In today’s highly competitive economy, the line between high performing sales teams and average sales teams is becoming darker and darker. Sales managers have to do all that it takes to make their team high performing. The sales landscape is quickly growing more competitive, and it’s increasingly important for sales organizations to understand what makes a winning sales team.
Salesforce.com recently released the 2015 State of Sales report, highlighting the sales trends in 2015. Salesforce surveyed more than 2,300 global sales leaders to discover how high performing sales teams are evolving to stay ahead of the curve. The results identified 5 clear trends I’ve outlined below.
Maximize the Use of Sales Analytics
High performers use tools to view real-time analytics and make informed decisions to fuel prospect and customer outreach process. It allows sales managers to not only quantify and accurately measure rep performance but can also help to diagnose and subsequently, coach problems or issues leading to rudimentary productivity. And reps respond better to coaching when you bring hard, actionable data directly to them. By pointing out the weaknesses instead of generalizing improvements, sales reps become more receptive to change. According to the report, high performing sales teams are 3.5x more likely to employ sales analytics than under performing teams. If you wish to outpace your competition, invest on analytics and identify trends in your sales data, and gear your sales strategies on those trends.
High performing sales teams are 2x more likely than underperforming teams to use or are piloting to use mobile sales apps. This tool allows sales reps to always stay productive, even when they are on the road. So it’s not a surprise that this is winning trend among high performers. Top sales organizations use mobile apps for everything from lead management to sales forecasting, allowing them to close sales from anywhere. However, this trend is expected to shrink in the next two years as all sales organizations are moving to capitalize this trend. In order to stay ahead of the competition, high performers are looking towards customer-facing apps.
Break Down the Silos
Today’s sophisticated buyer has a complex and unique relationship with your organization, extending to sales, marketing, and service touch-points. High performers realize this and they see sales as a key differentiator and view sales as the entire company’s responsibility. According the report, High performers are nearly 3x more likely than underperformers to rate sales as the entire organization’s responsibility. By properly integrating all the departments, organizations can unlock almost unlimited potential for revenue growth.
Optimize with Technology
High performers meet the needs of the new sophisticated buyer by working smarter with sales technologies. They are more significantly likely to replace sales applications with cloud-based solutions that supercharge sales processes freeing them from process-heavy tasks. High performing teams are 3x more likely than underperformers to invest in sales technologies that give them an edge. Most average performers invest in basic CRM technologies, but the leaders go beyond CRM to things like predictive analytics, competitive intelligence, targeted sales content, etc.
Find Ways to Innovate
High performing sales teams always keep an eye on cutting edge technologies and advancements that have the potential for high sales revenue growth. 83% of sales teams are currently using or piloting to use wearables in some form in the next two years.
How does your sales team perform against these stats? To gain the competitive edge, check out TexoCC Sales Engagement Hub and how an intelligent analytics driven sales acceleration platform can help drive more sales.