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How to Improve "Sell"
How to Improve "Sell"

Actionable advice on how to iterate and improve your "Sell" performance - one of the 7 strategies for growth.

Jessica Nash avatar
Written by Jessica Nash
Updated over a week ago

💡 Get an introduction to the Growth Engine and the full glossary of terms here.

What is the "Sell" Growth Strategy?

Sell is the second of seven growth strategies that comprise the Growth Model.

Your "Sell" Performance

The “Sell” growth strategy is about enhancing your sales potential. Use your Growth Engine to evaluate whether your sales strategies are allowing your team to take advantage of generated leads.

How is "Sell" performance calculated?

Your "Sell" performance is based on how many new business Opportunities your Sales team have recorded.

To represent your data as a comparable trend over time, we've used trailing twelve months (TTM) (a period consisting of data for twelve consecutive months), so that every period is comparable and contains an instance of every month. This is done to reduce effects of seasonality in the metrics. TTM analysis is the clearest way to see true trends in velocity accounting for seasonal variances in December, summer vs. winter, bank holidays etc. It clearly illustrates whether you're successfully accelerating the velocity - are you generating more Enquiries in a period, or is your velocity static or even falling?

Whether you need to reverse a falling trend, bump up a static trend, or accelerate an already upward trending velocity, keep reading for great strategies, advice, hints & tips.

Ways to improve your "Sell" performance

Set up Document Templates for brand consistency

One way to improve your performance here is by setting up and utilising the Document Templates in the CRM. These enable your team to ensure that every communication with potential and existing customers is consistent, on-brand, and professional. Crucially, it helps cut down admin time for your Sales team.

It's easy to configure your Document Templates in the CRM - from email templates, to Word and PDF templates. Create Quotes in ready-to-send email templates or attach a Word document to add your company branding. Using a template allows you to respond to an Opportunity almost immediately, saving time in the sales process and improving customer satisfaction.

Once your ERP or Inventory Management software is integrated with your CRM, you can then push any Document Templates through to those systems for easy access and seamless integration.

⭐ Action: Create a Quote Document Template and use it in the CRM.

Standardise your sales processes using Opportunity Pipelines

Before setting up an Opportunity Pipeline, ensure that you've accurately identified your Sales Model. Recognising what Sales Model you have means that you use the CRM in the most effective way to increase business value.

Opportunity Pipelines are the funnels that show your sales process from the very first step to a closed successful sale. With complete customisation controls in the CRM, choose the order, steps, and even different pipelines to suit your needs.

Opportunity Pipelines let you manage every sale via an efficient process. Not only does it increase the likelihood of success in existing sales, but it allows you to identify your weaknesses and assess why previous sales were unsuccessful.

For example, you can detect whether each sale typically fails at the same stage, or whether a group of sales were unsuccessful within the same time period. With this knowledge, you can drill deeper to find the root cause of your issue.

Amend your sales process and tweak each step to maximise results whilst keeping your team aware of any changes. Ensure that every member of your team is following the most up-to-date process.

Here are some tips to help you get the most out of your Opportunity Pipelines:

  • Think carefully about which kind of pipeline(s) you’ll need

  • Use multiple simple processes as opposed to one complex pipeline which includes every step

  • Remove any steps you don’t need to streamline your process

⭐ Action: Create an Opportunity Pipeline in your CRM and personalise the steps to fit your Sales Model.

Get testimonials from your “Champion” customers

Identifying your Champion customers using the CRM's built-in RFM Analysis is a great way to get more customer reviews, case studies/testimonials. Simply head to your RFM Analysis and take a look at your Champion customers, then encourage them to share their positive experiences online to amplify your brand’s visibility to new audiences. This will help attract new, similar potential clients, and promotes your products/services for free via word-of-mouth.

⭐ Action: Learn more about RFM Analysis and how to use it.

Integrate to marketing automation tools to send campaigns

Automation can streamline your sales operations and allow your team to focus on developing personal relationships with clients and understanding their needs.

Drip campaigns are a powerful tool to guide your prospective and existing customers through the sales model, ensuring that you get the second, third, and fourth orders that you need. Sending emails over an extended period of time ensures that you can promote each product a customer may be interested in slowly without bombarding them with advertising.

By taking time to set up a marketing drip campaign, you can more accurately target their interests and send personalised emails to gently encourage them to purchase. Using RFM Analysis in the CRM, identify your New Customers, then integrate your CRM to a marketing automation tool to automatically add them in to your drip campaigns.

⭐ Action: Integrate your CRM to a marketing automation tool, then create and set live an automated drip campaign.

Store key documentation in the CRM Library

The CRM Library allows you to upload and store files, like PDFs to send to prospects, in the CRM so they can be accessed quickly and easily. Using the CRM Library to attach files to emails, rapidly speeds up your communication process.

For example, choose a template that you'd like to add to each Quote email and it will be attached automatically to every email - making it one less thing for your Sales team to do. Learn how to do this here, or learn how to upload files to the CRM Library first.

➡️ Next, take a look at our guide on how to improve "Close".

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