Building a Team with the Right Sales Cadence.
Sales cadence is often overlooked among salespeople and managers, yet it is key to optimizing performance and making sure opportunities do not fall through the cracks. What is sales cadence? It’s a strategic blueprint for the sales process and its tempo.
Does your business analyze sales prospects, and tailor the approach to suit the company size and industry? Is there enough follow up on Leads, Accounts and Opportunities? There is undoubtedly often a big disconnect between the optimum sales cadence and the number of sales touches which reps make. So, how do you improve this situation? Here are three key factors.
Many sales reps give up on leads within a week. But, research shows the most effective duration from the first touch to last, is between two and four weeks. Your company needs a strategy for this, based on the nature of your product, and whether it requires relationship or transactional selling.
Having decided on the duration of prospecting, you also need a schedule for approaches. How much time will your salespeople allow between each touch? Again, this will depend, in no small degree, on what you are selling, who you are contacting, and how much information they must absorb.
Your sales team cannot work well if the content of communications is poor. This is about sales enablement. You must say precisely and succinctly why the customer needs your product. It helps to create personas and use the right tone with each contact. Information must be digestible and relevant.
Sales Cadence Benefits
Devising an efficient cadence strategy has all kinds of positive outcomes for businesses. It is a proven way to meet and surpass sales targets, boost team morale and provide a better, more personal customer experience.
Trigerz is a Salesforce native app which works within your CRM and helps create the right cadence for your sales team. Using its analytics, you can reduce risks within your company and develop effective training programs. Isn’t it time your business found its rhythm?
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