As a salesperson, you are responsible for generating revenue for your company. If the sales numbers aren't where they need to be, it's time to analyze your sales process and make changes that will improve performance.
Improving sales performance relies on understanding the factors that affect sales at each stage of the process. It can take years for salespeople to perfect this art. But there are five things you can do today that will help you improve your sales performance on time for your next evaluation.
Analyze your sales performance
One way to improve sales performance is to analyze your current system. To increase the odds of converting new customers, conduct a self-audit on your process to map your strengths and weaknesses.
Guiding questions for your sales performance self-audit
1. What are your goals, and how do you measure success?
2. How do you prioritize your time to make the most of it?
3. What can you do differently today to improve your sales performance?
4. Are you prepared for objections?
5. What is the best way to stay organized during a busy week without being overwhelmed?
6. Are there any tools that can help with productivity, organization, or data? Any tools that might be worth trying or learning about so you can use them later down the line?
Take advantage of data
There are many ways to optimize B2B sales performance, but the most accurate way is by analyzing and leveraging data. It's much easier to conduct an efficient self-audit when you have data. Data helps you break down the process into micro-steps you can focus on to optimize the sales process. Collecting data every step of the way enables you to quickly find the dips and leaks, especially when you have large amounts of data.
Usually, the data we extract comes from CRMs, and email automation doesn't tell the whole story. If you want to go deep and make substantial revenue jumps, you must collect data through the entire sales cycle from start to finish, including the demo phase.
You might say it's hard to collect and analyze large amounts of data, but there are automated solutions that provide easy-to-digest visual dashboards and graphs. Remember every little piece of data is essential because you never know where you'll find your next opportunity.
All in all, the point of this exercise isn't just knowing when something goes wrong but also finding out when things go well, so your profit keeps growing!
Deliver value based on customer needs
Understanding your customer is the key to a successful sales pitch. Salespeople should know how their product will benefit their prospects in achieving their short-term and long-term goals.
The more you understand your client's challenges and needs, the better you can position yourself to solve the most significant pain point your prospect has. That's why asking the right questions is crucial in helping you craft the perfect pitch. Asking follow-up questions may help bring up feelings or thoughts within your prospects that might expand the scope of the sale.
In any case, active listening and focusing on prospect answers as a tool to deliver value-based offers can do wonders for your sales performance. When in doubt, remember the 80/20 rule: listen first, then speak.
Here are some questions to ask your prospect that will help you deliver a valuable offer:
- What are your objectives/goals?
- What problems are you facing?
- What are your expectations?
- What would you view as a success?
- What's the next step, and by when?
Discovering your customer's pains and setting expectations for the next step will help you improve sales performance and may even make your sales cycle shorter.
Get personal with your prospect
You want to build a relationship with your potential client, establishing trust and rapport is a critical step in the sales cycle. Connecting with your prospect on a personal level increases their willingness to buy from you.
You can research your prospect's social media accounts before meeting up with them - Facebook, Instagram, Twitter; social media profiles say volumes about the individual, and you can leverage these tools to connect and boost your sales performance at the same time. If you don't have the time or think it's too personal to dig into someone's social media accounts, here's an alternative.
Three tips for establishing an instant connection with your prospect
- Drop the sales voice - Prospects pick up on that immediately, and it can destroy any trust or respect before you get the chance to establish it. Instead, focus on being genuine. It's easier to connect with a natural-sounding person.
- Make it all about the prospect - To reiterate the central point from the previous section, focus on the prospect 100% of the time. It's all about their problems and how you can make their lives easier.
- Ask a provocative question - Instead of focusing on making the prospect happy, mention two or three industry challenges you've observed, and ask the prospect if they can relate. If they can, you just became an expert in their eyes. If they can't, it's probably not a good fit, and you should move on to another prospect.
Offer personalized interactive demo experiences
Knowledge is power when it comes to sales. The most common way people decide whether or not they want to work with you has a lot to do with how the prospect felt during the sales process. 53% of prospects said that the sales experience was what made them decide!
Imagine you are a prospect looking for your next SaaS product solution. You have narrowed it down to two different companies, one of which has a personalized and interactive software demo while the other company shows a slides presentation. What would be more appealing, and what company has the advantage here?
Its evident interactive demos have the upper hand in more ways than one.
How interactive demos make your B2B sales performance better
Salespeople who present interactive and personalized demos provide a unique experience to their customers while gaining a new layer of insights and data words could never give.
Traditional CRM and email automation can give you some data, but having data and insights infused into the demo phase opens a new door into sharpened sales pitches and offers.
On the one hand, prospects know what they are getting, which is a great way to remove any uncertainty while allowing them first-hand experience of how your product works. On the other hand, you gather data and insight into precisely what parts stood out most and resonated best, so there is a clearer idea about where to focus next during future interactions.
When you're armed with up-to-date technology, you enhance your chances of success, make the process more efficient, and ensure your pitch never becomes stale.
If you think customized interactive demos can be helpful to improve your sales performance, click here to start creating demos.
Follow-up with prospects often
Following up with prospects frequently is one of the most important things you can do. Lead generation is complicated and expensive so being thorough with every lead is essential. Plus, all that hard work building rapport and trust goes down the drain if customers forget who you are. When only about 2% of sales occur in the first meeting, the importance of following up and doing so frequently is vital in improving your sales performance.
Use email marketing tools like drip campaigns or autoresponders to follow up automatically, and don't forget about personalization. We even covered how to write a killer follow-up email for your convenience.
So how do you improve B2B sales performance?
The best way to succeed in sales is by understanding your customer's needs and providing an answer to their pain. By following these five simple tips, you'll be well on your way towards developing a better understanding of what it takes to boost your B2B sales performance.
But really, the key to success in sales is continuous self-improvement and leveraging technology to analyze and optimize the process. It's much easier to improve when you know where the leaks are. With Walnut sales experience platform, not only can you create personalized demos at scale, but you collect essential data at every step of the sales process. Data you can leverage to close more deals.