And be sure to train your reps to handle price objections appropriately. Try role-playing exercises so they're prepared to talk about price without resorting to discounts.
Maintaining a good relationship with customers after the audit directors auditors email lists sale is important to ensure long-term business. By regularly checking in with their customers to understand how things are going and how they can help, salespeople can build trust and keep customers happy.
When representatives are consistently available to help, customers know they will always have someone there to support their business needs.
Beyond benefiting your company’s business outlook, staying connected with customers also supports your business’s strategic goals—it’s a sales metric that matters.
Ask your salespeople to keep track of the interactions they have with each of your customers, then compare the number of touches to the average length of a customer relationship.
If, for example, you notice that your top 10 long-term customers are reaching out to your sales rep about once a quarter, take a deeper look. What are those touch bases like? How often do reps find a problem they can help your customer solve?
Employee satisfaction
Ready for some sobering news? A 2020 survey by Emplify found that 75% of employees are moderately engaged in their work. What’s more, just 18% of employees may be responsible for thousands of dollars in lost productivity.
Working in sales requires persistence, and sometimes reps can run out of energy. So, one of your biggest challenges is making sure your sales reps are motivated and enjoying their jobs.
With a remote workforce, how do you keep your sales force in sync? Do they feel like they are part of a team? Are they on board with the sales methods you have implemented?
Employee feedback is crucial to a successful sales culture. KPIs are used not only to measure your team members, but also your performance as a manager. Because employee satisfaction can be difficult to quantify, consider using an eNPS survey, along with some qualifying questions to understand what makes them happy or unhappy, then compare the results to your goal. It’s also a good idea to learn how to spot burnout in your salespeople and determine a plan to combat it quickly.
Upselling and cross-selling rates
Who are the most qualified leads in your CRM? Your existing customers. Have your reps track their upsell and cross-sell numbers, and use that data to identify whether certain verticals respond well to certain product or service launches.
For example, if reps are having good luck selling feature X to customers with product bundle Y six months into their tenure with you, this might be a milestone worth adding to your sales process.
Observe when, how, what, and to whom your reps upsell and cross-sell, and adjust your efforts accordingly.
