November 18 by Zack Alspaugh
If the colder weather, shrinking daylight, and abundance of Black Friday commercials hasn’t already tipped you off, the holiday season is peeking around the corner and so is the start of a new year. Are you prepared to hit your number in 2015? Here is a look at 4 tips that will help your sales team close more deals in the new year.
1. Automate the Basics
Automation is essential to driving productivity and creating a highly motivated team — especially when it comes to closing sales. Automation allows you to go to market faster, makes selling easier and drives more revenue. Even if you can only reduce a small percentage of the manual work in your processes, over time, you’ll find the gains in productivity add up.
2. Implement Guardrails, not Roadblocks
One effective way to ensure this is Deal management, which provides system-driven intelligence that guides reps towards optimal deals by fast-tracking the deals that meet the targeted mix of products, services, discounts and commitments desired by the company. The result is better deals, more revenue, shorter sales cycles, and true strategic alignment.
3. Greater Customer Centricity
Two overlooked aspects of customer-centricity occur after the initial deal is already inked. Billing and renewals represent very seminal points in the relationship – 70-80% of a company’s business come from long-term contracts and recurring contracts. Making both of these processes frictionless are an easy way to ensure recurring business.
4. Leverage Next Generation Analytics
For more sales tips, be sure to register for the virtual event Kick-Start 2015 Sales Success, featuring 7 different Salesforce industry leaders on November 18, 2014 and available on demand following the live event.