# 11 High-performing sales teams invest in sales enablement strategies and technology
Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.
Salespeople I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales results! Or salespeople who populate CRM’s with data and nothing happens with it…either they don’t take the actions that they schedule or their sales manager doesn’t look at the activity and results and coach from it. At the very least, use Outlook for upcoming actions and appointments if the company doesn’t use a CRM. Don’t let your success be at the mercy of the technology that your company provides.
Sales Managers Seriously?
There is no excuse, including cost, that keeps sales managers from having a structure for managing sales opportunities and actions. SalesForce, HubSpot are 2 affordable solutions and are easy for salespeople and sales managers to use. And if they are too expensive and cash is really tight, use Outlook for scheduling and Excel for client databases…but use SOMETHING that forwards sales follow up actions and manages accountability.
9. Salespeople are 9x more likely to convert web leads if they respond within 5 minutes
Customers who contact you via your website expect a quick response. Leads and questions that come through your site need to trigger a response instantly within your sales team.
Salespeople This role isn’t a fit for EVERY salesperson. They need to be skilled in technology, persistent in their communication and closely tied to the marketing department so that they can participate in creating responses that are effective. If you can, get a phone appointment to discuss the prospects desires and project…otherwise, it’s just filling a data request.
If you don’t have a dedicated salesperson to manage this, you need to assign or hire one. AND they need to be trained in this kind of engagement…otherwise they become service responders and not salespeople. Be prepared to engage them with the marketing department as this is a different sales process and communication than a retail opportunity and needs to be managed as one.
7. 80% of sales need at least 5 follow-up calls after a meeting
As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take time and continuous communication with the customer.
For Salespeople PLAN to do at least FIVE follow up calls with each prospect. Shift your thinking about this. Make each call a bit different and all of them compelling…with enthusiasm! And if you are scheduling appointments or closing as an outcome to the call or meeting, you don’t have to ‘chase’ prospects with phone calls. When CAN they close the sale? What are the obstacles? How are you discussing those obstacles? ASK more questions and don’t try to talk them into the sale, but rather use these opportunities to discuss objections and options to overcome them. The biggest take away here is to expect to make more follow up calls than you have been making so that you aren’t cultivating resentment and resistance on your side of the call, but rather an appreciation for the prospect’s buying process and working within that.
For Sales Managers
For this to happen, you need to PLAN to follow up on their follow up calls and plan on teaching them how to do this…and to manage their thinking about follow up and how many calls it takes to get the sale. Sometimes they need instruction, sometimes they need encouragement, sometimes they just need a push – know your team and their pitfalls regarding follow up calls so that you can manage to their resistance or experience. And BE the example for them to follow and share your successes when you have tenaciously followed up and got the sale so that you can create believers in them.