Does your organisation suffer from that common split between Sales and Marketing? This inability to communicate is debilitating the power of both sides of the house.
Inspiring, informative and captivating content can only be produced from the marriage of these two branches – Sales needs Marketing’s creative eye to capture the interest of prospects, whilst Marketing is completely blind without the knowledge and expertise of Sales.
Closing the loop between these two teams will create content that is always focussed and relevant to your target audience.
How much time do your sales reps waste looking for appropriate content to present to their prospects?
Your reps are way too busy to be scavenging the archives for suitable assets or, worse still, to start creating their own versions of the messaging…
Promote a system that will enable the team to find the right piece of content for the right contact, every time they need it.
Establish one centralised source and assign the administrative role to just one person (or small team) so they can be gatekeepers and promoters of new resources, updating as necessary and retiring old content.
It’s important to keep a close eye on which assets resonate best with our buyers and what tools are the most efficient for our teams.
If a certain message isn’t working, tweak it or ditch it. If a piece of technology is too complex, invest in apps and training that will make them work better.
Remember, this is an iterative process that needs to happen regularly and that, sadly, is never complete.
4. Training & Coaching:
Give your team the resources they need to be successful. No investment has a higher return than spending time and money on training and coaching your sales team.
As every individual is different, every training programme should be targeted, helping reps develop the skills most necessary for their role and coaching them around specific accounts that they may find troublesome.
As we looked at earlier, the way in which the modern-day sales team works has changed. Therefore, the sales army needs an innovative set-up, so they can successfully perform their duties whenever and wherever.
Which is why it’s very important to give special attention to tools like the CRM system, after all, this is where the most important data and metrics resides, and ensure the system is set out with the sales team in mind.