It is crucial for your business since it directly impacts turnover and therefore income . However, as you know, your prospects and customers have little time to devote to you and are often over-solicited by a multitude of commercial offers . This trend is accompanied by a multiplication of customer contact points (site, social networks, telephone, Whatsapp, etc.): the latter have omnichannel behavior. In this context, how can you ensure and differentiate your commercial follow-up without appearing intrusive? We offer you 4 areas of reflection to improve your commercial follow-up .
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Structure your sales team
(Re)structuring your sales and marketing teams is the first step to seizing the opportunities offered by digital transformation.
Align the two departments around clear business how to build phone number list objectives and put the customer back at the center of your strategy to grow your revenue .
1.1. The SMART method
For example, use the SMART method :
S for specific: be precise
M for measurable: use key performance indicators (KPIs) that let you know if the objective is being achieved
A for achievable: be ambitious but don’t set the bar too high
R for realistic: your objective must be linked to your activity and your market constraints
T for time: determine a start and end date
1.2. The OKR method
You can determine your objectives with the OKR method (Objective & Key Results in VO), to organize work and align teams. Thus, you will be able to have an overview of the company's objectives with the means that will be implemented to achieve them.
OKRs are divided into objectives and 4 key results over periods of three months in general, to remain agile and to be able to measure progress in real time.
Whatever method is chosen, we know from experience that without clear and shared objectives, there is no team alignment.
Once the objectives are defined and accepted by sales and marketing, make sure to empower the 2 “departments” :
the marketing director commits to a number of qualified (value) leads (volume) to provide to the sales teams