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The 5 rules for optimal business performance 

1. Define the business flow
2. Directing salespeople's time to the right targets
3. Arbitrate the mix of online and offline commercial actions
4. Reducing downtime through automation
5. Specialising the commercial phases

Define the business flow

The most important thing is to define your objective, which is divided between developing and retaining active customers and developing new customers.

For development and retention of active customers

• income on current projects
• sell on projects in progress
• new customer projects

For the new biz : 

• on inbound leads online
• on inbound prescriber leads
• on incoming leads PRs
• on inbound leads networks
• on inbound leads recommendations
• on inbound leads Prosperous campaigns

Optimising the time of sales staff by defining the business flow

It is important to structure the time of sales people and not necessarily let them manage and organise their time according to their experience, their customer history, their location, the relational quality of their contacts.

If this time is optimised and structured, the salesperson will be guided and his efficiency will be optimised.

Arbitrate the mix of online and offline commercial actions

On this point it is essential that the marketing and sales teams work together.

Reducing downtime through automation

To do this, it may be worthwhile to start by taking stock of the complete activities of each salesperson. This then allows you to identify tasks that can be automated using digital technology.

Specialising the commercial phases

Identify the different commercial phases and optimise them according to the business flow.

To go further, we invite you to consult this article which gives you the keys to save 50% of your sales staff's time.