1. Define KPIs
Start out by defining KPIs. You have to know what you are working towards and need knowledge of what to measure. Without some tangible and quantifiable KPIs, there is simply no way of evaluating the success of your sales teams.
2. Automate reporting
This step is really what makes all the difference when it comes to time spent on managing sales. Automate the reporting that shows how your sales teams perform according to your KPIs and get an overview of them and their activities.
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3. Benchmark sales teams
When you have an overview of the activities and performance of your sales teams you can identify which one of them that are better than others and what activities these specific sales teams do. Basically, you benchmark their sales behavior to see who stands out.
4. Apply best practices
With an overview of your sales teams and their performance, you can identify the top-performers and more importantly, how they sell. Collecting and applying these insights allow you to effectively empower the sales teams that do not fulfill the KPIs.
5. Optimize training
One useful way to apply your best practices is in the optimization of your training material. Some sales teams might need to complete more product training while others might need some sales training to excel. All the best practices for selling which you have gathered from top-performers can easily be shared with other sales teams in training material.
It all comes down to collecting the right data, filtering it to fit your business objectives and applying the insights. After all, we live in a world with data abundance but little insights into the numbers. Get in touch with Napp and learn how to get insights from your sales data with Napp® and make your sales teams excel.