Every organization wants to have a sales team that can perform at its highest level. The idea of having a team capable of closing deals quickly and efficiently is highly sought after by many. Unfortunately, high-performing teams don’t just magically appear from thin air.
It also doesn’t mean you can hire anyone out of the blue and expect them to know which activities lead to the best outcomes and avoid the ones that aren’t adding value.
To ensure that your pipeline is acquiring consistent results, sales teams need to know that they are driving the appropriate activities each day. For a good percentage of sales teams, most of a sales rep's day is used on non-selling activities. That is a problem that ultimately comes from not having a well-defined process for them to execute.
There are tons of various activities that a sales team can be working on on a given day. With the assistance of technology and analytical data, sales teams can scale by discovering where and how to best allocate their time and energy for more reliable returns. For this post, we are going to provide you with some high-impact activities that your sales team can take advantage of.
Sales activities are a day-to-day activity, method, or practice that sales teams take part in. Over time, these activities will lead to results, such as reaching a sales objective or surpassing a sales quota.
To put it in perspective, types of sales activities that sales teams perform regularly include:
Every one of these is beneficial sales activities that enable a sales team to approach, meet and sell their product or service to the target audience. It also paves the way for other results and opening activities that bring your sales representative much closer to closing a deal.
When you have successfully gotten into sales activity management and are tracking them, these broad categories of activities can be segmented to acquire more insight. For example, meetings can be segmented into determining the number of visits that were first-time sales meetings with a prospect.
Furthermore, there are some actions that sales reps spend time on each day that can be considered sales activities but are only measured by the result.
One example is prospecting. It’s been established that a sales rep's prospecting efforts are valid by the number of new leads they are supplementing in the sales funnel. Meaning, the leads themselves are not the sales activity, but the prospecting part is.
Here are several high-impact activities for sales teams to take advantage of.
If you are not keeping track of your sales activities, you will barely have any way of increasing them down the line. If your sales teams are unaware of what they're doing, they have no way of knowing which activities are causing results.
So, one of the things you need to do is ensure that your sales activities are being actively monitored in real-time.
Tools like CRM are a great way to deal with the gap and help your sales team track accounts, activities, contacts, and deals. Furthermore, that data can be used alongside other tools that help boost sales.
For example, Intro.so is a tool that can help your team check out any information they have on a customer while remaining connected to Zoom. Sales reps won't need to switch tabs to see vital information about the prospect.
Regardless of how much technology manages to change the way a sales team does its work, nothing will ever replace the need for a decent cold calling. Sales calls are usually some of the best ways to establish a meaningful connection with your prospects early on. Emails are much easier for people to brush off, but calling someone grants you a way to connect with your prospects and appeal to their concerns in real-time.
Calls are an effective way to determine whether the sales rep has managed a legitimate marketing lead on their hands. If someone is willing to get on multiple calls, that's a good indicator that these calls are going somewhere. It is one of the many reasons why cold calling and follow-ups are still in use by many sales teams. If anything, they are still considered some of the top sales activities around.
Of course, sales calls have their own set of challenges to deal with. Even veteran sales reps have issues with cold calling. Sometimes you may spend hours making tons of calls with a lead who suddenly ghosts you, resulting in wasted hours. It’s one reason you need to ensure your sales team calling strategy is well defined. The results you are trying to achieve shouldn't just be to reach the weekly call quota but also to remain efficient in closing deals.
Similar to cold calling, emails are going to become a part of your daily sales activities.
Campaign Monitor released some data showing that emails are by far one of the more preferred ways of communication between customers and companies.
Furthermore, more than half of people tend to check their inbox at least two times per day. That means you need to start taking advantage of your inbox to improve the impact of your sales activities.
Emails enable you to respond to individual concerns of your prospects without needing to do so in real-time.
Emails make it easier for sales reps to share materials, such as guides, tutorials, screenshots, that reveal the ins and outs of the product. Moreover, one of the most notable upsides has to do with automation.
Creating an email outreach template helps set the bulk of your emailing effort on autopilot. Of course, you need some personalization for this to work, but using a premade template can assist with these endeavors. That rule also applies to any follow-up emails, which also require barely any personalization.
While meetings may not seem like something that would be a part of your sales activities, they can serve as significant eye-openers. Keep in mind that your team is the one working behind the scenes. Teams that conduct frequent sales meetings are much more likely to have their goals aligned.
For example, allowing your top performers to share insight that could help boost your strategy. If your best sales reps seem to be the ones spending the most time cold calling, tracking their individual sales activities can allow you to confirm what your team's most profitable actions are by the numbers.
When you conduct these meetings, make sure you interrupt any distractions. Grant them your full attention for the duration of the meeting. Avoid any distractions so you can become an effective asset to the sales team. Your team will likely want your feedback and input on certain matters as well. Establishing a meeting schedule ahead of time with a set of topics to cover allows you to plan. You can draft a couple of questions to follow up with the rest of your team.
The massive amount of data gathered on various leads can be staggering. The same goes for data that is acquired from these sales activities. Relying on CRM data enables your team to determine that 80% of their closed deals went through five or more cold calls.
You can find out which of these channels was more successful for managing customer relationships.
Another thing you can do is maximize your content marketing efforts to get more data on your ideal customers. You can work closely with your marketing team to figure out what users are thinking about and what they want to see in your product offering.
That data-driven motion to comprehending the sales activities hints at which tasks are likely to be the highest priority. Plus, you can also figure out who’s doing what among your team, ensuring that quotes are being reached and those valuable sales activities are getting completed. Sales teams need to have a pulse on their data. So they remain aware at all times about who is doing what.
Another way you can deliver high-impact activities in sales teams is by focusing on the most qualified prospects in your pipeline.
Individually, you want to concentrate on those prospects who have shown interest in your services or products since they are the ones who only require a tiny push. The ones who have not engaged are not worth spending any time on.
Once you have managed to identify your best prospect, you need to ensure you can keep them engaged. For example, one of the activities you can do is send out an email with a link to a blog post your prospect would find helpful. Another option is to remain active on social media where prospects can see the way you interact with satisfied customers.
Sales activities are necessary for any team to ensure they continue to close deals. Your sales team must be taking advantage of these high-impact activities if they wish to meet their quotas and ensure the success of the organization. If you want to make sure they remain on top of everything, check out our extension for Zoom.