Do you have a CRM system? Are there clear regulations for setting tasks and reporting? How quickly can a new employee master your sales system?
Excel tables are a thing of the past. Without CRM, the efficiency of the sales department will be in great question. All information about the client should be entered into the CRM system:
time of calls;
recorded agreements;
reminders about dentist database when to call the client back;
transaction cost.
In addition, the CRM system is an excellent tool for analyzing the sales funnel:
how many leads come into the sales department;
how many of them turn into customers;
number of repeat customers;
how many clients leave and how sales managers work with them.
Having this information allows you to analyze the work of each manager individually and the entire sales department as a whole. If necessary, you can adjust your sales strategy in real time.
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Qualification of OP managers and motivation system
The competence of department employees is one of the first steps to effective department work. These questions will help you evaluate the work of sales managers:
Do your employees know your company's unique competitive advantages and your company's target audience?
How often are managers tested?
Has a KPI system been implemented?
Is there a system of rewards and punishments for meeting/failing to meet sales targets?
Do managers know what their salary depends on, how to earn more or move up the career ladder?
Are there any developed sales scripts?
Without managers motivated to achieve results, sales will not grow. If employees work for show, such a sales department is not worth a dime.
Number of customers, bonus and premium system for plan fulfillment, revenue volume – choose your KPI indicators for each manager for your business. Sales managers’ salaries should depend on their performance.
Important! The KPI system must be transparent and open for each employee of the OP. When a manager understands how to achieve certain indicators, what the management expects from him, and he is aware of all bonuses and incentives, his work will be more effective.
Implement regular testing to ensure that the level of employee training remains high. Conduct systematic training for managers: trainings, seminars, specialized conferences.
Various competitions between managers within the sales department have proven themselves to be effective. The main thing is to know the limits so that newcomers also have a chance to prove themselves.