According to HubSpot research, the average salesperson only spends about one-third of their day selling. The rest of their day is spent on non-revenue generating activities such as writing emails, entering data, prospecting and researching calls, going to meetings, and other administrative tasks.
The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding.
Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.
While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily.
While product, markets, and messaging may vary, a successful sales organization always starts with plugging the right team into the right culture. The best people in an unhealthy culture will result in unproductive habits and slower than expected growth. And eventually, you’ll lose top talent. If you have the wrong people with a strong sales culture, you are not much better off.
If you think your business’ data is simply about numbers or charts, you’re not seeing the full picture. And, if you think data is about looking backwards and creating important-looking slides for your next presentation, you are missing a big opportunity.
Recently, we had a new member join our HubSpot CRM program who has great conversion rates throughout the customer journey - from getting qualified leads to converting those demos into customers.
Then, why did they feel the need to optimize their lead management process and increase efficiency for their sales team?
I still remember the day that I realized that I was not running a marketing agency.
My team was very good at creating content and generating leads, but we did not have the interest or structure to do it in an agency model.
Our most successful clients leveraged my team to develop complex sales and marketing automation and implement business-specific lead management frameworks. To optimize the post-sales stages of the customer journey, we automated processes, accountability, and reporting in the delivery of products and services once somebody became a customer.