KESTIO

Webinar

Optimize the return on your commercial assets and define your business flow

 Dominique Seguin, General Manager of Kestio, presents a webinar on managing your sales pipeline

Hosted by Dominique Seguin,

Chief Executive Officer of KESTIO

 

The 5 rules for optimal sales performance 

  1. Define the business flow
  2. Focus salespeople’s time on the right targets
  3. Balance your mix of online and offline sales activities
  4. Reduce non-selling time through automation
  5. 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.

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