How to build an effective sales team with CRM: a step-by-step guide for entrepreneurs

[mostakimvip06]

Remember the Facebook post “How one pimpled girl can kill your business?” Poor performance by individual employees can bring all the company's efforts to naught. In this article, we'll talk about how to build a sales department from scratch with CRM, and why CRM is an indispensable tool that will help manage sales and save up to 30% of time for the entire department.

Content

Basic sales tools
Stage 1: Product Audit and Market Analysis
Stage 2: Business Process Assessment
Stage 3: Implementing a CRM program for the sales department
Why use Gmail CRM for sales management?
Stage 4: Hiring employees for effective sales
Stage 5. Evaluation and optimization of the sales department
Five common mistakes in building a sales team
Basic sales tools
When building a sales department structure and functions from scratch, there is a risk of getting lost in the details. Focus your efforts on the key factors that will ensure the sales department’s core tasks are accomplished.

A successful sales system is built on three most important elements:

1. What do we do? — Defines the product in relation to the target audience.

2. How to do it? — The way to achieve goals is set by business processes .

3. Who will do it? — Of course, the third factor in effective sales is human resources.

Product. If it does not meet the needs of the selected audience, it will not be purchased. Before launching a product on the market, it is worth describing the target audience: identifying its main segments, understanding what each of them needs, and also understanding the basis on which different groups of consumers make purchasing decisions. When there is a deep understanding of “your” buyer, you can describe the benefits of the product and form an effective marketing strategy.

Business processes. The company needs to belize phone number list think through a phased strategy to increase sales and profits. Each stage will have its own KPIs to track interim results. It is necessary to take care of how to evaluate and motivate staff, as well as how to interact with competitors.

Human resources. Take care of a clear system for searching and evaluating employees, options for their development in the company. In addition, it is important to determine the functions of the sales department, their responsibilities, and in advance purchase the necessary programs for the effective work of sales managers.

Let's consider in more detail how these tools will help at each stage of building a sales department.

Join the NetHunt CRM
Telegram channel

All about CRM and B2B sales.

Join
Stage 1: Product Audit and Market Analysis
A detailed analysis of the target audience, product, and competitive offerings is required for effective sales: building a marketing strategy, choosing advertising channels, and individual and targeted communication with potential customers.

The analysis includes several steps:

1. Identify and segment your target audience: describe age, gender, social status, level of education and income. Potential customers can be: a 45-year-old housewife or a 27-year-old taxi driver. These people will be attracted by different advertisements, and they will use different channels to search for and purchase a product (the Internet, newspaper ads, etc.).

2. Based on the selected segments, create portraits of future customers: who are these people? What is their lifestyle, interests, needs, values? Surveys, focus groups, and other types of marketing research will provide maximum effectiveness.

3. Identify customer "pains" and create the benefits that each segment will receive by purchasing your product.

4. Identify your product's unique selling proposition (USP). Good USPs differentiate your product from competitors, address a key need in your target audience, and encourage them to buy the product.

The three components of UTP:

Specificity. Avoid general statements like “the best on the market.” It’s better to provide facts so that the client can draw their own conclusions, which is more convincing.

Uniqueness . The benefit from purchasing a product must be unique, otherwise there is no point in the buyer trying your product.

Efficiency: Focus on the most important benefit for the potential customer.

It is useful to format the information obtained in the form of infographics, presentations, or booklets to use for further work with clients and the sales department.