As a recession looms and consumer spending declines, sales leaders are under more pressure than ever to achieve their set goals, even at a time of economic uncertainty. In Hubspot’s 2023 sales report the main goals of sales leaders for the year ahead were noted as:
- Exceeding sales targets and quotas
- Ensuring the sales process is more efficient
- Leveraging CRM to its full potential
The report also revealed that sales leaders currently have a keen focus on efficiency with the aim of delivering more for less as they face significant budget cuts and tighter margins overall.
In this guide, we’ll explore three steps that sales leaders should take to achieve these key goals and alleviate pressure in 2023.
Step 1. Sales Automation
To ensure that processes are more efficient, sales leaders should focus on utilizing sales automation technology.
One report suggests that sales representatives spend just one-third of their total time on revenue-generating tasks. The average salesperson tends to get distracted by housekeeping roles including logging customer information and admin tasks.
That’s why automation can be key to improving sales operations and increasing efficiency. Essentially, by using the right automated technology, you can help ensure that your sales team is working smarter, instead of harder. It will free up their time to ensure that they are building revenue constantly.
One of the ways that you can do this is by using automated tech to reduce the burden of inputting customer data. This is always going to be a time-intensive task. With automated tech, you can ensure this is completed quickly without losing customer insights. Automated technology can also be used to reduce issues with duplicative data entry which is a waste of time and leads to significant issues with efficiency standards.
Automated call dialers and recorders can also be beneficial. Using technology like this, it’s possible to automate all inbound and outbound calls. This can be integrated seamlessly into your chosen CRM software. In doing so, you can ensure that your sales reps always have access to the data they need to boost performance and ensure that they can close more deals.
Sales automation can generate a wide array of insights, such as:
- Detailing whether a call was answered
- Duration of the call
- What was achieved on a call
- Notifications when an email is opened or forwarded
- Buyer’s propensity to buy or engage
Automation can also help reduce issues with human error. This is another problem that is going to slow processes in your business down and cause delays in achieving your sales targets.
Sales team members are human. They are always going to make some mistakes. However, with the right technology, you can cut out the issues that are most likely to lead to errors. This includes manual data entry.
Overall, one research study found that automation can help representatives spend as much as 20% more time on sales and closing deals.
Step 2. Maximize CRM ROI
Next, let’s explore how you can ensure that you achieve your full potential with your CRM. By leveraging this technology the right way, it will deliver the sales results you need and improve customer and client relationships at the same time.
There are a few key steps that you can take to ensure that you are maximizing your CRM ROI and getting more, even on a more limited budget.
Cloud First CRM Strategy
You should consider selecting a cloud-first CRM strategy. The right cloud-first approach will ensure that you can effectively manage your costs by reducing levels of maintenance. You can even explore a pay-as-you-go model, ensuring that you have a lot more control over your budget.
One Unified CRM Platform
You should also ensure that you are using one CRM platform instead of relying on various solutions and piecing them together to deliver the right results. Too many platforms will cause confusion, time delays, and higher costs overall. They are also going to be more difficult and more expensive to maintain. With the right unified CRM platform, you can eliminate issues here while also ensuring that you can achieve integrated, end-end customer journeys.
Use Pre-Built Industrial CRMs
Using pre-built solutions will help ensure that you are getting more value for your time while lowering the costs of implementation. It will also help to eliminate the need for custom developments.
Add Automation to Your CRM
As we mention in Step 1, be sure that sales automation is easy to achieve with your CRM. Clunky CRMs are a common ‘Top 3’ reason for sales team inefficiencies and a weak ROI. Salesforce is the CRM of choice for sales organizations of all sizes. It satisfies the aforementioned checkpoints, and it has a marketplace of applications that can further enhance automation efforts.
Step 3. Use AI To Improve Sales
Finally, you can rely on AI as a tool to improve sales. With Sales AI, you can spend less time focusing on what you should be doing and more time on achieving your sales targets. This is another way to help ensure that you are spending less time on repetitive tasks such as data entry while still ensuring that you gain the right insights about your customers.
Using AI, it’s possible to pass the admin work off to an advanced piece of software. This is a real possibility when you use solutions such as Veloxy. With Veloxy, you’ll have a virtual data scientist ready to complete the grunt work for your sales team so that they can continue to focus their time and their resources on higher levels of revenue and increased sales.
Veloxy also leads from the data accumulated through your CRM. This means that the predictions or recommendations that you can access are constantly improving and changing with your company. This software can be useful throughout the sales process, constantly helping to ensure that sales teams have more time to focus on the goals that matter most.
Veloxy can also be integrated into email and calendar applications. This helps to ensure that time on logging in or more data entry is reduced.
The AI software can even provide updates based on real data to members of the sales team. This will help to ensure that they achieve more sales and deliver the results that sales leaders need right now.
Final thoughts for sales leaders in 2023
It’s clear then that the key to achieving a solid ROI, higher levels of efficiency, and results that exceed sales targets is a focus on the right technology.
With the right software and tools at their fingertips, your sales team will be empowered to deliver on any sales goals you set. This will help ensure that your business rides above the economic storm every industry leader will be faced with heading into 2023.
Be sure to read our other sales best practices: