures are an unimaginable dream, however that doesn’t have to be true. On the off chance that you need to improve your sales forecasts, you should follow these 5 simple stages.

  1. Cleaning up the data

One of the main sources of missed forecasts is bad data. You can’t expect a precise forecast if your information isn’t exact to begin with.

To start clearing up your information, you have to define the phases of your business procedure or sales process, to be precise. You should have objective entry and exit criteria for each stage which should be based upon the client activities – and your sales team should know the stages and criteria like the back of their hands. In the event that they do, they’ll be able to precisely put every opportunity in the right stage.

Train, coach, and fortify precise utilization of entry and exit criteria with your sales reps to keep data clean.

Furthermore, characterize a period limit for each stage, so that the opportunities which have been sitting in the pipeline for a really long time can be eliminated and excluded in figures. Opportunities that stay in the pipeline past their expiry date lead to bloated forecasts.

  1. Get technical

Recognize the factors which would effect the probability of closing a deal by tracking granular data inside your CRM.

Factors, for example, the size of the deal, the size of the organization, the industry, and the quantity of partners included can affect probabilities.

By following and examining this information, you can start to comprehend which components have the greatest effect, and weight your pipelines likewise.

  1. Compare the models

In addition to a sales forecasting model which is based on a weighted pipeline, check your numbers against both capacity and historical information.

Sales capacity alludes to your quantity conveying headcount tempered by achievement rates. A capacity centered model can help recognize mistakes in the business figure, and help to approve the precision of your numbers.

You can utilize historical close rates against your present open pipeline to help decide if your weighted pipeline numbers precisely reflect known patterns.

Together, the three models can enable you to comprehend where you may have vulnerable sides, and make a progressively exact image of the reasonable future.

  1. Consider Salespeople Accountable to Their Forecasts

You should ask every sales rep to get ready and focus on the forecast that they have committed. At the point when sales reps set up their own forecasts, it requires them to be straightforward with themselves about the content of their pipeline.

You can encourage accountability to the forecast by boosting results that fall inside a specific level of the sales rep’s figure.

Be careful to balance accuracy incentives with incentives that encourage aggressive goals, and don’t penalize salespeople who occasionally exceed their forecast. A friendly competition for the most accurate forecast can be a good way to accomplish this.

  1. Keep It Simple

An excessively complicated forecasting system will discourage compliance.

Rather than requiring salesperson to record gigantic measures of data to figure, set aside the effort to recognize the variables that genuinely impacts the forecast, and make sales reps responsible just for those elements.

Also, make it simple for them to follow this information directly inside their CRM workflow, and simple for directors to recover the information for examination.

Conclusion

If you are willing to follow and implement these steps, accurate forecasting can be a possibility.

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Rephrase & Trigerz Partnership https://trigerz.io/rephrase-trigerz-partnership/?utm_source=rss&utm_medium=rss&utm_campaign=rephrase-trigerz-partnership https://trigerz.io/rephrase-trigerz-partnership/#respond Wed, 31 Jul 2019 11:13:17 +0000 https://trigerz.io/?p=1142 Rephrase & Trigerz Partnership Partnership Announcement Rephrase and Trigerz are delighted to announce a partnership that will provide Trigerz users with a direct link to a London based Salesforce consultancy who specialises in process and productivity improvement. This partnership will provide customers: Build more efficient business processes. Maximise return on investment in Trigerz. Drive user […]

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Rephrase & Trigerz Partnership

Partnership Announcement

Rephrase and Trigerz are delighted to announce a partnership that will provide Trigerz users with a direct link to a London based Salesforce consultancy who specialises in process and productivity improvement.

This partnership will provide customers:

  • Build more efficient business processes.
  • Maximise return on investment in Trigerz.
  • Drive user adoption of Salesforce.com
  • What this means for customers:
    • This partnership will help our customers to design and implement processes within Salesforce to help increase the effectiveness and adoption within the CRM. As a customer our objective is to help your business grow and scale for future success.
  • Introduction to both services:

Rephrase is a London based Salesforce consultancy specialising in process improvement and low code solutions in order to help companies operate more efficiently and by doing so, boosting productivity and ultimately revenue. www.rephrase.co.uk

Trigerz for Salesforce is a 100% Salesforce Native application that helps your sales teams stay on top of their revenue generating tasks by driving the right behaviours, so managers and executives can focus on coaching and executing against strategy. Trigerz are notifications created by an event, scenario or action. These can then be pushed out to your teams as insights to drive the correct behaviour whether you are calling, managing opportunities or prioritising tasks. For more information on Trigez, please visit: www.trigerz.io

 

If you would like to hear more or would like a data audit feel free to contact: info@rephrase.co.uk or info@trigerz.io

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Raising The Bar In Sales Productivity https://trigerz.io/raising-the-bar-in-sales-productivity/?utm_source=rss&utm_medium=rss&utm_campaign=raising-the-bar-in-sales-productivity https://trigerz.io/raising-the-bar-in-sales-productivity/#respond Tue, 30 Jul 2019 07:46:43 +0000 https://trigerz.io/?p=1133 Raising The Bar In Sales Productivity. In an ideal world most sales leaders would love 100% of their sales team supper productive and all overachieving quota. This is obvious so why is it, that not everyone is getting the same results as your top performers and what is the magic recipe to for this success. […]

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Raising The Bar In Sales Productivity.

In an ideal world most sales leaders would love 100% of their sales team supper productive and all overachieving quota. This is obvious so why is it, that not everyone is getting the same results as your top performers and what is the magic recipe to for this success.

Despite how effective your top sales reps are, there’s always an opportunity to get better, regardless of whether it’s in the process, the methodology, the systems that are set up, or the attitude of persistently breaking records and extending to accomplish more.

What is sales productivity?

Sales productivity is extensively characterized as the rate at which individuals from the business group achieved the desired outcome, for most sales teams this is the revenue target. In the B2B selling space this is progressively centered on exceeding the sales quota. Therefore, sales reps are under regularly expanding strain to achieve targets. However, many companies are setting themselves up for failure by not having a clear attractive commission plan, are focusing on metric that don’t drive results, are complicating the sales process or simply not listening to sales reps/customers to understand the obstacles in the customers purchasing process.

Improving sales productivity is not just a salespersons problem, but a sales origination challenge. Salespeople want to be successful but many struggle to achieve 75% of their targets, why is this?

Additionally, it is critical to find out what improved sales productivity looks like. It is also fine to take a guess at improving your organizational practices, however in the event that you don’t have all the correct data points or a plan on what you are attempting to accomplish, it will be hard to achieve the outcome intended. We investigate by taking a look at what does it mean to improve sales productivity by analyzing the sales procedure, alignment between marketing and sales, and adoption of the technology.

Designing and improving the sales process

To be effective, sales must pitch to as many potential purchasers as they can without relinquishing quality. Efficiency and productivity are the most important parts in improving the sales process and building up a dynamic sales experience.

Making Sales Repeatable

Building up a repeatable sales procedure is one of the quintessential fixings to expanding deals efficiency. On the off chance that individuals from the sales group are prepared and empowered to work with a business procedure, it is a positive development to expanding profitability and consistency.

Keeping Sales as a versatile program

It isn’t just significant that this sales process can be adapted by individuals that are concerned only, it should likewise be versatile to conditional changes. Guaranteeing that this business procedure works for enormous organizations just as littler ones and that it will work in every single potential market and its flexibility to new product developments.

How can sales productivity be calculated?

There are many sales tools which can help you calculate the productivity of the sales of your reps. With more than just a bit of information, by using a BI (Business Intelligence) tool or just using KPI’s and conversion metric’s you will be able to analyze the sales pipeline volume for the next 30, 60 and 90 days. The tools which you should use must provide you insightful feedback in multiple ways that are implementable so that your sales team get a clear view of the path to enhance their sales productivity even more. Now a days, salespeople work differently today than they did 10 years ago. The tools are more efficient and user-friendly allowing reps to take more control of running their business.

Impact of sales productivity

That is pretty obvious, isn’t it? Of course, the more productive your sales reps get, the more business and profit your business has. With that profit, you can either think of investing more in your current business or you can invest it elsewhere to double up the profit but do not forget to reward your sales reps for being productive because they need to know their productivity isn’t going unnoticed.

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Motivating Sales Teams to Increase Sales Performance https://trigerz.io/motivating-sales-team-to-increase-sales-performance/?utm_source=rss&utm_medium=rss&utm_campaign=motivating-sales-team-to-increase-sales-performance https://trigerz.io/motivating-sales-team-to-increase-sales-performance/#respond Sat, 20 Jul 2019 08:11:18 +0000 https://trigerz.io/?p=1106 Motivating Sales Teams to Increase Sales Performance For many organizations, the sale of product or service is the heartbeat of the business, and the achievements of the sales department determines which direction a company takes from investments, acquisitions, product/services developments to recruitment. This is also one of the key reasons why there is so much […]

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Motivating Sales Teams to Increase Sales Performance

For many organizations, the sale of product or service is the heartbeat of the business, and the achievements of the sales department determines which direction a company takes from investments, acquisitions, product/services developments to recruitment.

This is also one of the key reasons why there is so much pressure for a sales department to perform, but on the flip side it is also the reason why so many salespeople are rewarded much more than most other departments.

A salesperson lives and dies by their sword!

Now, from a salesperson perspective, it is not always easy to make a sale or to hit targets. There are many reasons behind this some which fall under the company’s leadership and some that fall with the salespersons motivation to learn, work smart or they might just be the wrong cultural fit.  The majority of salespeople would lose focus or energy to try more than the usual because it’s all about staying focused and energetic regardless of the challenges that a salesperson would face. Constant obstacles or not being able to meet the targets would automatically decrease their morale and they will stop performing the way they wish too.

In order to stay motivated, a leader, coach or mentor need to understand a sales rep psychologically. What is it that they want from you or expect from you? Is it Money? Recognition? Rewards? Or do they find comfort in helping others? These are surely the key elements to help a rep perform more efficiently but you need to understand that every sales rep will respond differently to each element because that entirely depends upon their own motivational style.

Types of Motivational Styles

So, in order to get familiar with their motivational style, we need to understand that there are 3 types of motivational styles.

  • Intrinsically
  • Extrinsically
  • Altruistically

Now, the challenge is to determine how each rep is motivated. Once you do that, you won’t have to think of creative ways to motivate your sales reps.

What are intrinsically motivated salespeople?

People who are intrinsically motivated, they would look for personal reward rather than external ones like money. They are driven by their internal desires for purpose, leaning, growth, and are fed through acknowledgement and praise.

How can you motivate an intrinsically motivated sales rep?

  1. Once your sales rep has reached his target, you should recognize their accomplishments and efforts through a public announcement or maybe you can just give them a shout-out during the meetings to make them feel that they are an asset to the company.
  2. Post their rankings and sales number on the boards or someplace where the rest of the team can see it and acknowledge it.

What are extrinsically motivated salespeople?

People who are extrinsically motivated are driven by the passion of earning more money than they are already earning. They get motivated after closing an opportunity and then visualizing how they will earn more money.

How do you motivate an extrinsically motivated sales rep?

  1. Since it’s obvious that extrinsically motivated people are satisfied by earning more money, you need to place your strategies accordingly. For instance, you could make attractive compensation plans for them which would give them a higher reward depending on their work performance.
  2. During the meetings or coaching classes, encourage them by depicting an example of a closed deal which would open the opportunities to get higher rewards. Ask them on what they would spend their money on after achieving the targets that has been given to them.

What are altruistically motivated salespeople?

People who are altruistically motivated are the nicest and most sensitive people. You would be amazed to know that they are not in it for the money or praise, they would find peace in helping others and supporting them. Finding ways which would benefit the people around them so that they can sleep peacefully at night thinking about how somebody had a good day because of them.

How do you motivate altruistically motivated sales rep?

  1. You need to allow them to care for their clients and let them go above and beyond but that must be within the defined boundaries.
  2. Ask them to share the stories of success about how you can retain a client and let them give their suggestions in the meetings when there’s an on-going problem.
  3. As you know these are sensitive people, you need to listen to them carefully and give them their space before you tell them what went wrong.

Now it’s time to implement and get results!

Now that we understand the motivational factors of our teams the next steps are to allow them to execute against their targets the steps to achieving this are as follow:

  1. Set clear objectives that allow you to manage, coach and reward each of your team.
  2. Remove any ambiguity or barriers in preventing the team to be successful
  3. Allow the team to work as a team to achieve results encourage collaborate, friendly competition and most importantly and environment to celebrate.

The CRM plays a vital role in most organizations from handling customers data to the processing of orders and providing reporting on the overall performance of the business. For a salesperson they want to spend the least amount of time entering data they don’t understand or don’t see the direct impact from.

As a head of Sales or Operations we need to think about providing sales teams with the shortest path to success that also connect with motivational behaviours mention above.

A happy, focused, motivated sales team is surely better than a team that feels like rabbits in headlights!

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Cognism & Trigerz Partnership https://trigerz.io/cognism-trigerz-partnership/?utm_source=rss&utm_medium=rss&utm_campaign=cognism-trigerz-partnership https://trigerz.io/cognism-trigerz-partnership/#respond Tue, 02 Jul 2019 16:54:30 +0000 https://trigerz.io/?p=1058 Cognism and Trigerz are Excited to Announce a Collaborative Partnership Maximising Performance for B2B Sales and Marketing Teams Natively in Salesforce Today, Cognism and Trigerz announce a partnership that will maximise performance for B2B sales and marketing functions through the provision of accurate, real-time contact and insight data, combined with alerts to your teams on […]

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Cognism and Trigerz are Excited to Announce a Collaborative Partnership Maximising Performance for B2B Sales and Marketing Teams Natively in Salesforce

Today, Cognism and Trigerz announce a partnership that will maximise performance for B2B sales and marketing functions through the provision of accurate, real-time contact and insight data, combined with alerts to your teams on the ideal behaviours to follow to achieve optimal results.

Introduction to Cognism:

  • Cognism for Salesforce is a native app which is available for download on the Salesforce AppExchange.
  • Cognism provides B2B sales and marketing teams with access to an AI-powered global data asset of 400 million B2B profiles. Our patented Revenue AI engine updates data in real-time to ensure accuracy and compliance. Our solutions are proven to reduce the times that B2B organisations spend prospecting and inputting data into Salesforce.
  • We also track all profiles using sales triggers, including job joins and company funding, which are proven to increase conversion rates.
  • Finally, we are able to help surface new business opportunities out of your existing data through our refreshing and enriching capabilities.

Introduction to Trigerz:

  • 100% Native to the Salesforce instance and available for download from the Salesforce AppExchange.
  • Trigerz are notifications created by an event, scenario or action. These can then be pushed out to your teams as insights to drive the correct behaviour whether you are calling, managing opportunities or prioritising tasks.
  • We reduce the time spent by management teams, ensuring the right behaviours are being followed through our simple dashboard views, allowing for time to be spent on coaching and driving growth.
  • Gamification of targets to drive productivity and motivation.

State of the market:

According to a report released by Forbes in 2018, 64.8% of a sales rep’s time was spent on ‘non-revenue generating activities.’ According to the author Ken Krogue of InsideSales.com the way to get sales reps back to selling is through ensuring your CRM operates seamlessly with sales technology tools, with ‘Prospecting tools (rated)… the most valuable.’

 

It is also recognised by the Sales Executive Council that a 5% performance increase in middle ground sales reps yields over 70% more revenue. Therefore, providing triggers with the right behaviours to follow to increase performance will drive revenue and productivity.

What this means for our customers:

  • This partnership will turn Salesforce from a simple CRM to an end-to-end powerhouse for lead generation, performance management, and gamification. This will ensure sales and marketing teams are provided with the all the tools to ensure they are engaging with the right people, directly at the optimal time and in the right way.

Statement from James Isilay CEO of Cognism and Ash Makwana CEO of Trigerz

This is a fantastic partnership for our customers. I personally see this as a step forward in enabling all sales teams large and small with clear customer data and intelligence along with utilising Salesforce to improve CRM adoption, drive process efficiencies to help sales teams achieve sales objectives. The ultimate vision is to support sales teams to achieve the best possible results.

 

For more information on:

Or contact us directly:

 

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