Nearly 50 percent of all new businesses fail within their first four years of operation.
Whether your business is brand new or several years old, if you aren’t increasing your sales, you’re likely headed for failure.
Nurturing sales and growth is essential for the long term success of any business. Many small businesses have a sales team on board for exactly that purpose. When your sales team starts underperforming, you need to figure out why.
Keep reading to learn a few reasons why your team isn’t selling at the highest level, and what you need to do about it.
Your Team’s Approach is Unorganized
Each customer is unique. But that doesn’t mean that your approach should differ from one client to the next.
If your sales team doesn’t have an organized, structured approach to making contact with new clients and fostering lasting relationships with repeat customers, you’ll never see sustained growth. With a systematic approach to communicating with and tracking client interactions, your sales team will be better able to follow through on initial client contacts and know what step comes next in the process.
Not only does your sales team need a set pipeline designed to guide them from initial contact to final sale, but they also need a way of tracking which member of the team has prospected which clients.
The last thing you want is to find out that one member of your sales team is reaching out to clients that another team member has already communicated with. This mistake will leave your team looking unorganized and unprofessional, and it may very well cost you your sale.
No One is Tracking and Recording Customer Interactions
Knowing what your sales team should be doing at every step of the sales process is important. But it isn’t the only thing you should be tracking. If you aren’t also recording your client interactions, how they responded, and their level of interest, your sales process is unlikely to be effective.
Monitoring and recording customer interactions allows every member of your sales team to properly address each individual client. This allows your team the opportunity to create personal connections with each and every client, regardless of how small your sales team is and how many clients you have.
Your Team Isn’t Working Together
Even if you like to foster some healthy competition among members of your sales team, in the end, every member is working towards a shared goal. Which means that they should be working together on the way to that goal as much as possible.
Even if you’re like 62 percent of all small businesses with fewer than 5 employees, communication and teamwork needs to be structured if you want your team to stick to it.
Sharing calendars, email templates, client information, and more will help keep your team connected and cohesive, rather than working against one another.
Rethinking Your Sales Team’s Strategies
If your team is underperforming or you aren’t seeing the growth you’re dreaming of for your small business, it’s time for a change.
A CRM (Customer Relationship Management) system may be the answer. This software allows you to track customer interactions, plan your sales pipelines, communicate with various members of your team, and more. It creates an organized approach to every aspect of the sales process, helping your team perform at the highest level with no roadblocks along the way. Just make sure your team is properly trained so they can get the most out of the CRM.
Not all CRM systems are created equal. If you’re going to invest in this software for your team, make sure you choose one that is organized, efficient, and can be mastered by your team.