How to Best Manage Your Sales Performance

The key to ensuring the survival of your business in the contemporary, highly competitive market where the circumstances change on a daily basis lies in how good you are at selling your products or services, no matter what industry you are in. As the rules and circumstances are changing constantly, so should your selling practices.

To improve and adjust to the new demands of your clients and the market itself, what you need is a well-structured approach to sales performance management, which will advance the skills and techniques of your sales team.

Here are a few tips on how to best manage your sales performance.

Have a plan

In order to ensure that your sales reps use only the best practices which enhance their ability to sell, you will need an effective sales plan. It should establish clear guidelines for your sales team members, and lay out your company goals as well as activities needed to reach them.

The execution of the sales plan can be easily measured and the plan itself reviewed if your goals are properly quantified.

Setting both precise activity goals, such as calls per day, and result goals, like sales per month, is also a great way to help your team members better understand their role and focus on the important tasks.

Recognize the needs

No matter what the method of communication with your prospect is, in sales, nothing matters more than gaining their trust.

In order to reach that point, you need to recognize your customer’s needs, empathize with them, and try to sell the product and service accordingly, as a solution to their problem.

Instead of making a sale, try out the golden 80/20 rule and focus on listening and understanding the prospects 80% of the time following this ratio. This requires the active listening technique which is crucial for realizing how to best help your prospects.

Many sales reps fall into the trap of talking endlessly about all the amazing features and specs of their product or service, and this “me, me, me” tactics is a surefire way of losing prospects.

Follow up with the leads

Following up with the leads and keeping them “alive” and engaged is an important task in managing your sales. Days of the manual follow-up are long gone, as many client relationship management (CRM) tools are making it easier to track all leads as they move through the sales process, and even automating some of its parts.

Using online chat managed service on your website can also boost your sales performance, as such a practice can nurture and engage your leads, and help you determine whether your lead is qualified before booking a meeting.

Cold calling

Sometimes, your team members need to make cold calls, by approaching complete strangers and turning them into prospects. The main goal of a cold call is to make an appointment, and the odds are much higher if beforehand making a call you:

  • get enough information on who you will be taking to and what’s important to them
  • make a plan about how to best approach them

Creating a playbook with best practices included may be of great help to your sales reps, as it can allow them to focus on quickly qualifying leads and making appointments.

Word of mouth

Referrals are the most valuable tactic when it comes to providing new leads, as research suggests that referral leads convert 30% better than leads converted from other channels.

People trust friends more than they trust brands, and nothing promotes your brand better than a recommendation coming from a customer who is satisfied with your service or your product. It easily gives your business much-needed credibility and trustworthiness.

In order to get more referrals, you should make a practice of sending follow-up emails to your audience, making it easy for your existing customers to submit a testimonial or a  review.

Customer referral programs are a great way to increase your sales performance, so if you haven’t started one already, you should make it your priority.

Leverage email marketing

Emails are also a very effective resource in increasing your sales performance, by keeping your leads active, informed and interested.

Tracking email engagement as well as using email template sequences to further personalize your communication with prospects can be almost fully automated if you use the available tools. The same applies to creating highly tailored and targeted email campaigns.

Still, having in mind that only 9% of sales emails are opened, there are some general rules you should follow in order to raise the chance of your emails being opened, read or replied to:

  • emails should be from 50 to 150 words long
  • avoid words such as free, social, press, invite, and other spam triggers in your subject lines
  • use questions as your subject lines to spark your prospects’ interest and curiosity and imply that your email offers solutions
  • launch your campaigns on Wednesdays or Thursdays.

The subject line is of vital importance, especially if we bear in mind that 30% of people open an email based on how well it captures their attention and recognizes their need – that is, based on the effectiveness of your subject line.   

So, if you want to review and manage your sales performance, you should start from the very basics, such as making a good plan and getting to know the needs of your prospects, as well as by focusing on establishing timely, relatable, and meaningful communication with them.

Top Things You Need to Know Before Hiring Sales People

Top Things You Need to Know Before Hiring Sales People

The rise of new business technologies and techniques over the past recent years have made people to speculate the death of sales. However, professional salespeople continue to have a value in companies. In fact, many high-performing companies still provide ongoing sales training to their sales teams – twice likely than low-performing companies.

With the right tools, knowledge, and skills, a salesperson can bring tremendous values to the company which cannot be easily replaced by any alternative marketing methods. Sales professionals who are expert in relationship building, growing existing accounts, and entice customers away from competitors are extremely valuable and highly sought after in the current job market. But before you hire, make sure you know the things to look for in a sales professional by checking this infographic from Healthy Business Builder.

Top Things You Need to Know Before Hiring Sales People-01

How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

When it comes to growing your HR Tech company, there are a million things that will come up as ideas and plans and “must-dos” in order to get more customers.

But it really comes down to this…

Building a systematic process that you can rely on that will turn strangers into happy, loyal, paying customers.

This is not easy, but as long as you know your customers and your product, it doesn’t have to be complicated. And the more “noise” that gets added to the conversation, the further you are going to get from creating your path to success.

Your company might be able to gain some initial traction from your existing networks and connections, and leveraging some sporadic word-of-mouth, or maybe the novelty of being new to the market, but that will only get you so far.

That’s where your system comes into play.

3 Stages Of Focus To Get You Customers

The 3 main questions to focus on for the highest impact are simple:

  1. How are we getting the attention of our target audience?
  2. How are we turning that audience into permission-based leads? (meaning they have signed up and self-qualified as an ideal customer and given you permission to build a relationship with them)
  3. How are we educating and motivating people to be excited to buy from us?

After those 3 things are accomplished, then you can build on top of them to grow at scale. But until you have these steps down and working profitably, you’ll be suffering from the dreadful sickness of Random Acts of Marketing. This leads to wasted time and money.

Not to fear! There is a simple cure…

A cure that will send out your dollars and efforts to bring back more of their friends. This cure is a systematic approach to launch, test, and improve your customer acquisition.

1. Getting Attention & Awareness

In this “top of the funnel” stage, you want to put yourself where your customers are hanging out and consuming information so that they start to find you and pay attention to what you have to say.

Online, this commonly takes place by publishing articles on your blog and then sharing them on social media using hashtags that are common for your industry. Then going out and connecting with your ideal customers on their preferred social media channels and striking up conversations with them with the main focus being to open a relationship and provide them value upfront.

As a byproduct, when you integrate SEO (Search Engine Optimization) into those blog posts, they’ll also help you start ranking on Google when people are searching common terms related to your products and services.

And with social media being the plumbing of today’s word of mouth, your blog content will help to fuel the sharing of people talking about you.

Get active in the online communities where your target customers are hanging out. Join in on the conversations and start adding value by listening and helping address the problems that they are having.

This activity will lead to visibility which will lead to opportunity.

2. Generating Permission-Based Leads

Now that you have their attention and your ideal customers are on your website (reading your blog posts), it’s time to move them along their customer journey and convert them from a visitor into a Lead.

This doesn’t necessarily mean that they are going to buy your brilliant product today, but it means they are a qualified candidate for becoming a great customer and successfully using your product.

Did you know that only 3% of a market is active buyers at any given time?

That means you need to focus on building those relationships with the other 97% so that when they become part of the 3% active buyers, you are there and ready and have already earned their trust and demonstrate your credibility.

This is how marketing is meant to be and how to make the sales process seamless.

3. Converting Leads Into Sales

You have driven awareness of your brand in your target market.

You’ve earned their attention.

You’ve gotten their permission to continuously provide them value before they become an active buyer.

Here is where you butter your bread.

With your follow up.

Once you have someone on your email list, it’s time to educate and motivate them, patiently and systematically, to meet with you when they are ready.

Send them messages regularly (at least once a week) that will add value to their life. Maybe that’s a quick email with a link to an article they’d find interesting, maybe it’s a new utility that will make their lives more convenient practically.

By sending out these emails, you are building a relationship with them so they Know, Like, and Trust you. The keys to making sales easy.

You’re also being persistent in a friendly way, so that when the time comes for them to move to their active buying stage, you are there with an easy way for them to get started.

Do You Have A System For Creating Customers?

By now, you should see the value in implementing a system for creating customers. Another byproduct that we didn’t touch on, but is very valuable, is that when you have a system, you can TEST what’s working and what’s not.

The elements in your system may not always be home runs. Most likely, very few will be. And it’s important to know this is not a one and done attempt. The system is reliable. The elements are what you need to test and improve.

Most social media ads fail on their first run, but that collects data for you to make the next campaign work. Maybe the original kind of blog posts you’re writing aren’t getting the attention of your audience. The offer you are making on your website might not convert a visitor into a Lead because it’s not intriguing or valuable enough from their perspective. Your email offers might not be irrefutable enough to motivate active buyers.

But when you have a system in place, you can see where there is a drop off and make improvements.

The system is the track to get your car on the road. Once you start driving, it’s easy to course correct.

But you can’t steer a parked car.

So take the time to focus on your 3 simple questions and put a system in place so that you can start testing and improving your customer acquisition and growing your HR Tech company more reliably and more profitably.


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