Westfield, NJ (PRWEB) June 18, 2014
NubiQ's team outlines 6 tips for sales managers to have a more proactive sales force based on 20+ years of leading sales teams in the pharmaceutical/consumer health industries: Business Intelligence Software, Prep Tools for Reps, Focus, Competitive Environment, Automation, and Metrics for Accountability.
According to NubiQ's team, sales managers should have their teams:
1 - Leverage Business Intelligence and Sales Analytics
Business intelligence solutions involve large amounts of data that can be mined to further develop sales prospects. These solutions can tell their employees who to contact and what products they will be most interested in. A solid business intelligence solution will be able to give reps and managers detailed sales information, through which they can determine the right products to sell to the right people. Business intelligence can also give a company valuable information regarding the purchasing patterns of businesses and individual contacts before they are approached. Companies interested in fully utilizing business intelligence to increase sales will need to have the appropriate software solutions and staff members trained to use it.
2 - Ensure that Sales Teams Prepare in Advance
It’s very important that sales professionals know how to prep themselves before contacting a potential customer. Business Intelligence Software is essential among other tools for this. A sales prospect who is mishandled or improperly communicated with may be lost forever. Companies should use client analytics software, presentation software and other presentation methods to give their sales team the skills they need to succeed. Consider training courses and practice sessions and thoroughly track their sales team’s performance. Building a culture of prepping vs winging it is essential to sales success.
3 - Focus on Sales and Developing Solid Prospects
Make it clear to their employees that securing sales and closing deals are more important than hours worked. Show employees how to properly rank their prospects to ensure that the best prospects are prioritized over the weakest, and focus on developing their employees’ talents towards lead retention and management rather than general sales techniques. Employees may need to be trained in proactive sales techniques rather than passive sales techniques. Passive or conventional sales techniques focus more on the amount of calls and meetings conducted rather than whether the calls and meetings were actually valuable.
4 - Foster an Environment of Competition and Acknowledgment
Employee incentives are excellent ways to move sales staff towards proactive behavior. Managers should monitor sales team’s performance on a regular basis. Allow their employees to compete against each other to ensure that they are always performing their best. Not only does this drive their employees to compete, but it also shows that they are recognizing and acknowledging their accomplishments. Employees work much better when they know they will be rewarded for their hard work.
5 - Make Their Job Easier through Software Solutions for Automation
Fighting with software is the last thing sales personnel need to be doing with their valuable client acquisition hours. There are many software solutions that will help streamline and automate the sales process, activity reporting and will even help analyze large volumes of data effectively. Having the right software increases productivity across their entire department in addition to making it much easier to monitor reporting from their sales personnel.
6 - Hold Someone Accountable for Metrics and Increase Personal Responsibility
Accountability is an exceptionally important part of driving sales and driving a sales team. Separating sales departments into groups and ensuring that accountability exists either on an individual or group basis is a fast way to make sure that employees are always trying their best. At the same time, having visible metrics, such as employees having the ability to quickly check on where they stand in relation to others, will enforce employees’ own personal accountability and drive to perform better if necessary. The proper sales force management solutions can provide these functions.
Companies interested in NubiQ's Software Solution that implements these 6 tips can visit NubiQ's Website and/or schedule a live demo.
About NubiQ Inc: NubiQ Inc is a software company built on 20+ years of experience leading sales teams in the pharmaceutical/consumer health industries specializing in b2b sales. Their flagship product is an iPad APP for reps to help them prep, present and sale + a Web platform for sales and marketing managers to analyze effectiveness, create/upload collateral and more.