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New Fall Sales Campaigns Should Begin with Full-scale Collaboration

Inside Sales Lead Management Featured Article

New Fall Sales Campaigns Should Begin with Full-scale Collaboration
 
September 29, 2014

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  By Tracey E. Schelmetic, TMCnet Contributor
 


It’s fall, which means colorful leaves, fireplace fires and pumpkins. For a sales organization, it also means noses-to-the-grindstone. Summer vacations are over and kids are back to school. New products are being announced after a summer hiatus, and many organizations are anticipating new purchasing budgets. It’s a great time to mount a brand-new sales initiative, iron out any problems and eliminate bad habits.


For many organizations, these bad habits are centered on islands of information and siloed sales departments that do not communicate with one another. Efforts are duplicated, leads are lost and supporting sales materials are under-utilized. For any organizations, this fall initiative needs to start by ensuring that the entire sales team – inside and outside sales, plus management – is all on the same page, particularly when it comes to coordinating with the marketing department.  It’s critical to ensure that inside sales reps are properly aligned with your outside sales reps and that you have a seamless hand-off process in place. If your sales reps aren’t excited to receive qualified leads with appointments, you won’t see optimal results, wrote Laney Dowling in a recent article for Business2Community.  This means a full-scale collaboration effort all across the organization, particularly at the start of new sales campaigns.

“Talking every other day throughout the ramping up process and throughout the first two weeks of calling is a must,” wrote Dowling. “Everyone stays on task this way, and nothing gets put on the back burner. Stick to action items and execute accordingly. Collaborate after the ramp-up period once a week and review reporting.”

The goal of a new campaign is to engage every member of the sales team in a similar way, so they can work together instead of against each other. This leads to engaged salespeople, which is a critical element of a successful sales campaign.

“Without outside sales reps on board with the engagement, you will fail,” wrote Dowling. “Make sure your inside sales reps are properly aligned with your outside sales reps and that you have a seamless hand-off process in place. If your sales reps aren’t excited to receive qualified leads with appointments, you won’t see optimal results.”

The key to building an engaged sales team is, of course, proper training. Ensure members of the team are all working toward the same goal of sharing knowledge across channels and departments for maximum results. In a typical sales department, internal competition often leads to bottlenecks and inefficient processes for identifying, handing off and handling leads. With the right training programs, managers can eliminate these barriers to success. 




Edited by Maurice Nagle

Inside Sales Lead Management Homepage ›





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