Sales routine, how to create? 10 tips to apply in your company

Sales routine

sales routine

Creating a sales routine has long since ceased to be a luxury for companies and has become a necessity.

With your growing business, you probably have little time and resources to establish this, right?

But if you keep in mind the words “optimization” and “planning”, this mission becomes easier. When we talk about the responsibility of a seller, it seems obvious that he just needs to sell.

However, for this, for this function to be fulfilled day after day with quality, the way your company needs, his sales routine needs to be productive. That’s optimization.

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Even having a good sales CRM, this does not always happen if you do not take the right actions. In times of the World Cup, there is a concept in football that serves very well for sales.

In sports, there is talk of “training the game and playing the training”. Why, then, when we talk about a sales routine, can’t you “plan the work and work the plan”?

It’s possible… This is planning.

In this article that we bring, we list for you how it is possible for this routine to exist for your sales team, and how it will be essential in optimizing your company’s time and resources, increasing your growth potential.

Here we go? Good reading!

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1 – Internal processes: are they organized?

Since we mentioned football earlier, let’s think of your company as a team. You want to sell more, that is, “attack”.

As with a football team, however, for you to be able to go up, you need to have a strong defense. Have a good support structure so that you can play a good role up front, right?

It’s no different in your sales team. Thus, the first step in creating a sales routine is to have your internal processes well-structured and that allow your team the peace of mind to perform a good job.

If they are not organized, rework, doubts and delays will be constant. This, incidentally, ends up reflecting on the company’s image, after all, you will not be able to give a good impression to those who, by chance, are interested in your product or service.

So, map all the activities that your team has been carrying out – all of them! Only in this way will it be possible to identify problems, bottlenecks and also activities that do not have the necessary value.

From there, you can determine more efficient procedures, anticipate more situations and also avoid improvisation – although in some situations it is positive.

Standardization of actions and saving time. That’s what we want!

2 – Segment to not overload

Each one has its function and executes it in a way that doesn’t generate overloads. This is the perfect world of how to organize a sales team.

Dividing roles according to the skill and characteristics of each salesperson is essential, because you have different types of customers.

Understanding which profile is ideal for what type of service or product you sell is important for basically two reasons:

A. Quality at work

You will have references in each segment of your company. Properly exploring your salesperson’s key qualities will make you an expert in the area he or she is assigned, ideally prepared to conduct various types of negotiations. FOR

For that, profile analysis and training program are important investments within your company.

B. Avoid overloads

The correct division of your team’s work is essential in a sales routine. It is obviously up to the manager to identify and distribute the activities, not only according to the capacity of each one, but also according to its volume.

Also, putting a “heavy” schedule at all times can discourage your sales team. And then the result, we know, is not good for your business.

Focus on subjects that are really relevant. Do you know, after all, what the role of a sales leader is?

3 – Set individual and collective goals clearly and fairly

Ambition and reality. These two words are essential for anyone who wants to set goals for a sales team.

Consider the size of your team, the characteristics of your salespeople, and your entire context. A clear and objective goal, makes employees have in mind what to do and how to achieve them.

This makes it easier to measure the sales performance of your sales team. A tip to correctly establish the goals is to follow the 5W2H matrix. Can you respond to the guidelines?

  • What – what will be done (steps);
  • Why – why it will be done (justification);
  • Where – where it will be done (location);
  • When – when will it be done (time);
  • Who – by whom it will be done (responsibility);
  • How – how will it be done (method);
  • How much – how much will it cost to make (cost)?

Did you know that disciplined salespeople are above average?

4 – Healthy environment, healthy team

An important point for your team’s sales routine is the environment and working conditions.

It is essential to keep your salespeople motivated that you provide, in addition to adequate facilities for your team regarding the company’s infrastructure, support tools in the activity – from a good computer to even a complete sales CRM.

Technology, by the way, is essential to facilitate everyone’s daily lives. Doing a simple exercise, and transporting that thought to any other reality, everyone works better when they have tools that facilitate the activities.

You get more peace of mind knowing that you can perform your activities completely, without worrying about other factors. In the sales world, let the salesperson sell. That’s what we’re talking about!

5 – Keep your sales team connected to marketing

To create a healthy environment, there’s nothing better than letting everyone involved in lead generation and qualification and sales connected.

The shift of baton from marketing to sales needs to be adjusted within the processes. It is necessary that everyone is clear about their role within the company.

While marketing creates content and makes the so-called MQL (qualified lead by marketing), sales need to take advantage of the generated lead and act assertively, so that it doesn’t cool down within the sales funnel.

After all, the lead sought information about your company, but it is certainly talking to the competition as well. If you’re late getting back to your application, who do you think he’ll sign?

In this case, if the lead was qualified and cooled down, the fault lies with the sales sector, which did not know how to act in the right timing. But if a lead that is not ripe for purchase moves from marketing to pre-sales, the work of the marketing team has been hasty and can negatively impact the conversion rate.

Therefore, it is important that the two teams are not only connected, but also aware of when the work of one ends and the other starts.

Sales Routine: Connected Marketing and Sales

6 – Know the sales methodologies that make sense

There are many sales methodologies that managers and salespeople can apply in companies. However, you need to understand exactly who you are: what you sell and who you sell to. Some of them are:

  • Spin Selling;
  • Lean Selling
  • Solution Selling;
  • SELL;
  • BANT;
  • AIDA;
  • Challenger Sales;
  • GPCT.

In this article, we explain the meaning of each of these sales methodologies so you can identify which one makes sense for your company’s business.

7 – Constant training

Training and more training. It is essential to constantly improve the entire sales team. The sales pitch must always be aligned with the company’s values ​​and objectives.

But, more than that, everyone in the sales team (and also the marketing team, why not?) needs to know how to generate value to the prospect from the first contact he makes with your business.

Therefore, it is up to the sales manager to always be close to his team. He needs to keep track of the calls that both vendors and SDRs make.

In a good CRM, you can take the audio files of the recorded calls and, together with the team, listen and give feedback on the positive points and what can be adjusted.

Thus, it is much easier to keep the speech tuned, ready to identify triggers that help in the final objective: selling.

A good way to put this into practice is to adopt the so-called agile methodology, helping to stimulate the constant exchange of knowledge internally.

8 – Have an updated playbook

The above item is directly linked with this one. The sales playbook is a fundamental document so that everyone in the sales team can serve and generate value to the customer in an equal way.

When it is constantly updated, it not only helps improve the work of everyone on the sales team, but also reduces the learning curve for new salespeople.

After all, everything that needs to be said (when and to whom), emails that need to be written and all sorts of actions are detailed there.

It can be built either by the sales manager or the company’s CEO. Both need to dialogue so that the speech makes sense with what is sold, at the same time it dialogues with what the company has as its essence.

With the manager close to the sellers and exchanging knowledge, it is possible to have a playbook that is always up to date and that it is one of the seller’s main allies to even overcome objections and close the sale.

9 – Use a good sales CRM in your sales routine

Organized sales routine, structured internal processes, meeting goals… all this seems like a lot of work, doesn’t it?

Therefore, as mentioned above, technology is fundamental to the challenge of healthy growth.

With a sales CRM, the manager, for example, can follow the salesperson’s schedule, monitor appointments and have all the information he needs.

Having a CRM where it is possible for the customer to schedule, through integration with Google Calendar, the time that best fits to be served , is also vital to avoid, for example, the no-show (when you schedule with the customer and he does not appear).

Access relevant information, customer call history to standardize your sales actions, manage data and numbers that are relevant to improve your methodology.

All this a good sales CRM provides. All of these are fundamental actions for a healthy sales routine in the corporate environment.

10 -Have organized the sales funnel

It is crucial, within the business processes of any company that wants to sell more and better, to have funnels that are visually clear and organized.

For the whole process to make sense, you need to have more than one funnel. The ideal is to have a marketing, pre-sales, sales and customer success funnel. Create them within your CRM Online.

If your CRM, however, doesn’t allow you to have more than one funnel, it’s hurting your sales process.

You then define the steps in the funnel and what actions take place during step changes. Will you send an email? Send content? Turn on?

Enjoy, too, and configure automatic actions. That way you don’t miss any opportunities for lack of action.

Plus, of course, you keep in constant contact with prospects. That’s what a good sales system allows.

With these tips, it’s easier to establish a healthy sales routine within your company. As a result, you make your team more comfortable to sell more and better.

So, how can we help you?

Enjoy and read two other articles from our blog.

The first talks about 7 sales metrics that companies need to watch.

The second deals with what Predictable Revenue is and how it can boost your sales.

Good sales!