Did you miss it? Summary and video of our Sales Ops Webinar
Sales Ops : Boostez votre stratégie commerciale ! - Un Webinaire Packitoo HIPE </span
We met on Tuesday, March 7, 2023, for our webinar: "Sales Ops: Boost Your Commercial Strategy!".
As we like to see our projects through to the end, after publishing a series of articles on the SalesOps concept (Sales Operations, the new essential ally to boost your figures and teams) and how to apply it in your business strategy (key indicators to start a real "SalesOps" strategy, part 1 and part 2) , we organized a Webinar, accompanied by two specialists on the subject.
Our participants:
Summary of this Webinar (chaptered video at the bottom of the 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,
- A consistent sales methodology across the sales team,
- Training and skills development for employees.
2/ What (new?) systems, tools and technologies to support your commercial 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 identified problem be resolved by implementing an internal process?
- What will be its added value?
- What is the ROI of this tool?
2. What are the essential tools to optimize your sales process?
According to Lyes Boukeroui: "The CRM is the cornerstone of the sales machine. I believe that today, everything must go through it: from the interactions that the sales representative has with customers and prospects to the marketing aspect, which can also be integrated so that teams work together within the same tool. Being able to have a 360° tool (...) allows you to obtain a true picture of revenue generation within a company. There are also all the tools that revolve around the CRM that are super important: enrichment tools, tools related to calls, electronic signatures, etc."
3/ How to analyze your data to identify areas for improvement in your company?
KPIs to track, which can be divided into 5 categories (also found in our 2 articles: Key indicators to start a real "SalesOps" strategy, part 1 and part 2):
- CRM: average basket, close rate, upsell rate, etc.
- Sales funnel: forecast, opportunities in progress, win rate, etc.
- Process: lengthening of the sales cycle, prospect response time, etc.
- Team: sales efficiency, turnover, etc.
- Finances: customer lifetime value, customer churn rate, acquisition cost, etc.
4/ How to establish and refine your strategy for acquiring new customers?
What is your company's strategy?
You will not track the same KPIs depending on your type of company 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 of your pipeline.
By keeping your various data up to date, you'll have what you need to predict your forecasts as accurately as possible.
6/ How to automate your recurring tasks (CRM entries, reports, email reminders, etc....)?
According to our experts, your primary objective should be to make life easier for your sales representatives:
- By centralizing all the information,
- By developing tools or methodologies to enable them to save time,
- By training your teams,
- By implementing useful tools that complement the ones you already use
7/ How to harmonize your sales practices and help with the recruitment of your sales force?
Before automating your tasks, you must already have defined a sales process and typical objections: your sales practices must be harmonized, and your sales representatives trained to anticipate ready-made answers to objections and be able to include these objections in your CRM.
And why not write your company's sales book?
- Collection of good sales practices,
- Latest marketing department studies (sales argument),
- Company value proposition,
- Product presentation,
- No room for interpretation...
Our participants also answered surveys during the Webinar, here on their number 1 business priority for 2023:
The Replay
Click on the video below to (re)watch our webinar:
Would you like to continue the discussion?