Webinar
Optimize the return on your commercial assets and define your business flow
Hosted by Dominique Seguin,
Chief Executive Officer of KESTIO
The 5 rules for optimal sales performance
- Define the business flow
- Focus salespeople’s time on the right targets
- Balance your mix of online and offline sales activities
- Reduce non-selling time through automation
- Specialize sales phases
Define the business flow
The key is to define your objective, which is divided between developing and retaining active clients and developing new clients.
For development and retention of active clients
- revenue on current projects
- Sell on current projects
- New client projects
For new biz:
- on incoming online leads
- on inbound leads from referrers
- on inbound leads from PR
- on inbound leads from networks
- on inbound leads from recommendations
- on incoming leads from prospecting campaigns
Optimize sales representatives' time by defining the business flow
It is important to structure the time of sales representatives and not necessarily let them manage and organize their time based on their experience, customer history, place of residence, or the relational quality of their contacts.
If we optimize and structure this time, the sales representative will be guided and see their efficiency optimized.
Balance your mix of online and offline sales activities
On this point, it is essential that the marketing and sales teams work together.
Reduce non-selling time through automation
To do this, it may be helpful to start by taking stock of each salesperson's complete activities. This then allows you to identify the tasks that can be automated through digital tools.
Specialize sales phases
Identify the different sales phases and optimize them according to the business flow.
To go further, we invite you to read this article which gives you the keys to help your sales representatives save 50% of their working time.
