We have reached the end of this 2020 which has brought numerous changes.
The world is no longer the same and the pandemic has drastically accelerated a process that had already been underway for years: the business digitization.
Like all sectors, the sales sector has been heavily impacted and like never before it has become essential to optimize the resources.
Only in this way it is possible to face the changes that are taking place.
After the newsletter we sent in June where we gave some practical ideas to tackle the New Normal, this month we will show you three ways to optimize the resources of your sales team and to increase revenues.
Specifically, we will cover the following topics:
From March 2020 planning activities have become fundamental, even more than before.
It may seem obvious, but only a small percentage of sales people plan their work.
With the current market conditions, however, it is absolutely unsustainable since it would mean to incur high costs with the consequent thinning of margins.
We can summarize the main changes that the sales networks are experiencing in the following points:
How can you solve the problems we mentioned earlier?
On this issue, Web Geo Services – Google’s Premier Partner – cited Mapadore as a case study.
The interview began with a necessary premise made by our CEO Fabrizio Bosio:
“Every company, even with limited resources, should be put in the position to increase its performance to its maximum potential. Optimization can be applied to a number of processes: the more you optimize, the more you are competitive on the market”
The three ways we recommend to optimize your sales network resources and to increase revenues are listed below.
They are the same ones that companies such as General Electric Healthcare, Supersolar (E.ON), Tecnostructure, Abitare In and many others have used.
In fact, very often the sales networks tend to work with the customers they know the most or with those that are geographically closed.
However, to improve the efficiency of your sales network you need to focus on the 20% that brings you 80% of the result.
To do this, you need a tool that supports you in real-time analysis of the data in your CRM. In this article you can deepen the topic and understand better how to do it.
Knowing the area and geolocating your customers is fundamental because it allows you to plan the routes in order to minimize business costs.
Since the variables change a lot, they must be managed dynamically.
Therefore, you must leave an organization model based purely on the experience of the salesperson and enter a model based on data analysis.
In this article you can deepen the topic and understand better how to do it.
Having the right IT support is therefore essential to put into practice the three tips and it allows you to optimize the resources of your team and to increase revenues.
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