While there are tons of qualities of a successful salesperson, being efficient is by far the most important trait of all. This characteristic will help you convert leads, close deals, and put yourself on top of the scoreboard.
If you want to be one of the top-performing agents, here are five tips and tricks you can follow:
Prospecting — The First Order of Business
Dedicate the first few hours of the morning looking for prospects. Start your day by responding to emails, sending out proposals, scouring for leads, following up on clients, making cold calls, and conducting research. You have to get the most important things out of the way before you even take on other tasks. Of course, you won’t be able to set a meeting, let alone close a deal, without securing prospects, so you must devote a specific time of the day for prospecting. In sales, your level of productivity is gauged by the number of opportunities you make. If you double your effort to generate leads, there’s a greater the chances of closing deals.
Compartmentalize for Better Results
If you want to be an efficient sales agent, you have to respond to emails by batch. Don’t make the mistake of sending out emails in between cold calls or team meetings. Taking on multiple tasks at the same time is a disastrous habit. In fact, research suggests that multitasking eats up your productivity levels by 40%. When you leap from one task to another, you are only causing more delays to your work process. So, choose a specific time of the day when you can zero in on forwarding proposals and replying to emails. Experts recommend that sales agents should log on to their emails at least twice a day — once in the morning and once in the afternoon. However, for urgent messages such as an inquiry or a client’s concern, you should respond immediately. Take in mind that this method is geared towards the process of prospecting rather than client management.
CRM Software — A Tool for Productivity
Keep your CRM as organized as possible. Always update the status of your transactions, so you can monitor your progress. You should also keep track of the list of contacts in your system and make sure that the information is accurate. If you maximize the use of your CRM database, you can increase your productivity levels by 26%. So, make sure that you have installed the mobile version of your CRM software on your smartphone to make it easier for you to access client information wherever you may be. This will also make it more convenient for you to make urgent updates. There also CRM software programs that have scheduling features and reminder options. There are databases that are tailored depending on the nature of your sales work. For example, there are insurance CRM solutions specifically for insurance agents. This type of database offers enrollment tools, quote solutions, customer tracking, and other essential features. So, make sure to utilize a CRM system that is catered to your needs to boost your efficiency and productivity at work.
An efficient salesperson knows that there is the best time to call. Research shows that the best time to call is at around 8 a.m. to 9 a.m. and 4 p.m. to 5 p.m. These time slots yielded better results by 164%, rather than phoning in at 10 a.m. to 11 a.m. and 1 p.m. to 2 p.m. Aside from that, data suggests that Wednesdays and Thursdays are ideal days to contact your leads. Meanwhile, Mondays and Tuesdays, the first days of the week, showed the lowest qualification rates. If you want to make use of your time and energy wisely, it’s best that you stick to a strategy when it comes to cold calling and client follow-ups.
Time Is of the Essence
If you receive an inquiry, you should respond as soon as possible. In the sales industry, the early bird catches the worm, so don’t wait an hour or two before typing back. Research shows that agents are more likely to make a sale when they respond to an inquiry in no less than five minutes. When you hit them up immediately, you increase the chance of conversion by more than 300%. If you wait it out for more than thirty minutes, expect the rate of conversion to drop by 21%. Naturally, if you don’t contact your potential customer in less than ten minutes, their interest level will drastically diminish. To successfully secure prospects, you have to be alert and responsive at all times. Make sure to turn on your alerts and notifications, so you’ll be updated on customer inquiries at any given time of day.
If you want to get ahead and reach the top, you need to be an efficient sales agent first. By following these five practical techniques, you will surely hit one milestone after another.