SET For Business Ltd

SET For Business Ltd

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SET For Business CRM is a powerful and intuitive lead and sales management tool. Go beyond lead management and let SET help you manage, generate and close opportunities.
– Record contact information quickly and securely
– Drag and drop pipelines
– Schedule meetings and call backs
– Track the performance of your sales teams
– UK based

Contact


ContactDarran Hunt

Telephone0330 111 0069

Email[email protected]

Websitewww.setforbusiness.co.uk

AddressLevel 391
Canada Square London E14 5AB

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7 Tips to Be A Successful Sales Manager

Sales is hard but truly succeeding as a sales manager is even harder. It’s not an easy role at all, when done right you’re leading the business to success. When it’s not done right, well the weight of the world will soon be felt!

With years working in sales leadership roles, and through working with some of the best sales leaders around the world, we’ve put together a list of 7 top tips to help you become a successful sales manager.

1) Lead from The Front Line

One of the worst things you can do as a sales manager is hide behind your desk. Not only does it limit your ability to effectively lead your team, but it also disconnects you from the environment your team is working in. You should be leading your team next to them, making calls with them, crafting pitches with them, analysing opportunities with them etc.

It will help inspire and motivate your team to work harder, and it will help you have the best possible understanding of the industry that you’re selling into.

2) Coach Your Team to Success

Successful sales management isn’t just about managing your team, it’s about coaching your team and supporting them to success. Coaching is one of the biggest gaps in sales right now and it’s one that has a huge impact on success. Instead of your 1-2-1’s being focused on pipeline and numbers, talk about them, their challenges and their obstacles. Encourage them to open up and feel safe talking to you, and most importantly, listen.

There is a reason that elite athletes, entrepreneurs and business leaders all have coaches, because of the importance it has on success.

3) Look Past the Smoke and Mirrors

Salespeople by trade are good at talking and winning people over. Unfortunately, whilst this skill is very important to selling, it is also often used on their sales managers as well! Salespeople will always try and put up as much smoke and mirrors as possible to make their manager think that everything is ok. Great sales managers work hard to look past the smoke and mirrors and to challenge their salespeople thoroughly to find the truth.

It’s only when you know the truth about their pipeline and forecast that you can truly help them.

4) Take Responsibility and Accountability for Your Team

It’s important that any struggles or failures that your team has, you take responsibility and accountability for it. You are their leader and responsible for them. Only by truly accepting this and working by this rule can you then solve the problems and more forward. A lot of sales managers unfortunately will throw their team under the bus before they take the blame for anything and this will only ever hold you back in sales leadership.

5) Invest in Your Team

Successful sales managers know they need to constantly invest in their team. Whether it’s investing in learning and training, or investing in rewards and incentives, what you put in will determine what you get out. Make sure you’re giving them regular training, make sure they have good incentives to work towards and that they feel rewarded and looked after. Why not invest in a mini sales library? Buy 25 of the top sales books out there and have them available for the team to read. Little things like that can have a huge impact on their motivation and also their skillset, which have a huge impact on their results.

6) Understand Your Team Individually

Some of your team will be motivated by money, others by progression, and others but different things. It’s crucial that you understand each member of your team as an individual, so you can get the most out of each of them and all of them. Understand what motivates them, understand what they want to achieve, understand what challenges they have, it’s all of these things that can then help you become the best leader possible.

If you assume that they’re all motivated by money, but some are motivated by progression, you’ll never be able to truly motivate them. Spend time regularly, perhaps monthly, keeping full up to date on everything that is driving them and impacting them.

7) Create an Environment That Fuels Success

If your team is sat in a plain coloured office, with no music, caged in on their desks, this might not be the best environment to get great results from them. Sit down and talk to your team and look at what you can add to the office to help fuel their success. It could be motivational quotes on the walls, it could be music in the background, it could be plants, games, the list goes on.

The best managers create the ultimate environments for success that inspire their team every single minute that they’re in the office. Keep it refreshed as well, you don’t want the team getting to comfortable. Add new things once a month and keep them on their toes!

 

And there you have it, 7 top tips to drive real success as a sales manager!

Thank you for taking the time to read this blog today, I really hope you enjoyed it. Here at SET For Business we are really passionate about helping businesses and sales teams get the most from a CRM. That’s why we built an easy, engaging and feature packed CRM that was designed with the user in mind.

Please do have a look at www.setforbusiness.co.uk and if you’re interested you’ll be able to book a totally free trial there. We would love the chance to help your sales team and business grow with our system.

The post 7 Tips to Be A Successful Sales Manager appeared first on SET for Business.

How To Get Salespeople To Actually Use The CRM

We all know the horrifying truth, businesses invest hundreds if not thousands into buying and implementing a CRM system, only for the sales team to never use it!!

You try telling them it will make their job easier…

You try telling them it will help them sell MORE…

You try showing them how to use it…

You try reminding them to use it…

But at the end of the day they just don’t seem to want to make the effort. It’s frustrating and often a huge waste of a potentially amazing sales and business tool.

In this blog I wanted to help show you a few ways you can get your sales team to actually start using the CRM properly and benefiting from doing so.

If you’ve found some ways to get your team using your CRM I’d love to know as well!

1 – Don’t just train them, COACH them

One of the most common mistakes companies make with their CRM is they only show the salespeople how to use it, they don’t support them in actually using it. It’s like telling a child they need to put their feet on the pedals and move them and suddenly expect them to be able to ride a bike! Don’t get me wrong, training is crucial, but it should always be supported with coaching to help the team get comfortable and used to using it.

2 – Create INCENTIVES for them using it properly

Perhaps it’s a point-based system with reps earning points for each time they upload or update the CRM. It could be an incentive for the rep with the most information recorded or most up to date CRM. Salespeople are often competitive and driven, which is why commission and bonuses are used. Using this same mentality applied to correct usage of your CRM can help encourage the team to use it more.

3 – Find your ADVOCATES and utilise them

There is usually at least one or two in the team who will take to the CRM and use it properly. Work with them to help them inspire the team and show how using it properly can generate results. Once salespeople see that it’s worth the time, they are more likely to start using it. They’re also more likely to feel motivated seeing their colleagues using it than just being told to use it by their manager.

4 – Include it in your team meetings and 1-2-1’s

A lot of managers will tell their team to use the CRM, but then totally ignore it for a month or 2 before eventually complaining that no one is using it! You need to keep on top of your team, mention it in every team meeting and discuss it in every 1-2-1 that you have. Work WITH your team and not against them. Don’t just expect them to use it because you’ve given it to them, work with them to help them get the most out of it.

5 – Lead by example

One of the most crucial tips. Again, a lot of sales managers tell their team to use it, but then don’t actually use it themselves. You’ll stand a far greater chance of getting your team to use your CRM properly if you as the leader are using it properly as well. Make it a key part of your day and be seen to be using it in the exact same way that you want them to use it.

CRMs can help you generate MORE sales!

CRMs can be such an amazing tool for sales teams and businesses, and whilst they do require a small amount of work, the results can be significant. As they say, you reap what you sow. The more and better information that you put into your CRM, the better and more results you’ll get out.

So many sales are lost because the salesperson didn’t record the right information or enough information. So many sales are lost because they forgot to keep record of their next phone call or to follow up. All of this is so easily avoided by using a good CRM system.

Do you currently feel you’re using your CRM to its full capability?

Thank you for taking the time to read this blog today, I really hope you enjoyed it. Here at SET For Business we are really passionate about helping businesses and sales teams get the most from a CRM. That’s why we built an easy, engaging and feature packed CRM that was designed with the user in mind.

Please do have a look at www.setforbusiness.co.uk and if you’re interested you’ll be able to book a totally free trial there. We would love the chance to help your sales team and business grow with our system.

The post How To Get Salespeople To Actually Use The CRM appeared first on SET for Business.

How to keep track of sales contacts you meet at networking events

Meeting people at an exhibition or networking events is easy. Turning these new contacts into valuable business relationships is another story altogether.

Sales teams often attend exhibitions and networking events to increase brand awareness with no strategy on what to do with the contacts they generate after the event.

Research tells us that 62% of businesses fail to follow up with these contacts after the event which is a huge amount of missed revenue (and wasted effort).

Trying to prospect for leads in a busy exhibition hall can be a little too much so we’ve put together our five top tips on what your team can do to get the most out of exhibitions and networking events and come away with a little more than just a bundle of business cards.

Find Out Who’s Going
Understanding the event’s attendees can really help you understand what your audience will look like on the day. Is the event specific to a sector? What discussions, talks or keynote presentations are people paying to learn more about?

Most events offer way in which businesses can find out who will be attending. With an attendee list in hand, you can create a targeted list of people to connect with on LinkedIn or even send a warm welcome via email to the people you would like to meet.

How Can We Do This

  • Checking out the events speakers and sponsors.
  • Seeing who is posting about the event on social media.
  • Joining the event’s social media groups and checking out the member list.

This way you can plan ahead so that you’ll have opportunities to connect with potential customers in person or identify more ideal new contacts.

Tell Your Customers You Are Attending

If some of the event attendees are current clients, there could be opportunities to educate existing customers in person on new products, or make sure they are still happy with your services. They might even personally recommend or introduce you to new business contacts.

CAUTION: overspending your time talking to chatty clients. Make sure you have an exit plan in place for customer conversations so that you can maximise your selling time during the event. Pursuing new opportunities should be at the top of your agenda.

Use a CRM Mobile Application

After an event, many sales contacts slip through the cracks when a sales professional forgets to enter the new contact information into their CRM. Having a mobile CRM at your fingertips means that you can add your new contacts directly after each meeting.

But what if potential leads don’t have a business card on them? LinkedIn – open up the app and hand it to the person you are talking to, and say, ‘It’s been really good to meet you. Can we connect on LinkedIn?’ This is a proven and very successful sales technique, fantastic way of networking naturally in today’s digital age.

Take Notes on The Most Valuable Meetings

At exhibitions you will meet many people and potentially have mini meetings with the people on your target list. These all need to be documented in your CRM. Always remember to record any objections and questions that are raised during the conversation. This will help you get through your leads quicker.

When the meeting leaves your memory, the opportunity drifts away.

Create Follow-ups and Prioritise Business Opportunities

Before attending any events make sure you put a process in place so that everyone on your sales team knows who should be following up and how to prioritise opportunities.

Understand REAL opportunities. Serious customers tend to say at some point during the conversation that they either “want to work with us, they’re talking with a competitor, or they’re trying to do it in-house.”

Finally, make sure you record the event the customer attended against the contact. Many CRMs have tagging features that can be used for this very purpose. You won’t have any way to measure your ROI on events if your staff aren’t connecting first contacts to each specific event. This information is critically important to determine how much money your company should spend on event attendance in the future.

 

 

The post How to keep track of sales contacts you meet at networking events appeared first on SET for Business.

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