We’re in the last quarter, and the pressure is on. When you’re stretching your sales team to hit higher sales targets, it shouldn’t be considered a painful process — especially if you’re equipping them with the training and tools to make your sales cycle faster and more efficient.

Here are three key ways you can get things moving more quickly for your sales team:

  1. Upgrade your sales tools. More than likely, you have print sales collateral that looks great and paints an excellent picture of what your products and services can do for your prospects. You have well-designed slide presentations. While that’s to be expected, keep in mind that prospects are expecting a more personalized approach than they did in years past. And chances are they have already thoroughly researched what you (as well as your competitors) have to offer.

Meet prospects where they are by equipping your team with mobile sales enablement tools that deliver a more customized experience. Not only are you paving the way for your sales reps to get their message across more effectively, but you’ll also likely realize an increase in sales.

According to the Sales Management Association, research shows that 70% of executives in sales organizations that are using mobile devices say they have realized ROI  Tweet This! after their adoption.

  1. Set realistic expectations. Hard sales approaches are a thing of the past. Be sincere, and don’t over do it. While you may think this could counteract your attempts to gain a sale quickly. By setting specific expectations of what the product or service can do for the client, you’re setting yourself up for satisfied customers. And satisfied customers can lead to case studies and referrals — which, in turn, effectively close the next deals.
  1. Increase accountability. When setting goals for your sales reps, make them challenging, time-sensitive and clear. By doing so, you can be more proactive in taking measures to address techniques that may not be working so well for the sales rep and help them make adjustments, according to Andrew W. Sallay of Demand Gen Report. At the same time, you also can quickly identify low performers and high performers, making terminations or promotions as necessary.

 

About J. Rusty Bishop, PhD

I've spent the last 5 years helping great brands create amazing experiences for their sales teams during one on one sales interactions. Helping sales people do their job is my passion. When I'm not working, I am on the ocean fishing in San Diego, Ca.