CRM for sales representatives: a great ally

sales

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Are you a performance-conscious sales representative? Here are 5 ideas to show you how CRM for sales representatives can be useful on a daily basis!

Sales representatives are known for being professionals with more freedom of action, with totally independent sales routines, spending less time in the office.

In addition, many represent more than one product and have multiple commercial representations from different companies in their portfolio.

So, what does a sales representative do to control their goals, commissioning, sales, and routine and, above all, organize the schedule without getting lost in the midst of so much information about products, companies and customers?

Bonus: make your team achieve high sales performance with our CRM platform

Agenda is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.

See a series of tips in this post and be sure to access other articles on our blog for sales representatives, sellers, sales team managers and entrepreneurs in general!

Like any salesperson, a sales representative can and should benefit from technology. Check out how to use software for sales representatives by downloading our free CRM kit:  CRM Success Kit

5 CRM Tips for Sales Representatives

CRM emerges as an important ally to organize not only the sales process but also to organize the routine of sales representatives.

If you are a sales representative and are tired of using various tools to monitor and improve your performance, and you are looking for a simple and useful tool to guide your business processes and organize your timeCRM is what you’ve been missing.

If you are still not convinced of the usefulness of the CRM concept in your sales routine, we have set aside some ideas for you to understand the advantages and positive impact that this tool creates.

CRM can be the ideal companion for the sales representative

#1. Create custom sales steps

CRM allows you to customize sales steps for your business cycle, including creating custom steps for each company you represent.

This means you can create custom sales funnels according to each product/service you sell.

We know that each product or service has a target audience and that the entire sales process changes depending on the customer profile since the sales process is designed with a focus on the customer.

CRM helps you design performance-focused business processes, creating the steps necessary for different customer profiles to buy your products naturally.

As a result, CRM will help you to better understand the various customer profiles you serve and highlight their needs.

This way, you will better understand your customer’s behavior and, still, be prepared to respond to their needs and exceed their expectations. Do you know why? Because you know each different type of customer and understand what objections need to be worked around?

When you can understand and map the needs of different customers around the buying cycle, you improve your sales and acquire more customers.

Create custom sales steps for your business process

#2. Keep a complete view of prospects and customers

For a sales representative, it is very important to see the status of all negotiations and relationships with customers, potential customers, referrals, prospects, among others.

This is because it is precisely the success of these negotiations that is transformed into remuneration. For this reason, more than any other professional, the sales representative depends on an ongoing relationship with his contacts to sell.

Having your customer database at your fingertips is obviously very useful. But all too often, new sales reps can be intimidated by the huge amount of data that CRM puts in their hands.

However, it is precisely the way in which we take advantage of this data that determines the success of our relationship with our contacts.

Free Scheduler CRM System

Agenda or is a free CRM system that helps tens of thousands of salespeople organize and increase sales daily.

A sales rep CRM will give you more control over all business relationship information. This data is important to discover each customer’s repurchase potential, as well as the acquisition of new products, helping to know how to improve sales.

Any representative who knows the value of his customer base knows that it is precisely this that allows him to expand his negotiations and sell more products for the same portfolio.

Therefore, the best thing to do is to have all the possible information about customers and potential customers at hand, in order to better develop the business potential within existing customers.

#3. Performance information

The sales rep depends on your performance to make money. No sales, no commissioning. And without commission, there is no profit.

Therefore, more often than any other professional in the sales area, the sales representative is the most concerned about your sales performance.

CRM for sales representatives helps you understand if your performance is better, if your closing rate is higher, what your monthly billing will be, and, most importantly, where you are going wrong.

Thus, it is possible to correct any flaws in the sales process, increase performance and always keep the goals within reach.

When the sales representative is able to visualize their sales performance and understand what they need to do to get better results, they increase their sales potential and, immediately, this is reflected in their commission.

Monitoring a rep’s trading performance is the best way to understand how he is doing and how he can improve his stock to sell more.

#4. Constant learning

In addition to creating processes fully focused on customer needs, monitoring sales performance and allowing control of the entire customer base, CRM for sales representatives helps you understand what works with each customer.

Like? It allows the recording of all interactions with the customer base and through each customer’s history it is possible to learn what went right. Just study what was done with customers who bought and replicate the models that worked.

Thus, the sales rep uses his market knowledge to be relevant to his customers based on what has worked for other customers.

Thus, it is always possible to improve actions at each stage of the process and act more effectively, increasing sales results.

CRM enables the sales representative to constantly learn

#5. Ease and portability

With CRM for sales representatives, all your information is at your fingertips, wherever you are. Whether to write down information during a meeting with the client on the smartphone or to schedule tasks using tablets, computers or laptops.

CRM can be used on any platform and, in this way, allows the sales representative full access to the necessary information, as well as access to the entire history of the relationship with its customers.

CRM allows the representative to search for customer purchasing information, objections presented in the latest negotiations, agreements, proposals, and all information that can help their performance

Accessing the complete database of each customer, containing the name of those involved in the process, the stages of sale, objections, proposals, negotiations, agreements and contracts, certainly enables a better use of commercial opportunities.

As a result, customers perceive that there is continuity in the business process and feel that their needs are catered for.

CRM is an excellent system for sales representatives

It is difficult to manage a portfolio of clients with great diversity, in addition to having to relate it to different products and services.

The life of a sales representative, most of the time, comes down to him and his client base. Therefore, a CRM for sales representatives is the ideal business partner to guide you through your sales challenges and goals.

Every salesperson has a manager who helps them establish goals and metrics to achieve the desired results.

The sales manager of the representative is the CRM: which helps to scale goals, sales processes, learn from the approaches that worked, easily consult information and take advantage of the customer base equally, exploring all opportunities.

Putting trust in CRM ensures that the sales representative improves his performance and assertiveness in business, making the results much better with less effort.

 

How to motivate unmotivated salespeople and reduce sales team turnover: 5 strategies   

sales team

how-to-motivate-unmotivated-sellers

Mastering techniques on how to motivate unmotivated salespeople should be a constant concern of managers and companies for several reasons, including:

  • Reduce costs arising from turnover;
  • Be able to develop a high-performance team;
  • Increase conversion rates from leads to sales.

When a sales rep leaves a company, all work is paralyzed and needs to start from scratch with the arrival of a new salesperson.

When a salesperson is unmotivated, the company loses in productivity and sales focus.

Sales spreadsheet kit to plan, motivate your team and not lose information

3 types of spreadsheet with ready-made formulas to put your business routine in order without much effort

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Sellers spend around 2 years in Inside Sales operations. This statement is popular wisdom and practice supports the fact. I wonder why?

What is the reason for the high turnover of salespeople?

The day-to-day of the sales operation is arduous:

  • dozens of daily calls ;
  • emails;
  • meetings;
  • proposals;
  • trading strategies ;
  • A lot of rejection.

Looking at it that way, sales really do look like a roller coaster and anyone who’s ever been to an amusement park knows that the ride back is short.

However, we can think of this career from another angle: Sales is a great area to develop skills such as persuasion, active listening, and empathy.

Perhaps the main skill developed is to ask good questions.

Good questions make the prospect think, direct the conversation, and help create sales focus, qualify the prospect, and lead to the best possible outcome.

This skill will be valuable in the personal and professional life of those who develop it.

In addition, sales provide a high financial return as the professional advances in his career.

Companies also benefit from the retention of professionals. The high turnover of sellers brings costs with:

  • terminations;
  • need to recruit and train new people;
  • In addition to the time invested in ramp-up.

If companies and sellers can benefit from the reduction of high turnover of sellers and a long-term partnership, how can this scenario be changed?

How to keep salespeople motivated: 5 tips for the company

The role of companies when worrying about creating strategies on how to motivate unmotivated sellers is:

  • Create environments and processes so that the skills described above are developed;
  • Nurturing good professionals with 1-on-1’s;
  • Understand that there is life after the quarter’s goal.

Sellers have a more difficult task. They need to change the way they see their daily lives: that call is not just another call, it’s an opportunity to ask better questions.

The 2pm presentation is no longer an appointment on the agenda, it’s the possibility to develop persuasion.

Repetitions are not the enemy (in the limit, all work is repetitive). They are the instrument for developing and mastering skills.

Understanding and using this as a lever for excellence will pay off in the long run.

This is a difficult path for both sides, but it seems viable. The decision is to follow it or not.

What about companies? How to motivate unmotivated sellers? How to actively act to reduce high salesperson turnover?

Below, we list some practical tips for reducing salesperson turnover and achieving – finally – high performance.

Tips on Keeping Sellers Motivated

1. Manager must be active in the selection process

It all starts at the beginning! And the beginning of a salesperson’s relationship with the company is the selection process. It is also the beginning of the success or failure of this partnership.

Some companies outsource this work, which is great for reducing the time spent planning each step and increasing the quality of the process. However, it is important that the sector manager is also involved in this phase.

The selection process is an opportunity for the manager to identify the profile of each candidate, align with their needs and identify possible talents, perfect for the company and position.

Before starting the selection process, the manager needs to define the profile of an ideal salesperson for the position. For this, list the project challenges and which characteristics are important for a professional to overcome them.

Together with the recruiting company, define how to find these characteristics in the people being interviewed.

Believe me, a quality selection process focused on what the company is looking for is the first step to reduce turnover in the sales team.

Also read: Are you hiring? Everything you need to know + the best job description templates for sales

2. Alignment of the seller with the company’s values

When we talk about the selection process, it is necessary to remember that the seller also chooses the company and not just the opposite.

Do you want a salesperson who is with you just for the money or someone who believes in the company and the value proposition of the product or service they are selling?

If you really want to know how to motivate unmotivated salespeople, you need to choose the second option.

To do this, present the product’s value proposition, share the company’s values, and get him involved in all of this.

A salesperson who believes in what he is selling does not want to switch products or services. In addition, he is much more likely to sell more and better.

3. Offer a clear career path

One of the biggest bottlenecks in sales is the lack of perspective for the future.

As we talked about above, the sales sector can be very repetitive show. This trait, along with a lack of forward-thinking, can be the perfect combination to end any motivation.

Most salespeople do not see the area as a career, just a job and that happens to good and bad salespeople.

This idea has a lot to do with how people got to the area. Usually because they needed money and not because they liked to sell.

That’s one of the big reasons sales reps are demotivated.

However, if the company is concerned with creating a career plan for its employees, this long-term vision of the sales career has the power to transform the team’s motivation.

Offering a vision of the future for the salesperson, covering periods of 2-3 years, renewing at each completed cycle, is a strategic path for companies that want to motivate unmotivated salespeople and reduce the turnover rate of the sales team.

4. Be a good leader

About 75% of the factors that lead to the departure of an employee from a company originate in the direct manager of that professional. This is the result of a Gallup poll. The survey also shows that 50% of people have already left jobs to get away from their managers.

Well, it goes without saying that you need to be a good leader to be a good manager, but it seems that companies keep losing employees to poor sales leadership.

Managers need to learn to be leaders and not bosses, creating an ideal organizational climate to develop employees’ skills at the highest level.

Only then, everything we’ve listed here will really be effective in its purpose of motivating unmotivated salespeople and decreasing salesperson turnover.

5. Invest in training

If you’re looking for answers to how to motivate your team to sell more, be aware that training salespeople is a step you can’t ignore.

The company is responsible for making the salesperson develop and for that it needs to invest time and money in training, training and development.

End the culture of firing only for performance.

Give time and help the professional to develop. 

Analyze the behavior of sales representatives and take the opportunity to help a professional grow. So you will have someone loyal to the company and its purposes.

 

Sales blogs to track and improve your skills

sale blogs

sales blog

Want to learn the best sales tips to improve your skills? 

Every self-respecting salesperson knows that to sell he needs continuous improvement.

After all, experience is not enough, it is necessary to be constantly open to new learning.

Sales spreadsheet kit to plan, motivate your team and not lose information

3 types of spreadsheet with ready-made formulas to put your business routine in order without much effort

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As we know that many salespeople spend most of their time with clients, going from one meeting to the next, and that good salesperson are equipped with technology, blogs emerge as a great source of knowledge.

Exchanges of experiences, short posts, practical tips and a lot of hands-on work is what we gain by following the sales blogs.

Also, reading a post can be done while waiting for a customer to arrive for a meeting, or while waiting to be attended to.

For sellers who opt for taxi or public transport, it is still possible to read more between trips to and from the office and meetings.

Now that you know the benefits of a sales blog, you may be wondering: after all, which sales blogs should I read to become a better salesperson? What should I follow to keep evolving in my sales techniques and being at the forefront?

Knowing which sales blog to follow is just as important as the decision to read or not. After all, a misinterpreted insight, wrong instruction, or mistake can have disastrous results.

And we don’t want you to have that kind of problem. That’s why we’ve separated the most interesting sales blogs for you to follow. Surely they will help you make a difference in your sales routine.

Blogs to track and improve your sales skills

Searching sales blog: Meet 8!

#1. Diego Maia’s Blog

Diego Maia is a sales and management specialist, considered one of the greatest experts on the subject in the country. In addition to a blog, it features the Mondo Impresario program on MPB FM (90.3 RJ) and A Trade FM (103.7 Salvador Bahia) radio stations.

In addition to being a blogger, entrepreneur and broadcaster, Diego Maia is the author of the books “How to be a Successful Manager”, “History of True Sales Champions”, “How to Train and Train Sales Teams”, “Stories of Brokers” and audiobooks “30 Tips by Diego Maia to Turbo-charge your Career” and “30 Tips by Diego Maia on People Management”.

On his sales blog, Diego Maia shares lessons in sales and management, entrepreneurship and many insights that promise to open the minds of salespeople to new ideas.

Diego Maia’s tips for being a sales expert.

#2. Super Sellers

The Super Sellers is a blog formed by two professional sales specialists: Leandro Munoz Moreira and Kindler quarry.

The duo is passionate about sales and wants to help salespeople to specialize more and more through reading tips, interviews, posts and many tips that can be put into practice immediately.

If you need valuable tips on negotiation, entrepreneurship, sales approach and relationship, you will find many useful lessons in the Super Sellers blog.

Super Sellers: tips to become a super seller. No pun intended.

#3. Radio Sales

Radio Venda’s is the name of the radio program by Leandro Branquinho, one of the most passionate people about sales in Brazil.

What started with a radio show today is a column on several radio, newspaper and internet stations in Brazil, in addition to giving name to Leandro Branquinho’s blog.

Because of this beautiful work, Branquinho is a columnist for Revisit Venda Mays, one of the largest magazines aimed at salespeople in Brazil.

Leandro Branquinho describes himself as a salesman and sales speaker, and we can see his passion for sales stamped on his body: he has a tattoo written “I love selling” on his arm.

The coolest thing about the Radio Venda’s blog is that you won’t find posts, but rather 1 or 2-minute audio pills with practical tips and killer examples of how to be a better salesperson.

Are you too lazy to read? Just play and listen to your precious lessons.

How about listening to Leandro Branquinho’s killer sales tips?

#4. Endeavor Sales Blog

The Endeavor is one of the main funding organizations to entrepreneurship in the world and operating in Brazil since 2000. Its portal consists of various educational materials such as eBooks, presentations, spreadsheets, and successes facing entrepreneurship and who thinks big.

Its sales materials are very rich created with the support of other entrepreneurs and great market leaders with a focus on sales tips and sales strategies for those who are starting their business or already have a certain maturity in the market, but want to grow theirs. Business.

Endeavor: more than a blog, a reference for those who want to grow

#5. BizRevolution

The BizRevolution is a marketing and sales consulting firm led by Ricardo Magadha’s Jordan, which by its very definition is “The Head Office Adrenaline, creator of Epicenter and BizRevolution “.

BizRevolution’s website is its own blog. Ricardo was probably the first entrepreneur in the country to turn his website into a blog.

The highlight of the blog is that it has more than 10 years of written pages, since BizRevolution exists since 1999, and it has been a blog since 2001.

Here any salesperson can soak up the knowledge of sales that are completely out of the ordinary.

If you need to develop a whole new sales mindset and get away from old precepts and lessons, BizRevolution is the right sales blog to help you be a sales expert.

BizRevolution: over 10 years of archives and sales tips.

#6. Sell More

Many of you may already know VendaMais. The most complete sales magazine in Brazil in the market for 20 years and directed by Raul Candelabra, one of the greatest specialists in the field of sales and management in Brazil and author of more than 15 books on sales.

Even if you already subscribe to the magazine, we find it interesting and recommend reading the VendaMais Blog with tips on sales management and high performance.

A place where salespeople, supervisors, sales managers, entrepreneurs, entrepreneurs and sales representatives can find practical information, tips, experiences, inspiration and motivation to sell more and serve their customers better.

VendaMais offers tips and tools that will help you develop as a salesperson and, consequently, sell more

#7. Guillermo March ado’s Blog

The Guillermo Machado works in sales for over 15 years as a real estate broker, manager, coach, consultant and currently speaker.

His sales blog focuses on day-to-day real estate issues with the aim of improving brokers’ sales results through rich materials such as articles, free eBooks, videos and, of course, inspirational talks that will get you out. Of sameness.

Nationally rated as one of the best content produced in the Real Estate segment, it is worth putting it on your reading list!

Guillermo Machado’s Tips for Realtors on Sales Strategy

#8. Scheduler Blog

Of course we want you to remember our sales blog. After all, the Agenda blog works to enable salespeople, commercial managers and entrepreneurs to sell more.

We know how important knowledge and improvement is to sales, and we want all salespeople to become sales experts.

That’s why we share our best sales tips on a weekly basis, which we learn from our experience and relationships with our customers. Whenever you want to be a better seller, we’re here to help.

Blog do Agenda or: here you can also find free tips and materials to be a better seller.

Prepare to read your favorite sales blog

Now that you have more than enough sales blog referrals to hone your knowledge, all you need to do is get into the habit of reading and following up on your new favorite sales blogs daily.

Certainly, the sales tips that each specialist and each company have to offer will help you to be a better salesperson on a daily basis.

 

How to advertise through WhatsApp to sell more

Whatsapp

Do you advertise on WhatsApp to promote your sales? We’ve listed tips to get you started today

WhatsApp can pride itself on being an app with no ads, no games, no gimmicks, and you can still use the service to sell your product.

The application started to be part of Brazilians’ lives in 2012, gaining popularity for allowing the exchange of messages without you having to pay for the delivery, as happened with SMS.

No time to read the content? Would you like to be able to accompany him as he drives, walks or performs other activities? So don’t waste your time and listen to this article in its entirety. Just click play! We appreciate your feedback in the comments 🙂

how to advertise through WhatsApp

How to advertise through WhatsApp

In 2014 the app was sold to Facebook for 19 billion dollars in cash and some shares. But the question here is: how can we use WhatsApp to help your business sell more?

WhatsApp is especially popular in countries where SMS is less accessible, or not included in phone plans – such as Brazil. People commonly use the app to get in touch with family and friends, and it ends up being used to bypass cell phone bills.

Small businesses can use WhatsApp for customers, communicate directly with them and close new sales. The new relationship between Facebook and WhatsApp makes this option even more intuitive.

Importance of social networks

Maintaining a presence on social media is crucial to building your brand. And while Facebook already allows you to keep in close contact with potential customers as well as fans, WhatsApp takes you to the next level of relationship.

By enabling messaging functionality between businesses and potential customers, communication can be even closer than and as immediate as and SMS. You can put your WhatsApp number on your website, business cards, and social media, letting your audience know you’re within reach of the app at any time.

Specialized companies, especially the sales team of marble arch have adopted WhatsApp as a communication tool.

Are you ready to use WhatsApp to sell more?

Which companies should make sales through Whastapp?

But, should your company participate in WhatsApp? Although the app does not have the same presence worldwide, in Brazil it is very popular.

It’s a way to connect with your market in real-time. Plus, it costs next to nothing, and it doesn’t require maintenance like other media, which need to actively create content all the time.

This is simply another way customers can reach you – and all you need is a phone number and a smartphone. Some sellers may be upset by their prospects having to answer their questions all the time. But, in addition to messages, WhatsApp already allows voice calls, and even conversations via browser, for Android users.

So, while replacing SMS, you end up replacing messaging applications as well as voice services such as Skype or Vibe. WhatsApp is not the death sentence for other media.

Responding to a deluge of queries via WhatsApp may not be the most ideal or sustainable way to do business. And if you’re doing SMS marketing, you should know that WhatsApp will soon replace text messaging marketing capabilities.

If you are unsure about how to use WhatsApp to sell and sell businesses, we’ve put together some useful tips for you to learn how to do business using WhatsApp.

The 4 tips on how to advertise through WhatsApp

See some tips on how to use WhatsApp commercially sending the right messages, at the right time and in the right way.

#1. Save contacts to phone

If you’re the type of salesperson who has multiple chips and thousands of loose numbers scattered across multiple devices, you won’t be able to give your customers the attention they deserve.

That’s because, you’ll hardly know who you’re talking to, know what they’ve already talked to and so on.

Self-respecting seller needs:

  • Use 1 single number;
  • Always save your contacts on your phone;
  • Keep your histories safe.

Many times you don’t remember a conversation, and your customer thinks you remember the information they exchanged.

If you don’t have the history, you may end up lost and have to confess to your client that you don’t remember what they talked about.

#two. Record audios

Most customers have questions and doubts when they receive an advertisement through WhatsApp. So how to respond?

Be proactive and have a stock of audios with simple answers ready on your device to answer your customers’ questions.

This way, you respond to your customer quickly, and in addition to not having to recreate the same responses over and over again, you spend less time than typing the same response. Thus, your WhatsApp becomes a dynamic and fast relationship channel with your customers.

#3. Spread thank you messages

You can’t be a good salesperson on your own.

You can only be a good salesperson thanks to your customers.

So, never fail to thank them.

If you’ve won an award, hit your sales target, or are simply happy to close new sales, thank your current customers.

They are the ones who make this possible.

Sincere and personalized thanks represent a low-cost, high-impact marketing action.

Customers are happy while their level of trust increases.

And you know very well the importance of satisfying customers and making them happy!

Use WhatsApp to share thank you messages to your customers.

#4. Use the videos to your advantage

Suppose you are a real estate agent and want to be more assertive in your presentations.

Often companies launch advertisements on open TV and forget to create a video for WhatsApp.

Make videos for your customers, showing, for example, a new product, a new application for an old product, or even offering a discount coupon on a new service.

This is a great way to use WhatsApp commercially.

It never hurts to send video content to your customers.

Are you ready to implement WhatsApp in your sales?

Now that you know how to advertise through WhatsApp, and that it serves not just as an app to chat with friends and family, are you ready to engage your customers with this powerful app?

In addition to being a simple tool to keep your customer close, the application is very useful in various stages of sales.

You can, for example, qualify leads, present, and post-sales only with WhatsApp.

By the way, you can make sales through WhatsApp, why not?

Finally, when you give your WhatsApp to your customers they realize that you won’t run away.

It is important that they understand that it will not be a way to send advertising through WhatsApp.

In fact, if he needs it, they have his phone number handy, to ask questions or solve any problems.

 

15 Questions for a Job Interview for Salespeople

job interview

Skill is knowing how to use knowledge to achieve a result.

Find out about examples and criteria most used to create questions in job interviews.

The purpose of a salesperson job interview is to determine whether or not the salesperson should continue in the selection process for a job opening with the company.

It is important to emphasize this because many companies restrict themselves to selecting resumes and interviewing a salesperson as the only steps in this work.

During the selection process many other techniques can be used. But let’s focus here on the salesperson job interview questions.

Sales spreadsheet kit to plan, motivate your team and not lose information

3 types of spreadsheet with ready-made formulas to put your business routine in order without much effort

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And before listing our 15 question suggestions, let’s better understand what criteria to use when selecting candidates.

After all, what’s the point of asking questions if we don’t have something to base ourselves on to evaluate the answers?

No time to read the content? Would you like to be able to accompany him as he drives, walks or performs other activities? So don’t waste your time and listen to this article in its entirety. Just click play! We appreciate your feedback in the comments 🙂

We prepared a presentation with the main tips of this article. Check it out by clicking on the image below.

By having these evaluation parameters well defined, we avoid the trap of asking pre-conceived questions or following stereotyped scripts that won’t provide the answers we need.

If you are expanding or creating a sales team, see more about this topic in this post: How to build a high performance sales team?

Criteria for evaluating job applicants

One of the most used techniques for this purpose has a picturesque name: CHA. No, it is not to replace the traditional coffee offered at the beginning of every salesperson interview or any other position.

CHA is an abbreviation for three important criteria when evaluating whether a person is suitable for the job:

TEA:

  • knowledge
  • Skills
  • attitudes

With that, when you go to make your script of questions for the candidates, you will already know which of these criteria is being evaluated. Let’s understand each one of them.

Knowledge

Knowledge is the theoretical domain of what needs to be done and, in the case of salespeople, also of the characteristics of the product or service they sell.

For example, if you are hiring an IT equipment advisory salesperson, it is very important that he or she has knowledge of the subject.

It is also very important to know if he has specific knowledge to perform his role.

A salesperson has to know: sales techniques, negotiation, financial math, prospecting tactics, customer profiles, pricing, and many other topics.

In some cases, it may be necessary to request training in a higher education course. A diploma is nothing more than a certificate of knowledge in a certain area.

Finally, it is necessary to have knowledge that allows the interviewed salesperson to use the tools provided by the company, such as management software, communication equipment, spreadsheets, mobile devices and any others.

In short: it must be ensured that the respondent has technical knowledge of what they are going to sell, knowledge of how it is sold and knowledge of how to use the company’s infrastructure.

It is also very important to know if he has specific knowledge to perform his role.

Skills

Skill is the ability to put knowledge into practice, it is knowing how to do it. And to find this out you will have to ask the most subtle questions.

It is one thing during the salesperson job interview for the candidate to respond by saying that he has a degree in systems engineering and that he knows everything about computers.

Another is to ask him to give an example of a project in which his suggestions were instrumental in closing the sale.

Skill is knowing how to use knowledge to achieve a result.

The truth is that knowing a subject is one thing, knowing how to sell is quite another!

To dig deeper into the skills a good salesperson needs, read also: 11 Skills Every Inside Salesperson Must Have

Attitudes

During the salesperson interview, a skilled interviewer soon notices the candidate’s attitude, that is: if he has the necessary grip for the job!

Attitude is linked to action: does the candidate have knowledge and skills, but do they know why in practice? Do you have the necessary disposition and grit?

This is a determining criterion because it is possible to train someone to acquire knowledge and skills. It is also possible to change attitudes, but they require more effort and, above all, the will to change!

It is important to remember that each company profile requires different attitudes from its sales team. Not every seller has to be aggressive. Sometimes you have to be just the opposite: more advisor and persuasive.

So before you ask attitude salesperson interview questions, think carefully about what kind of salesperson your company needs to hire.

15 Sales Interview Questions

Let’s start with questions about attitude:

1. Why did you choose to be a salesperson?

It will be easy to see if he is being sincere in saying that he enjoys this activity and that he sees it as an exhilarating challenge to make a sale.

2. Do you like helping customers? Give an example.

Of course, the respondent will say yes, but the example will have to be a compelling story. He has to show that he makes consultative sales and delivers solutions. That is: he is not just an order taker.

 3. Are you creative? Tell a case in which this was decisive in closing a sale.

It is likely that most applicants will take a few seconds to respond. But pay attention to the answers and draw your conclusions.

 4. Why did you leave your last job?

Responding calmly to why you left your last job can reveal much of a candidate's attitude.

Responding calmly to why you left your last job can reveal much of a candidate’s attitude.

A classic question that no one likes to answer. The important thing is for the interviewee not to start criticizing the company from which he left and say that he was being persecuted.

And remember that being fired is not a demerit, it can happen in everyone’s career and not necessarily due to deficiencies at work.

5. Tell us a little about this company and why you want to work here.

At this point you will see if he is proactive and if he has some of the basic attitudes of a salesperson: be curious and prepare in advance to face challenges.

Now, knowledge.

Academic background and languages ​​you will see in the curriculum. The questions should be more comprehensive, such as:

6. What is the last book you read?

7. Did you take any training courses lately? What’s the theme?

8. Tell us something you learned in this course and that you use in your professional daily life.

9. If the company was willing to help you pay, what course would you take immediately?

The answers will indicate which areas of knowledge the respondent likes to develop and if they have this habit of researching and looking for new knowledge.

It is also necessary to ask objective questions about the specific knowledge needed to work in your company, such as:

10. Questions about specific knowledge:

  • Have you worked with the SAP system?
  • Do you master Excel spreadsheets?
  • Do you know how to assemble PowerPoint presentations?
  • Do you know the government’s bidding procedures?
  • Have you ever held leadership positions? Etc.

Finally, the questions about skills.

These are some of the most important questions during salesperson job interviews.

 11. Count a sale you’re proud of to this day.

12. Give an example of a case where you exceeded expectations to achieve your goals.

13. Tell us about a big hurdle you were forced to overcome in your career.

14. Talk about a case where teamwork was crucial to achieving a goal.

15. What is the most difficult negotiation you’ve been through?

All these questions require more than knowledge, it is necessary to show the ability to solve the challenges and tell in detail how it happened and how the person stood out in it.

Do you already know what questions to ask the seller? See an example that the Agendar team developed for you to use:

These questions are some examples of how to break away from traditional scripts and find effective answers so that you can evaluate a candidate well during a salesperson interview.

How about creating your list of salesperson job interview questions?

How about creating your list of salesperson job interview questions?

It is important that you use this list as a template for designing your own salesperson job interview questionnaire, meeting criteria that are pertinent to your company’s needs.

Take a quiz and create your own custom questions for your business demands!

 

We never forget the first contact with the customer

customer

Checklist: what to do before and after the first contact with your prospect

Are you ready to drive the sales process? Know what to do before and after the first contact with the customer

Are you ready to get in touch with your customer or prospect and bring out the best in them? We hope you answered yes.

But if you’re unsure whether you’re ready to get in touch with your prospect, don’t worry. We can help.

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After all, every salesperson, no matter how experienced they are, at some point in their career needed a little help to start finding their way to success in sales?

Generally, the sales process begins with prospecting, which is a salesperson’s first contact with a potential customer.

But for this contact to happen it is necessary to know not only the right profile of your customer but also your product, your company, your goals, your limits, your weaknesses and strengths.

This brings us to a reflection on the sales process: does the sales process start when we contact our potential customers and prospects, or does the sales process start when salespeople start their work?

Probably, the sales process comes long before prospecting, long before any ideal customer ideapersona, or business analysis.

The sales process starts with a salesperson trying to understand your product or service, while trying to learn more about your market and application.

That said, here is a customer service checklist of what to do before and after the first contact with the customer or your prospect.

first contact with the customer

Do you know what needs to be done to drive a successful sales process?

Customer Service Checklist: First Customer Contact and More

Before contacting your potential customer or prospect, you need to show that this is not just a cold and unprepared approach, you need to show that everything you do has a purpose.

Here’s what you should do, before first contacting the prospect.

#1. Do your homework

This is the most important step to ensure you are not shooting anywhere.

It is important that you are aware of all possible information about prospects, such as the company name, the decision maker’s job title, their name, their work experience, and other information.

All of them can be on Google, or just 1 click away, on LinkedIn. All you need to look for is information about the customers you would like to contact, and thus find the decision-makers in each organization.

The more you know about your prospect, the less awkward any speech you use will sound.

#two. Build a Great First Impression

We all know that people buy from each other (regardless of the roles behind it) and therefore it is essential that you make a great first impression.

This can even mean creating a good first impression with the doorman.

Most decision-makers will be senior managers and likely to have an intermediary to track unwanted sales calls.

Be prepared to get involved and build a relationship with the intermediary first, it’s amazing how doors can open for you.

But if you have the opportunity with the decision-maker, make sure you can present yourself in a professional, well-organized and successful manner.

To do this, always present, introduce your company and why you are contacting the company. Demonstrate your knowledge of the prospect: reference your position, your company, and if possible, summarize the market.

first contact with the customer

Are you ready to spend a memorable experience?

#3. Start with open-ended questions

Always start with open-ended questions, and don’t push your sales pitch. If there is news impacting your prospect’s market, ask them open-ended questions about how to handle the situation.

At the end of your initial call, you need to know what are the main issues affecting your market, how the business might be affected, and how you can help.

#4. End your call

Yes, you read that right – now might be a great time to end the call. You’ve completed the open-ended questions and now is a great time to show your customers some respect and build rapport.

Start by confirming that you know your product, and how it can be a viable solution because you’ve recently helped a similar company.

Your prospect will be happy if you aren’t pitching too hard a sales pitch, but will be intrigued if you name a competitor or other customers, so they’ll be willing to continue the contact.

What to do after the first contact with the customer?

Our customer service checklist doesn’t stop there.

Now that you know what to do with your first contact, the question that remains is: what to do after the first contact?

If you want to show yourself prepared to continue relating to your customer and increase your chances of selling, you will need to know what to do after the first contact with the customer, without putting everything to waste.

It might be easier if it’s all inside a script that can make you look more natural.

But if you get lost for a moment, here’s what to do after the first contact (whether it’s a phone contact) or face-to-face.

first contact with the customer

Now that you’ve gone through the first contact, are you ready to continue?

#1. Focus on getting your next meeting

If you’ve prepared well for the first steps, you need to prepare yourself to continue to be successful after the first contact.

Now it’s time to build your relationship and bring your prospect to the end of the sales funnel.

To do this, it’s essential to summarize your prospects’ needs and prioritize them to show understanding through it all. Discuss the benefits you offer in a language your prospect understands. This will help.

That said, stay focused on the customer’s needs – what problem they are trying to solve, what the financial impact of the problem is, and finally, whether the problem can wait or is it urgent.

These questions will naturally lead to the customer qualification process.

#two. Don’t miss the timing

Once you’ve prospected your potential customer, you may believe they should return.

But, who must be in front of the sales process is the salesperson. You need to be in control of the process.

You cannot let your client have the power in their hands or simply be a taxable person in the middle of this whole process.

The salesperson is the operator of the sales process and you need to move the process in order to be able to sell. Otherwise, it will just leave the doors ajar. And then, anyone can enter.

Checklist: what to do before and after the first contact with your prospect

Get ready for the hard work

Take a review in your routine to see if you are ready to follow this step-by-step in your sales routine, and so ensure that you can operate the sales process with the quality you need.

Obviously, it’s not an easy job to go through the sales process and know what you need to do before and after contacting your prospect.

Either way, you need to study and be prepared to get your customers to buy from you for the right reasons and reasons. You need to be a prepared salesperson to move forward in this process.

 

How to Fight Stress: Know Your Enemy to Defeat Him!

enemy

how-to-combat-stress

Stress has already reached 90% of the world population, according to data released by the World Health Organization (WHO). It’s a scary number, considering that stress is responsible for a series of complications in people’s lives. Discover now how to fight stress and have a better quality of life, with some simple changes in habits.

What is stress?

Although the terminology is commonly used to designate something bad, the definition of stress is not related to a medical pathology. Stress levels, however, when they are high, demonstrate a strong tendency to develop physical and mental complications.

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In order to know how to fight stress, it is essential to know its causes, how it manifests itself and which habits should be avoided. In general terms, stress can be understood as the body’s natural reaction to the environment, especially when it comes to a different context or for which the subject was not prepared.

Experts indicate that stress arises from the difference between a demand and the subject’s ability to deal with the situation. Any situation that is out of the box can cause stress. This makes all human beings subject to facing stressful moments during life.

But if we are all subject to this, why is it a problem? The answer lies in the amount of stress faced. The more you stress on a daily basis, the less control you have over your body and mind. There comes a time when other disturbances begin to appear. This is the case with anxiety and panic syndrome.

In order for you to be able to live a healthier life it is essential to know how to combat stress. Before we get to the tips for eliminating stress from your routine once and for all, let’s talk about the signs that you’re experiencing stressful times.

Signs That You Suffer From Stress

There are several signs that stress is taking over your life. They can be classified into two groups:

  • Mental Stress Signs
  • Signs of physical stress.

Do you remember SUNTZU, the famous Chinese general, strategist and philosopher, author of the Art of War? If you want to not only combat stress but also defeat it, now is the time to remember some of the great teachings that have inspired thousands of world leaders over the past 2,500 years.

“If you know the enemy and you know yourself, you need not fear the outcome of a hundred battles. If you know yourself, but you don’t know the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself you will lose all battles”. – Sun Tzu.

Ready to learn about the signs of stress, and see if you are stressed or calm like Buddha?

What are the mental stress signs?

Among the main signs of stress are:

  • Lack of concentration;
  • Distant and troubled thoughts;
  • Feeling of impotence in the face of situations, even the simplest ones.

Due to lack of concentration, you lose much of your cognitive ability, which can affect your motor coordination, the quality of your sleep and even your sexual desire. If you are under a high level of stress, it can even damage your libido, showing a drop in affective and loving performance when it comes to sex.

What are the signs of physical stress?

Among the physical signs that you are living a stressful routine are:

  • Exhaustion, characterized by the lack of willingness to carry out activities.
  • Difficulty sleeping, usually caused by the flow of thoughts and worries.
  • Excess hair loss, a symptom that must be closely monitored by a physician in order to discover the cause and proper treatment.
  • Too much tiredness is the body’s way of forcing us to stop and rest. The best option is to always respect this request.
  • Skin allergies are another way for the body to say things aren’t right.
  • Gastritis and ulcers are the way our stomach walls signal that stress can harm this region as well.
  • Muscle tension characterized by blockages, stiff necks, and even nighttime teeth grinding can be symptoms that stress has built up.
  • Low immunity is another sign that the body is asking for help. If you are getting sick frequently, it can be a message that your body and soul lack rest, relaxation, and small pleasures.
  • Headaches, which should not be considered common. They can also be a sign that things aren’t going well.

When you’re stressed, you can’t even do the most basic tasks, with a noticeable lack of physical energy.

Are you feeling like this?

If you want to know how to fight stress and overcome it, the good news is that there are a few methods. All of them quite simple, but with proven effectiveness.

Want to know the secret?

Changing habits.

It is the key to creating more pleasant environments, without conflicts and with a low risk of irritability.

Losses caused by stress

Among the many negative results of a stressful life are the increase in cases of disorders such as anxiety, depression and panic disorder. All these disorders, despite having specific causes, are closely related to stress levels. Studies indicate that a person’s level of stress and lifestyle determine 60% of illnesses.

70% of economically active Brazilians suffer from stress. Of these, 30% suffer from Burnout Syndrome, a physical and mental exhaustion directly linked to professional activities, which was characterized as a depressive syndrome by the New York psychoanalyst Freudenberg.

A stressed person cannot relate well with his peers, because they are immersed in uncomfortable feelings. The frustration of not being able to deal with everyday situations ends up shaping the personality of those who suffer from stress.

Therefore, it is common to hear people say that someone else is too stressed, in a non-positive way. Stress needs to be controlled and fought as much as possible, as it can have serious consequences. Those who suffer from stress age faster, lose appetite (food and sexual), lose focus and performance. Fortunately, there are methods for dealing with stress.

How to combat stress in practice

One of the most effective ways to combat stress is by eliminating conflict situations. If the climate in your company is not the best, it may be the case to look for a specialized consultancy. Internal Communication, Human Resources or People Management professionals generally have good strategies to deal with conflicts and noise between employees. In addition, a professional in psychology can also help you find effective solutions and lighter ways to deal with problems.

People who work with what they like, in cozy environments, tend to have fewer stress-related problems. All thanks to the energies and vibrations that the environment gives us. The more positive and pleasant the space, the less chance of having a negative reaction. Being in a cozy place is good for stress.

Another effective technique that can help you who are wondering how to fight stress is to start saying “no”.

Remember when you last said “No” to a customer?

We often go far beyond what we are capable of, because we are not used to saying no. Be it an excessive volume of work or performing favors. All excessive tasks can trigger stress.

Avoiding fights is recommended by experts to control stress and anxiety levels. And we’re not just talking about serious fights, but also arguments. Don’t get into unnecessary conflicts, as they tend to add up to nothing in our lives. Quite the contrary, they are responsible for stress and discomfort. Wellness tips like this can help you manage stress. 

With these tips and the help of General SUNTZU, you are more prepared and now know how to combat stress efficiently. This is a serious problem that must be faced seriously. With simple changes in habits it is possible to lead a much healthier and happier life.

 

Recurring revenue: what it is, how it works, advantages and which indicators to use   

revenue

recurring revenue

What do you know about what recurring revenue is and how it could be used by your business?

The most traditional way of selling is to carry out one-time transactions. In other words, the customer goes to the store, buys what he needs and then leaves. It may come back to buy again or not. And, each time a sale is made, it demands new efforts from the team.

Therefore, in order to maintain a more stable billing level and with less use of resources, many companies started to bet on the recurring billing model.

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This alternative has been gaining more and more followers. So much so that only in Brazil between 2014 and 2018, there was a growth of 167% in the business market with recurring revenue. The data are from the Brazilian Association of Electronic Commerce (Bascom).

But the report Payments American Market Recurring 2017-2021 predicts that by the end of 2021, commercial transactions via recurring payment will reach R $ 1.8 billion mark.

If you are interested in implementing the recurring revenue model in your company and would like to learn more about this subject, rest assured that we will explain everything you need to know.

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In the next lines of this article, you will check what is recurring revenue, which indicators to monitor and the advantages that this model offers:

  • Revenue predictability;
  • Decrease in default;
  • Increased customer retention;
  • Reduction in Customer Acquisition Cost.

In addition, we’ll also show you some examples of businesses with recurring revenue for you to be inspired by.

What is a recurring revenue business model?

We can define what is recurring revenue as a modality in which the customer makes payment at a previously agreed frequency in order to have access to products or services offered by the company with which he signed a contract.

Companies that operate under the monthly recurring revenue model, for example, receive a monthly amount of money from their customers and provide them with access to a certain service or product during the current month.

The charge is usually made automatically via credit card, direct debit or bank slip. If payment is not made, access is interrupted until everything returns to normal.

Instead of having to repeat the purchase procedure every time they want to purchase the product or service, the customer provides their data only once and every month (or other frequency agreed between the parties) will be charged for access, generating revenue applicant for the company.

What are the advantages of adopting the monthly recurring revenue model?

Implementing the monthly recurring revenue model can bring a number of benefits to your company. Below are some reasons to adopt this modality in your business model.

1 – Revenue predictability

By adhering to the recurring revenue model, it is possible to have greater predictability about how much the company will bill monthly, semiannually and annually.

With this, it is possible to better plan investments and have more effective financial control.

With a dashboard detailing your metrics it’s easier to make sales forecasts, see how the Agent can help you by watching this video:

2 – Decrease in default

Recurring collection is made automatically, by the payment method chosen in the contract. Therefore, if the customer does not pay, he will not have access to the product or service that he has purchased.

This tends to reduce delinquency and also the resources invested in collecting overdue invoices.

3 – Increased customer retention

Businesses with recurring revenue are able to retain their customers for longer, as the purchase cycle does not have to repeat itself every time they want to purchase your products and services.

In other words, situations in which the repurchase is postponed for some reason are avoided.

4 – Customer Acquisition Cost Reduction

The monthly recurring revenue model allows the company to reduce its costs for acquiring new customers. But why?

Because the model is based on sales plans, whose advantages and differentials have already been tested and approved by several other customers. This makes it much easier to show new customers that hundreds (or thousands) of people already use the service and feel satisfied with it.

Performance indicators for recurring revenue

To ensure the good performance of your business in the recurring revenue model, it is important to monitor some key indicators. Are they:

  • Average ticket: amount spent on average by customers for each purchase;
  • Recurring Monthly Billing (MRR): recurring amounts that the company receives each month, with the sum of all active customers;
  • Recurring Annual Billing: the total amount of all recurring receipts during one year;
  • Customer Acquisition Cost (CAC): all amounts spent to acquire new customers, by marketing and sales, divided by the number of customers acquired in the period;
  • Customer Lifetime Value (CLTV): the average value a customer leaves for the company during their relationship with it;
  • Churn Rate: The number of customers lost by the company during a period, divided by the number of customers at the beginning of that period.

And if you want more sales indicator tips, we have a few more for you:

Businesses with recurring revenue: 3 B2B examples to get inspired

Several companies have obtained good results in the recurring revenue model, however, we often only know the success stories of B2C models – such as subscription clubs for books, wines, toys, records, among other products that arrive at our homes monthly.

However, there are many inspiring and even business reinvention models in B2B. Let’s meet some of them?

Scheduler – CRM Software

The Agendor is a Software as a Service (Saabs) model, or, translated into Portuguese, software as a service.

What does this mean in practice? That instead of a company buying a CRM system and installing it on salespeople’s machines, it contracts it as a service, in a subscription and cloud access model. As a result, in addition to always having the software up-to-date, access to technology is more agile and economical.

Darrius – Information Security and Cyber Security Consultancy

It’s not just technology that can be hired in a subscription model in B2B. Consulting companies like Darrius already have specialized outsourcing service models for monthly bundles of hours for their clients. Thus, instead of carrying out specific projects, there is also recurring revenue through a package of hours for companies that do not have internal teams in these areas.

Simpers – Equipment outsourcing platform

Simpers has a business model based on outsourcing of MFPs, printers, tablets, smartphones, notebooks and desktops. In this way, its customers hire the equipment without generating internal assets and facilitating maintenance and the process of switching to new technologies.

Can your business have a recurring model?

In these examples, we saw that recurring revenue does not have to be a company’s only revenue model, and that it is possible to offer subscription services and products in different markets. Does your company have any opportunity in this regard? Or is it possible to start a new business with this profile?

If the answer is yes, remember to do a good market study and a thorough business plan to take advantage of the opportunities and also surf the recurring revenue trend. After all, this market tends to grow more and more!

 

Behavioral training: 5 skills to develop with your employees   

skills

behavioral training

Employers shouldn’t expect their contractors to be finished products when they walk through the door. Behavioral training in companies is essential to align the entire team with essential skills for a good relationship and performance, especially in sales work.

Providing this opportunity for growth depends on companies as team leaders and on how they choose to develop their workplaces.

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By establishing an environment that encourages communication and balance, you can better extract employee productivity and help them achieve recognition at work.

The work environment must encourage the growth of skills to promote a stable and productive climate.

When selecting people to make up a team, bringing in employees with the right technical skills is not enough.

The people you hire need to be able to use their interpersonal skills in different settings while working together with other colleagues.

Here are five skills you can develop with behavioral training to create a positive culture in your company.

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Behavioral Training: 5 Options for Investing

1. Communication

Communication is a very broad topic that can cover different situations and participants.

Of course, it’s vital in workplaces where responsibilities are shared, such as when employees collaborate on sales-oriented projects.

Functioning properly as a unit rather than having multiple individuals with different work patterns is a necessity.

In addition, clear communication is vital to consolidating a company’s culture and work standards. Regardless of whether it is a fixed routine, in the office, or a remote job. Employees must adapt to the culture established by the employer.

In a study by Pepperdine University, it was noted that qualities such as the level of ambiguity and autonomy are directly related to the overall personality of the workplace.

Therefore, everyone must be aware of the type of workplace in which they are inserted. And you should continually encourage your employees to talk about their jobs and ask about what they don’t understand.

Being receptive to questions in this way ensures that employees do not hesitate to clarify their mistakes and take the initiative to understand their contribution to the company.

Behavioral communication training helps to improve the daily experience of the entire team and also helps them to create friendly communication with customers during sales efforts.

2. Conflict resolution

In points of imbalance and friction, your employees have to be able to face the tension between themselves and resolve any disagreements that arise.

This can be seen as an offshoot of communication, although it is a distinct skill that can be difficult to develop due to the hesitancy and intimate nature of the workplace.

The worst habit for breeding is to ignore these conflicts to the point that they grow and spread like wildfires, damaging relationships and the productivity of individuals and staff.

Employers must remain aware of potential conflicts and be active in intervening and facilitating these more emotional interactions.

Conducting behavioral training to actively teach conflict resolution methods and help employees develop this skill is important to developing a safe and positive workplace for your employees.

For example, are some members using sales approaches that another group doesn’t consider as effective? Having the tact to bring everyone on the team together and talking to better align the strategies makes it possible to mediate the conflict, preventing this divergence from spilling over into customers.

Teach them to approach conflicts head-on and not let things get worse. The corporate training on appropriate ways to deal with “bad” employees will keep the conflict contained.

3. Balancing work and life

While employers want their employees to devote as much time as possible to their work, pushing them to work as much as possible is an old story of disaster.

Mental fatigue and physical frailty follow strenuous work programs, and no worker will be as capable or stable in this condition.

Rather, it is better to cultivate an environment of balance, a self-awareness of limits and health to work more effectively.

To create a balanced work environment, encourage employees not to take work home with them. Try to restrict work-related emails and calls to certain hours as much as possible.

Encourage employees to focus and put in 100% effort during work hours and then allow them to focus on personal life. This will help them keep the work-life balance clear.

Try different things to improve your work-life balance. Not only will your employees work more efficiently, but they will also be able to appreciate their position as something more than a financial necessity.

There are many ways to encourage balance, from allowing flexibility in working hours if you have a team that works remotely, to simply encouraging breaks consistently.

By relying on your employees to find their individual balance, they can make the most of your productivity of their own volition rather than outside pressure.

4. Time management

An often underrated attribute of employees, time management, refers not to an employee’s ability to meet a deadline, but to organizing and performing their work to complete a task on time.

While this is another worker skill, you can help develop your employees’ time management skills during appointments.

Removing distractions such as cell phones and social media is one way to ensure employees stay focused on the tasks of better presenting a product and getting a sale closed.

In cases like working from home or without a traditional office space, you will have to focus on promoting best practices through more subtle means.

For example, staggering tasks into multiple milestones, organizing goals and results management helps guide your employees and encourages them to see the proper pace to complete each one.

Separating work into these micro-goals convinces your employees to view certain assignments and tasks as more immediate.

You can also create an in-company personnel training program to provide time management tips, such as focusing on the most difficult task in the first hour of the workday and watering down the easy ones throughout the day.

These regular check-ins are a great way to help employees develop time management techniques to improve their performance over time.

5. Self-improvement

Workplace life must not impose the status quo or stagnation: there must be a constant need or desire for improvement.

Complacency leads to a perception of repetition, which is the staple of work perceived as undisputed or routine.

Your team must always improve to avoid both the frustration of inexperience and contentment with their work. Good employees want to grow and be challenged, and new skills are always welcome.

At the top end, you can give your employees the tools and mindset to seek improvement by looking at their behavior, work habits, and production.

From there, provide comments and criticisms they can use to benefit their next assignments, such as sloppiness, tardiness, lack of focus or participation.

Creating moments to share experiences is another way to encourage self-improvement. Senior members of your sales team can bring their hands-on experiences to share with newcomers. A zero-cost initiative that will encourage integration and improve communication.

An essential part of making improvements with behavioral training is conveying to your workers that failure should not be considered an obstacle, but a way to focus on better results.

 

Productivity indicators: what they are and how to calculate

productivity

productivity indicators

Is keeping the team at high performance a challenge for you right now? Then you can find good support in your management by using productivity indicators! They are parameters used to analyze the production generated by a team, a process or a specific employee. The information provided by them makes it possible to identify bottlenecks and points of continuous optimization.

Thus, these metrics provide several benefits to the organization, ensuring more quality, conversion and profit.

So, to help you apply it to your company or team, we explain in this text the main productivity indicators:

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  • Conversion rate;
  • Technological degree;
  • Production capacity;
  • Profitability;
  • Turnover index.

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What are Productivity KPIs?

Productivity KPIs are metrics that make it possible to quantify what is being delivered, whether by a process, by a team, or by an employee. For this, most of these indicators use the comparison between what was delivered and the resources consumed (time, money, etc.).

But, if you don’t work with indicators yet, let’s take a step back before delving into the subject: what is KPI?

This is the acronym for Key Performance Indicator, which is basically a tool used to measure something that is important for the success of the company.

With this definition, it is possible to understand the importance of productivity KPIs, as they make it possible to understand something fundamental for any organization: whether production is compensating for the resources that are being invested.

Furthermore, it is through the analysis of productivity indicators that it is possible to identify process optimizations, training needs and even problems in the organizational culture.

What are the productivity indicators?

There are a large number of productivity indicators, each of which facilitates the visualization of different data.

Therefore, it is essential to analyze your organization’s objectives before defining which indicators will actually be measured. In this way, it is possible to understand which ones fit into the organizational context.

In fact, there are so many productivity indicators that it is possible to classify them into three main groups:

  • Capacity indicators: refer to the production capacity of the business and can be measured using various factors, such as, for example, the number of employees, availability of raw materials and financial income;
  • Strategic indicators: make it possible to collect and analyze information related to the company’s objectives, such as profitability and growth;
  • Quality indicators: measure the quality of the product or service being delivered, showing the need for optimization.

Below we list and detail some of the productivity indicators that can have a great impact on the organization, bringing several benefits. Check out!

1. Conversion rate

At first glance, conversion rate may not seem like an indicator of productivity. However, it is critical to understanding whether the efforts and processes of the sales team—and other sectors—are going well.

This metric is of great help in identifying failures and points that require optimization. And, as we said, it goes beyond the commercial department, as it can help find problems in marketing or in the product itself.

If there is any failure and the rate is low, productivity will also be affected. After all, the investment in resources will not be bringing the corresponding results.

To be calculated, you need to have access to the total number of leads and how many actually closed the purchase. From this information, the following formula is used:

(# of closed purchases ÷ # of leads) × 100 = % conversion

2. Technological degree

The company’s technological degree refers to the level of influence of technologies on process automation and optimization.

Nowadays, many tasks have become more practical and agile to be performed due to technological evolution.

However, it is useless for the technology to have advanced if the organization does not advance along with it and look for ways to implement them, ok? You have to be willing to do a digital transformation.

The technological degree can be calculated comparing the productivity of processes with and without certain technologies, as well as it can be evaluated in a qualitative way, analyzing all the details that bring gains.

3. Production capacity

Production capacity is a classic productivity indicator, especially for industries and other companies that involve production. This is because it makes it possible to visualize the demand capacity that the business supports.

Therefore, it is an essential KPI to understand the production limit of a company, which is very relevant.

After all, failure to deliver something that has been agreed is not good for customer retention, is it?

And it is noteworthy that it can be applied in different types of companies, not just those that have a manufacturing system. This is because organizations are made by people, who have a production limit.

Therefore, this metric can be monitored either by evaluating the production limit of something or by the delivery capacity of a team.

In addition, production capacity can also help to evaluate processes. For this, it is enough to compare the resources that are being invested in it and the results that are being delivered.

4. Profitability

Profitability is an indicator that makes it very clear the company’s productivity level in a given period.

After all, this indicator shows whether the revenue that is coming in is more than enough to cover all costs. Something that is necessary for a company to be successful.

The formula for calculating profitability is as follows:

(Net profit ÷ total revenue) × 100 = % profitability

If the percentage of this metric turns out to be negative, it’s time to turn on the warning signal, because there is a bottleneck that is affecting productivity.

5. Turnover index

Although the turnover index is mainly considered an indicator of people management, it also makes it possible to visualize the level of productivity.

But what is turnover? Basically, it is the employee turnover rate in the company. And what does this impact on productivity? People are the core of organizations and are directly related to productivity.

It is essential to maintain a team that identifies with the organizational culture and knows the processes so that productivity is high.

In addition to not retaining talent, the frequent change of employees generates a constant need for training and adaptation, which also impacts costs. And, as we know, in sales there is also ramp-up time, a period until the professional can bring financial return from their work.

To calculate the turnover rate, it is necessary to select data from a period of time and apply them in the following formula:

(Dismissed employees ÷ total employees) × 100 = % turnover

A good turnover rate will be below 5%. A result equal to or greater than this means that there is some problem related to salary, organizational culture or other factors.

How to increase productivity in sales?

Have you started planning how to increase sales productivity with indicators? We can help you with this! We have two great materials that can help you apply KPIs to the sales team.