Why do you need a Sales Development Framework, Now?

Sales development is stacking up to become one of our hot topics.

Why you ask?

Ever wondered what happens to all the leads passed by the marketing department to the sales team? Of course you have and are all too familiar with the answer as well. Most customers are not ready to buy your product even though they might be ready to engage with your brand’s content at the moment. As a result, not too many closures take place.

Wouldn’t you love it if your leads or prospects were warmed up enough to make well-informed decision and buying?Why you need sales development

Well sales development, if implemented efficiently, accomplishes just that.

It preps your prospects for decision making thereby helping sales reps to close the deals.

It’s a technique that will to manage your leads of all types effectively. The discipline helps your sales teams stay focused on managing and closing new deals because there is already a group of specialists to manage the front end of the sales cycle and schedule qualified demonstrations for increased conversions.

To elaborate, you need Sales development because:

  • {{cta(‘0055b931-407b-41d7-a235-2968f0498e68′,’justifyright’)}}Engagement with prospects calls for saving a huge investment of time, effort and resources.
  • It’s an effective lead follow-up model to maximize conversions.
  • Database sanity is improved with sales development.
  • Effective sales and marketing alignment is ensured.
  • The follow-up process gets improved considerably.
  • Sales reps’ productivity is maximized.

When the adoption framework is built right and effectively executed, sales development as a process can be a game changer for revenue success. You can track – 

Operational metrics: 

  • Calls
  • Email open and response rates
  • Voicemail response rates
  • Lead source effectiveness
  • SQLs

Strategic metrics: 

  • Total opportunities
  • Number of qualified leads per month
  • Closed deals

Essential Components of Sales Development Process

 As a process, Sales development comprises of many strategic elements, namely –  

CRM software for much more than pipeline management
 

CRM can do much more than just pipeline management. Your CRM software must support your sales development representatives and workflows to help them monitor and manage the sales process better. 

It must have tight email integration, native mobile support and also effective follow-up and automation capabilities. 54% of organizations use CRM software to improve its sales productivity. We recommend you not to use CRM for only administrative objectives as it translates into waste of time and sales efforts.

Here are the things you can use your CRM software to do :

  • Refine your lead management process using a lead management software
  • Optimize your pipeline management
  • Improve the sales forecast accuracy
  • Better analyze the lost & qualified leads and opportunities
A Powerful Lead Qualification System

The sales development team must be crystal clear about the definitions of “lead”, “prospect” and “opportunity”, as well as the respective processes for eventually qualifying these and closing them efficiently.

Passing on the not-sales-ready leads to sales, that otherwise should have been dealt with lead nurturing mechanisms result in waste of valuable time, revenue and effort.

Marketing, sales development and sales need a holistic adoption framework that establishes the definitions of all these concepts clearly within the organization for everyone to refer to and follow. 

A Robust Content Management Repository

Sales reps use a number of collaterals, presentations and other content assets for their online and in-person meetings with prospects as well as during the lead qualification process. Many organizations have no central content management portal that sales reps can access to locate the content assets.

{{cta(‘e39d29b6-0010-4ca5-9bbe-a81d0d8edb64′,’justifyright’)}}Most of these assets exist in silos and searching for these due to the dearth of a central repository, wastes time and efforts.

Having an organized central content database entailing sales collaterals, brochures, decks, etc., allows sales reps to instantly access that portal and use the resources that they need to influence their buying decisions.

Built-in Feedback Mechanism

Your departments cannot function in silos.

The need to coordinate and collaborate is higher than ever. Sales development as a process entails an integrated feedback mechanism that empowers marketing and sales teams to collaborate and discuss the challenges related to qualified leads so the sales folks can pass on their valuable feedback to the sales development teams and marketing regarding the readiness of these leads to buy your products or services.

Our sincere recommendation is for you to put in place an effective sales development process, though you might unwittingly be using it in some form even today.

It can do wonders to align your marketing and sales teams with the sales development team to generate more high quality leads.

If you can share more ways sales development can help with generating leads or any other aspect of business, please share it in the comments below. We’d love to hear about it.

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