Faced with the digitalization of sales interactions, company directors and sales managers are looking to adapt their organization's sales forces.
But making the right choice between a new sales recruitment and a new marketing solution is no easy task.
In this Webinar, our Managing Director Dominique Seguin helps you make the most optimal decision for your company.
Before considering sales recruitment, refocus your team's missions
To optimize your sales organization, you need to focus your current team on your most valuable customers.
By assessing your customer assets in this way, you can direct your efforts intelligently and optimize your time and resources to achieve your goals!
This assessment can be a way of dealing with the current shortage in the commercial recruitment sector, or on the contrary, of realizing the importance of a new hire.
Before considering sales recruitment, free up your sales force's time
Did you know that salespeople spend only 41% of their time on pure sales activities? Their days are punctuated by numerous repetitive tasks that don't create added value: writing e-mails, preparing prospect files, entering information, producing quotations...
These tasks are not what you expect of a salesperson, and neither is he!
But thanks to technology, you can now automate all these repetitive tasks to free up your team's time. Numerous marketing automation solutions exist, enabling you to create lead generation scenarios and enrich your online customer experience.
To make your choice easier, discover our comparative guide to 11 Marketing Automation solutions! Click here to download it.
By freeing up your team's time, you increase their productivity. You may even be able to dispense with commercial recruitment.
Modernize your sales prospecting
There's no point in recruiting sales staff if your sales practices don't change too. Canvassing is often feared by salespeople, yet it is an essential step in developing your sales.
To make the exercise more effective, combine traditional methods with new practices. The "hard" phone call can be combined with aninbound marketing strategy, thanks in particular to your website.
By establishing a concrete process, you can then define precise roles for the different members of your team: digital marketing, prospecting, qualification, conversion, loyalty... In this way, you can identify if you lack a sales recruitment or marketing solution to carry out this process.
Mix marketing and sales!
It's not so much a question of deciding between sales recruitment or marketing budget, but rather of being able to work as a team to build a sales tunnel combining marketing and sales to best meet your customers' needs!
To do this, you need to identify your buyer personas. This may seem a simple exercise, but in reality it's far more complex, and can steer the entire direction of your sales tunnel!
Ask yourself the following questions: What is your customer's role? In which market does it operate? What are its biggest future challenges? What are their buying habits?
By obtaining this information, you can then offer your customers personalized marketing content, in line with their needs, and guide your sales force's discussions.
