Did you miss it? Summary and video of our Sales Ops Webinar
Sales Ops : Boostez votre stratégie commerciale ! - Un Webinaire Packitoo HIPE </span
We invite you to join us on Tuesday March 7, 2023 for our webinar: "Sales Ops: Boost your sales strategy! ".
As we like to see our projects through to the end, after distributing a series of articles on the concept of SalesOps(Sales Operations, the new ally you need to boost your numbers and your teams) and how to apply it to your corporate strategy(key indicators for starting a real "SalesOps" strategy, part 1 and part 2) , we organized a Webinar, accompanied by two specialists in the field.
Our participants :
The summary of this Webinar (chaptered video at the bottom bottom of page)
1/ SalesOps, understanding the sales machine
The sales machine symbolizes all the key factors involved in generating business. You can optimize it via :
- Better sales organization,
- A better growth marketing strategy,
- Alignment between processes and tools,
- The same sales methodology for all sales staff,
- Employee training and skills development.
2/ What (new?) systems, tools and technologies will support your sales effort?
We asked ourselves:
1. Does a good tool replace a good Process?
Before implementing a new tool, ask yourself the right questions:
- Can the problem be solved by setting up an in-house Process?
- What will be its added value?
- What is the ROI of this tool?
2. What tools do you need to optimize your sales process?
For Lyes Boukeroui: " CRM is the cornerstone of the sales machine. I believe that today, everything must be integrated into it: from the interactions that salespeople have with customers and prospects, to the marketing side, which can also be integrated so that teams can work together within the same tool. Being able to have a 360° tool (...) gives you the truth about revenue generation within a company. There are also all the tools that gravitate around CRM, which are super important: enrichment tools, tools linked to calls, electronic signatures, etc."
3/ How can you analyze your data to identify areas for your company's areas for improvement?
KPIs to track can be divided into 5 categories (see also our 2 articles: Les indicateurs clés pour démarrer une vraie stratégie "SalesOps", part 1 and part 2):
- CRM: average basket, close rate, upsell rate, etc.
- Sales funnel: forecast, current opportunities, win rate, ...
- Process: sales cycle length, prospect response time, etc.
- Team: sales efficiency, turnover, ...
- Financial: customer lifetime, customer churn rate, cost of acquisition, etc.
4/ How can you establish and perfect your new customer acquisition strategy? acquisition strategy?
What is your company's strategy?
You won't track the same KPIs depending on your type of business and what you sell.
5/ The art of forecasting
Above all, your forecast must be based on your historical data:
- Data to track from your CRM,
- Weighted values for your pipeline.
By keeping your various data up to date, you'll be able to predict your forecasts as closely as possible.
6/ How can you automate your recurring tasks (CRM, reports, e-mail reminders, etc....)?
According to our experts, your primary objective should be to make life easier for your sales force:
- By centralizing all information,
- By developing time-saving tools and methodologies,
- By training your teams,
- By implementing tools that are useful and complementary to those you already use
7/ How can you harmonize your sales practices and help sales force recruitment?
Before automating your tasks, you need to have already defined a Sales Process and standard objections: your sales practices need to be harmonized and your sales reps trained to provide ready-made answers to objections, and to be able to include these objections in your CRM.
Why not write your company's sales book?
- Compendium of good business practices,
- Latest marketing studies (sales argument),
- The company's value proposition,
- Product presentation,
- No room for interpretation...
Our attendees also took surveys during the Webinar, here on their #1 business priority of 2023:
The Replay
Click on the video below to (re)attend our Webinar:
Would you like to continue the discussion?