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In today's competitive business landscape, traditional sales strategies often fall short of meeting customers' evolving demands. How can sales reps achieve sustainable growth for their company while addressing a prospect's pain points and helping them find the most value? Enter value selling—a transformative approach that emphasizes understanding and delivering solutions tailored to individual prospective customers. In this article, we'll explain the concept of value selling, explore its definition, the compelling reasons for its adoption, and the crucial steps for successful implementation.
At its core, value selling is a strategic sales methodology that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. Unlike traditional sales techniques that often prioritize features and price, a value selling approach aims to establish a deeper connection with prospects by addressing their current pain points and demonstrating how the offering can directly address their needs and challenges.
Value selling revolves around the principle of shifting the conversation from product-centric to customer-centric. It involves actively listening to customers, understanding their business objectives, and showcasing how the proposed solution can deliver tangible benefits and outcomes. By highlighting the value and return on investment (ROI) that the product or service brings to the table, sales professionals can build trust, foster long-term relationships, and ultimately drive higher conversion rates.
Adopting a value-selling mentality has definite advantages. In an increasingly competitive marketplace, where customers are more discerning and well-informed than ever before, adopting a value-selling methodology makes the sales process about the customer and not about the sales rep reaching their quota.
In industries saturated with similar products or services, a value-selling framework provides a unique opportunity to differentiate offerings based on the customer lifetime value they deliver rather than just their features or price. By effectively communicating the distinct benefits and advantages, sales teams can stand out from the competition and capture the attention of potential customers with personalized sales pitches. Buyers prefer being seen as individuals, so treat them like one!
Value selling empowers sales reps to have meaningful conversations with prospects, focusing on understanding their pain points and aligning solutions to address them. This approach enhances the overall sales experience throughout the sales cycle and increases the likelihood of closing deals as customers recognize the relevance and value of the proposed solution to their specific needs.
By prioritizing customer needs and demonstrating a genuine commitment to solving their problems, value selling fosters stronger relationships and customer loyalty. Satisfied customers are more likely to become repeat buyers and advocates for the brand, leading to enhanced customer retention and long-term profitability. Part of effective sales training includes helping sales reps take the principles of a value-based selling approach and apply them to their everyday sales conversations. It will make a sales rep more responsive and help the customer value your brand because they feel heard and seen by your genuine interest.
Value selling enables organizations to command premium pricing for their offerings by shifting from a generic pitch of their product or service to an examination of the key elements, personal benefit, and ROI they deliver. Rather than engaging in price-based negotiations, sales reps can justify the higher cost by showcasing the tangible benefits and cost savings that customers stand to gain, resulting in improved profit margins and more deals closed overall.
While the concept of value selling is powerful, its successful implementation requires a structured approach and a commitment to excellence. Here are the crucial steps for implementing value selling effectively:
Begin by conducting thorough research to gain a deep understanding of the prospect's industry, challenges, and objectives. This will enable you to tailor your approach and messaging to resonate with their specific needs and priorities. Use resources like LinkedIn or Facebook to gain a clearer picture of a company's professional interests so that your target audience becomes more concrete.
Effective communication is not just about talking; it's about listening attentively to the customer's concerns and requirements. Encourage open dialogue and ask probing questions to uncover underlying issues and pain points that your solution can address. Through your sales conversations, you are teaching prospects what information and details will help you find a product or service that fits their circumstances.
Clearly speak to the qualitative value of your product or service in a way that resonates with the customer's objectives and challenges. Highlight quantifiable benefits, such as increased efficiency, cost savings, or revenue growth—whatever is most important to the potential customer. Provide real-world examples or case studies to illustrate the value in action.
Avoid taking a one-size-fits-all approach and instead tailor your solutions to meet the specific needs and preferences of each customer. Offer personalized recommendations and demonstrate how your offering can address their unique pain points and deliver tangible results. Remember you are solution-selling, not product-selling.
Whenever possible, quantify the return on investment (ROI) that the customer can expect from implementing your solution. Use data and metrics to support your claims and provide concrete evidence of the value proposition, helping to build credibility and trust with the customer.
Anticipate potential objections or concerns that may arise during the sales process and be prepared to address them with confidence and conviction. Position objections as opportunities to further clarify and reinforce the value proposition, rather than as roadblocks to the sale.
The value-selling process doesn't end with the sale; it extends into the post-sales phase through ongoing support and relationship-building. Follow up with customers regularly to ensure their satisfaction and offer additional value-added services or upgrades to further solidify the relationship.
Value selling represents a paradigm shift in the way successful companies approach sales and customer engagement. By focusing on delivering tangible value and building meaningful relationships with customers, businesses can gain a competitive edge, drive revenue growth, and foster long-term success in today's dynamic marketplace. As sales departments continue to evolve and adapt to changing customer preferences and market dynamics, embracing the principles of value selling is essential for staying ahead of the curve and achieving sustainable growth in the years to come.
Q: What is value selling?A: Value selling is a strategic sales methodology that focuses on articulating and delivering the unique value proposition of a product or service to potential customers by addressing their pain points and demonstrating tangible benefits.
Q: Why should my organization adopt a value-selling approach?A: Adopting a value-selling approach helps differentiate your offerings, increases sales effectiveness, fosters higher customer satisfaction and retention, and enables you to command premium pricing by showcasing the ROI of your products or services.
Q: How can I implement value selling in my sales process?A: Implement value selling by understanding the customer's business, listening actively, articulating value, customizing solutions, quantifying ROI, handling objections with confidence, and nurturing post-sales relationships.
Q: What are the benefits of value selling?A: Benefits of value selling include better differentiation in a crowded market, increased sales effectiveness, higher customer satisfaction and retention, and maximized profitability through premium pricing justified by ROI.
Q: How does value selling foster long-term customer relationships?A: Value selling fosters long-term relationships by prioritizing customer needs, building trust through personalized solutions, and providing ongoing support and value-added services after the sale.
The business world is a jungle. The key to successful navigation through this tangled and overgrown labyrinth lies not just in persistence, but in strategic sales optimization at every stage of the sales pipeline.
What does your sales process look like? Whether you're a seasoned sales leader or just starting in the field, honing your methods can make all the difference in successfully navigating along the sales journey and exceeding expectations.
In this article, we'll examine actionable sales strategies for optimizing sales at each step of the sales process. We'll also scrutinize essential sales optimization tools that can enhance a sales team's performance along the way.
The foundation of any successful sale begins with effective prospecting. Instead of casting a wide net, focus on identifying and targeting high-potential leads.
Lead generation is not only the first step in the sales cycle, but it is also often the most difficult. Personalization is key here – tailor your outreach to resonate with the specific needs and pain points of each prospect.
Identifying your prime sales targets includes having a detailed understanding of the customer journey and the buyer personas that are most likely to convert into customers. Use research campaigns, track sales data, and review market trends to have a better understanding of what customers want. Ultimately, a better vision of your customer's needs means more sales.
Leverage data analytics and CRM tools to gather insights and prioritize prospects based on their likelihood to convert into active buyers. The key to maximum sales productivity - where you optimize your sales - is being able to manage leads effectively. When individual sales reps perform well, analyze sales data, review customer interactions regularly, and generate a connection with target customers, the entire sales team benefits.
Establishing a genuine connection with prospects sets the stage for a fruitful relationship. Invest time in active listening and empathy to understand their challenges deeply. The marketing team can utilize social selling techniques to engage with prospects on platforms where they're most active.
Remember, authenticity allows trust to grow. So, be transparent about your offerings and how they can add value to your customer's life.
Knowing when a sales rep should reach out to leads is an important skill. Align sales process activity with prospects' location in the sales funnel. Contacting potential clients before they are ready will generate a "No" at best, and lose a customer forever at worst.
Before diving into your pitch, take the time to thoroughly assess the needs and objectives of your prospects. An early step in the sales process should be asking probing questions to uncover their pain points and goals.
This not only demonstrates your commitment to understanding their situation but also enables you to tailor your solution to meet their specific requirements.
The right sales tools, like customizable sales scripts and interactive presentations, can streamline this process. They also ensure consistency across sales teams. Then, all sales reps will be on the same page when it comes to the sales tools and methods you will use.
When presenting your solution, focus on articulating the tangible benefits and return on investment (ROI) it offers. Visual aids such as demo videos or interactive presentations can help illustrate complex concepts in a digestible format. Incorporate storytelling techniques to paint a vivid picture of success post-implementation. Additionally, leverage social proof and case studies to build credibility and instill confidence in your offering.
Sales and marketing teams that take this approach will be more flexible in the long run. Sales team members are more concerned with positive customer interactions and achieving customer success. In other words, the destination becomes more important, not the specific pathway to get there.
Has the sales team found a solution that works? Document it, celebrate it, and replicate it. The sales cycle benefits from repeatable success. So, sales teams should work together to find what leads to effective territory management. Now, that isn't to say that all competition should disappear. Healthy competition can be a great motivator for sales reps. However, everyone on the sales team should be running in the same direction and contribute to the goal of optimizing sales.
Objections are inevitable in the sales process, but they also present an opportunity to address concerns and showcase your expertise. Anticipate common objections and prepare rebuttals backed by sales data and testimonials.
Think of objections as a dialogue rather than a confrontation. Aim to understand the root cause and collaboratively find solutions. Active listening and empathy are crucial in defusing objections and moving the conversation forward in a positive way.
When your sales and marketing teams build this ethos into their sales process, they can overcome some of the potential sales stoppers. Perhaps, good sales leaders can even shorten the overall sales cycle length by being proactive.
The culmination of your efforts, closing the deal, requires finesse and confidence. Clearly outline the next steps and timelines to maintain momentum and alleviate any lingering doubts. Employ closing techniques such as the assumptive close or the alternative close to nudge prospects towards a decision.
Follow up promptly and persistently, reinforcing the value of your offerings and addressing any remaining concerns. When sales reps make an effort to enact these sales optimization strategies at every step of the sales pipeline, they can more effectively increase revenue and keep the sales cycle rolling.
Every surgeon needs the proper tools. So, does a firefighter. But those tools aren't the same. Equally, sales reps need to be armed with the right sales tools so they can optimize sales performance. What are some of the necessary sales software and automation tools that can lead to sales optimization?
Numerik stands out in the realm of sales optimization by offering a unique, all-in-one solution tailored specifically for sales reps. Unlike traditional tools that focus on singular aspects of the sales process, Numerik integrates seamlessly with existing CRM and BI tools to provide a comprehensive, real-time view of sales data. This integration enables it to transform scattered administrative systems into a single, powerful application designed to streamline sales operations and enhance productivity.
Numerik acts as the sales equivalent of specialized software used in other departments, such as bookkeeping software for finance teams or marketing automation systems for marketers. It is purpose-built to support sales representatives by simplifying their workflow, reducing administrative overhead, and highlighting actionable insights and opportunities. By focusing on the needs of sales reps, Numerik not only improves their day-to-day efficiency but also empowers them to close deals faster and meet their sales targets more effectively.
Did you know that Numerik doesn’t actually replace your existing tools? Instead, we enhance them by integrating closely to deliver a customized view and interface specifically designed for sales reps. It's quite impressive, right? It’s a common misconception that Numerik might replace your favorite platforms, but that’s not our goal. We value these platforms just as much as you do! That’s why we proudly offer integrations with all your preferred platforms. Discover more about how we can work together with your existing tools here.
Streamline lead management, track interactions, and gain actionable insights to inform your sales strategy. This sales software may let you visualize customer relationships in a more meaningful way so you can optimize your sales process with individual clients to fit their location within the sales funnel.
Leverage data-driven insights to identify trends, forecast sales performance, and optimize your approach based on real-time feedback. One of the valuable insights this can provide a sales rep is turning the sales process into a proactive engagement rather than a reactive one with customers.
Facilitate seamless communication and collaboration among team members, fostering synergy and knowledge sharing. A team's sales performance is just as important - or more so - than the success of individual sales reps.
Open communication and the spirit of collaboration foster better work environments and greater productivity.
In conclusion, mastering the art of sales optimization requires a holistic approach encompassing strategic refinement at every stage of the sales process.
By leveraging data-driven insights, personalized engagement, and an arsenal of cutting-edge tools, sales reps can maximize their efficiency, drive revenue growth, and forge lasting customer relationshipsEmbrace continuous learning and adaptation, and watch as you reach and surpass sales goals and tighten sales cycles.
Staying ahead of the curve requires sales and marketing teams to provide ongoing training. Like a moving target, there's no resting when it comes to maximizing sales performance.
But, what can sales managers do to help their sales reps be most effective? They must provide sales enablement tools, comprehensive onboarding, continuous training, and effective sales coaching. High-performing sales teams will find greater sales success when exposed to these avenues for enrichment.
Okay, now, what does an effective training program look like and how can you provide customized training? What trends can we see in high-performing sales organizations? And what do the sales statistics show? These are all great questions - let's take a look.
Sales training involves a range of educational activities designed to enhance the skills, knowledge, and behaviors of sales professionals. It's not merely about mastering product knowledge or honing persuasive techniques.Rather, it encompasses a holistic approach. Proper training should be aimed at empowering sales teams with the sales enablement tools they need to excel in their roles.
Sales leaders should be concerned with providing their teams with sales training that covers various aspects of the sales industry's best practices.
Sales training should be viewed as an ongoing process rather than a one-time event. Regular reviews help ensure that sales training is forgotten less often. On the other hand, certain key moments necessitate focused training initiatives.
When new sales hires join the organization, providing comprehensive onboarding training sets the foundation for their success. This includes introducing them to company culture, values, products, and sales processes. It also helps to shore up any gaps in basic sales skills so everyone starts at a minimum level of proficiency.
Whenever new products or services are introduced, sales teams need to be equipped with the knowledge and skills to effectively sell them. This makes their sales pitches specific to the high points of newly released items rather than being a generalized one-size-fits-all spiel. It ensures everyone from account executives to customer retention specialists can fully comprehend the current roster of products and services.
Regular training sessions should be conducted to continuously refine sales techniques, adapt to market trends, and leverage emerging technologies.High-growth companies won't allow their sales departments to stagnate.
Identifying areas for improvement through performance evaluations allows for targeted training interventions. Sales executives can address specific challenges or capitalize on strengths.
What are the real-world benefits of continuous training programs for a sales department? They are varied and numerous, but here are five basic ways sales teams can improve through training.
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Sales training equips professionals with the skills and knowledge needed to perform at their best, leading to increased sales productivity and higher revenue growth. Sales reps can better understand the sales cadence they are working within and better set reachable goals.
A well-trained sales team can effectively address customer needs, provide valuable insights, and build lasting relationships. This results in improved customer satisfaction and loyalty to the sales organization.
In today's rapidly changing business landscape, adaptability is key to success. Sales training helps teams stay ahead of market trends, competitor strategies, and evolving customer preferences. A good sales representative won't pass up the chance to make themselves more responsive to customers.
Investing in the development of sales professionals demonstrates a commitment to their success and creates a positive work environment. In turn, this boosts morale and employee retention rates.
Companies that prioritize sales training gain a competitive edge by having a highly skilled and motivated sales force capable of outperforming rivals and capturing market share.
What do the numbers show about the state of sales? Having popular sales tools in your tool bag can help you gain valuable insights into where your company performs under various metrics. But let's consider a few examples of stats from the sales industry as a whole that can serve as a benchmark.
Sales reps spend only 39% of their time actively selling or interacting with prospects or current customers. (Hubspot)
This sales training fact highlights the need to remove productivity killers. Is using legacy solutions like outdated digital tools or, even worse, paper systems, stifling the sales process?
Make sure you have the right processes and high-performing sales tools in place to help sales professionals work more efficiently.
Nearly half of sales representatives didn't plan on a career in sales when they first started out. (Uplead)
Sales reps would be lying to you if they said sales is easy. Turnover in the sales industry is often quite a bit higher than in other industries. Have a clearly defined process for finding, interviewing, hiring, and training high-performing sales teams. Make sure your company values them.
More than 40% of sales reps say prospecting is the most challenging part of the sales process. (Hubspot)
Prospecting is often reported to be the hardest task in the sales cycle.Some of the most popular sales tools can present you with the technology to make it easier to find prospective customers. Invest in those tools, but also in the right kind of people.
It took an average of more than 3 cold calls to reach a prospect in 2007. Now it takes 8 call attempts. (Slideshare)
Making sales calls, especially cold calls, can be like trudging through the snow. Develop a thick skin. Be persistent. Follow through and follow up on all leads to keep sales cycles turning.
Sales managers can assist by providing their sales reps with call scripts and by training them on handling the most common objections. Sales coaching can make them more approachable.
Almost 70% of sales reps say they didn't receive formal training in basic sales skills. They consider themselves "self-taught social sellers". (TaskDrive)
We live in changing times. Sales professionals may be able to use social selling tools and techniques via social media to reach revenue targets. But sales enablement comes from having a robust sales strategy.
Sales training is not just a luxury but a strategic necessity for businesses seeking sustainable revenue growth and success. By understanding the impact of sales training, reviewing statistics associated with training efforts, and embracing a culture of continuous learning and development, organizations can unlock the full potential of their sales teams.
As organizations seek growth opportunities, the sales team's performance is one mission-critical aspect of business operations. From small businesses to larger enterprises, well-managed sales teams can be a driving force behind achieving targets and shattering expectations.
Most salespeople will agree that the company's success partly lies on their shoulders. And the performance of individual sales reps often depends partly on the effectiveness of their sales manager.
What are some sales team management strategies that can help a team of sales professionals reach their full potential? Sales management is more than overseeing key sales metrics and quotas. It requires strategic leadership skills and a company culture that welcomes a transparent environment.
Let's examine what it means to be a good sales manager and how the management style of a sales team affects team members. These few tips may give sales representatives a much-needed boost in motivation and propel them to the top.
An effective sales manager will have many irons in the fire. They are probably busy in the hiring process to gather the best salespeople for the team—and they should be. Getting this step right is essential to achieve the desired sales results.
However, sales team leaders must also pay attention to their salespeople after being hired. Detailed feedback helps new hires get on the right path that aligns with the rest of the team. One-on-one meetings can help both you and the employee gain valuable insight into what effective management style will most benefit them.
Good sales managers go beyond individual sales meetings. They need to help the entire team to work as a unit to boost sales. Find ways to build this team mentality, and remember to celebrate success.
A successful sales team helps the potential customer along their buyer's journey to the eventual goal of a closed sale. There are effective strategies that a sales manager can use to help a sales rep become top performers in their field.
Sales reps need and want effective leadership. It sets the tone for the entire sales team. A capable leader provides guidance, support, and inspiration. To manage a sales team to greatness, find ways to empower them.
Managing a sales team means being a good communicator. Sales managers with any sales experience should already know this skill. After all, isn't that what they've used to reach their sales goals?
However, communicating while you manage a sales team requires an even greater drive to bring people together. Some ideas on how you can achieve this could be:
Improvement is the lifeblood of a sales team. Every day is a new opportunity to improve individually and as a team. Sales managers embody this ideal when they seek ways to help every team member self-improve. For example, you could:
Remember that continuous improvement comes when employees are motivated.Don't discount the value of healthy competition here. When wielded properly, sales reps' natural competitiveness can be a force for good.
One of the most important goals for a sales team is to find ways to nurture customer relationships. This will have a proportional effect on the team's performance. Encourage using sales technology like Numerik to securely track customer data and essential measurements of your sales pipeline.
You could liken the sales process to an assembly line model. Each worker on the assembly line plays an important part in getting to the end product. Just as in an assembly line, a breakdown in one step can grind progress to a halt. So, every time a sales rep makes cold calls, an account executive gauges customer needs, or a customer service rep addresses issues, you are working to build a deeper customer relationship. The beauty of the sales world is that the end product rolling off the assembly line isn't the end - you can still secure referrals from customers after the sale.
So, in your sales management duties, give appropriate attention to building customer skills. You'll be happy when your team gets more deals.
Managing sales teams effectively requires adherence to specific guiding principles. Here are five important areas that should be addressed to be most effective at leading sales teams.
What will define your team? Answering that question will help you figure out your sales team management strategies for long-term success.
No matter your team's chief and defining characteristics, work to equip them with adaptability and flexibility. This will allow sales reps to pivot in response to market conditions, new technologies, and company changes.
Managing a sales team also involves setting a good example. Set the standard you want your employees to display in professionalism and integrity. Demonstrate the behaviors and work ethic you expect in your sales reps.
Be approachable and willing to roll up your sleeves and work along with your sales team when necessary.
Foster a sense of camaraderie and collaboration within your sales team. Encourage teamwork and knowledge sharing. When team members feel connected and valued, they are more likely to work toward a common purpose.
Ensure that individual sales goals align with the team's and the organization's overall objectives. This builds unity and a strong sense of accountability. Be clear about expectations of sales results and establish sales performance indicators that allow the team to see where they stand.
Implement effective sales performance monitors to facilitate improvement. The right sales management tool might mean the difference between blowing past expectations and drifting listlessly. Assign tasks to team members based on concrete data gained from these tools.
How you manage sales teams has everything to do with how good of a leader you are. Imbue your team members with the right kind of sales management. Be a good leader by setting the right tone for your salespeople. Communicate and provide regular feedback. Strive for continuous improvement with ongoing training. Encourage relationships with customers and within the team.
By practicing these key sales management strategies, you will be well on the path to leading your sales team effectively. And you'll be content in knowing that you're doing your part to add to the right team and company culture.
Interested in learning more? Enhance your understanding of effective sales team nurturing and leadership in our detailed exploration on the art of sales management here!
The fast-paced business world requires a sales team driven to reach new and greater heights of sales performance. Sales is an art form. And just like every person with a paintbrush isn't automatically an artist, only some salespeople are excellent at sales management.
Sales teams are only as good as their sales leaders. They sink or swim on the leadership provided through effective management. The best managers knowhow to inspire team confidence. Their profound impact is felt throughout a company as necessary tools and the right skills intersect to achieve greatness. How can a business go about creating this kind of sales team?
Read on to learn the keys to effective sales management. Implementing these strategies can also help your company succeed by correctly applying sales technology and team unity.
Effective sales management begins with the most critical skill set available to a manager in any industry. Effective managers understand people. Salespeople are already familiar with this skill. Their entire purpose is to close sales by giving clients the products, services, and experiences they most desire.
Good sales managers accomplish something similar with their employees by creating an environment conducive to high job satisfaction, professional development, and a high-performance sales culture.
Accurate, effective managers must be concerned with sales strategies. However, actual high-performance status comes when salespeople are nurtured and allowed to grow organically. Let's examine some specific ways that sales managers can achieve this.
What sets mediocre sales managers apart from truly effective sales managers? A deep understanding of what makes an organization an excellent company to call home. Happy employees tend to stand employed, while unhappy ones will look elsewhere for work.
Consider sales management's role in reaching this goal with the four fundamental truths below.
Effective sales managers provide a continuous flow of positivity to their sales team. This means investing in your employees' success by helping them find happiness.
Look for ways to boost morale through team-building activities inside and outside the office. The more managers know and understand their employees' motivations and goals, the better they will be able to help them achieve them.
For example, do your employees value independence and personal space? Work to secure remote access from your organization so they can work part-time from the comfort and convenience of their home.
Employees without goals are like archers without a target. They could be the best in the world - but how would you know?
Set sales goals with clear deadlines for reaching them. Some of these might be tied to revenue or lead generation. Develop a transparent approach so that everyone knows what is expected.
However, remember to celebrate the person, the team, and the effort. Don't become so focused on a goal that it stifles a flexible process structure. Companies that become rigid and inflexible can respond poorly to changes.
Constantly strive for automation and process improvement. Build time for reflection at regular intervals to examine how your processes work. Lead your team down a growth pathway and create opportunities to give feedback on what is working well and what needs improvement.
It takes courage and patience to listen because only some of the feedback you receive will be positive. However, be positive in finding actionable items from any form of communication.
Make sure that you have the right tools to understand where your processes are at right now. You can only discover a path forward if you gauge your performance today. Consider implementing digital solutions like sales enablement tools to gather valuable data and make informed decisions.
Effective sales management also involves recognizing that people want self-development opportunities. Managers can help teams build skills that lead to self-improvement and add value to the team as a whole.
Positive peer pressure and accountability to the team can influence salespeople's motivation to build their skills. Encourage your people to develop a self-strategy to create and maintain the right culture within your group.
Effective sales management begins with developing the right skills. We all have natural abilities, but the following skills can be learned with practice, too. The best sales managers will push to display a wide range of traits. However, consider just three of the necessary skills every manager should exude.
Effective sales managers inspire excellence. They lead by example. They provide guidance and empower their sales team members to find success.
Sales management means being a good coach. This requires adaptability because different people respond to different coaching styles. One-on-one time with employees lets you focus on each sales team member's needs. Be a mentor.
Understanding the emotions and motivations of clients and employees is essential. Emotional intelligence enables sales managers to build rapport and resolve conflicts when they arise.
Effective sales management begins with understanding—understanding sales teams' strengths and weaknesses, where you are at and where you want to go, and how to motivate a team to greater success.
Create a positive work environment and give teams the resources to self-improve. Set goals and inspire accountability. Celebrate the big and small wins. Apply highly mobile technology and data-driven tools to provide insights into where to focus efforts.
Your sales team can advance their sales process and change for the better when you develop and apply the principles of effective sales management.
Ready to elevate your sales management strategies? Dive deeper into strategic leadership and team dynamics by visiting our companion blog!
For field sales reps in the construction and manufacturing industries, "sales performance" isn't a theoretical concept discussed in a boardroom—it’s a daily battle on the road. Yet, most sales advice is written for inside sales teams sitting behind desks in tech hubs.
In heavy industry, the biggest threat to your quota isn't a lack of "motivation." It’s Revenue Leakage: the high-value prospects you drive past every day and the existing accounts that are slowly buying less without anyone noticing.
In this guide, we address how to reclaim that lost revenue by stripping away the admin burden and focusing on the three pillars of field sales success.
In construction and OEM sales, the "road warrior" is often overwhelmed by choices. Should I walk into that new warehouse? Is that contractor already buying from a competitor?
This decision fatigue kills productivity.
Traditional lead generation requires hours of desk research. Numerik’s Revenue Scanner changes the game for field reps. By integrating your company's ICP and product data, you can take a photo of a job site or facility and instantly see if it’s a relevant target.
The Goal: Eliminate the "should I or shouldn't I" moment. If the scanner says go, you walk in with a talking point ready.
In manufacturing and distribution, 80% of your growth often comes from the customers you already have. But generic "check-ins" aren't enough to drive revenue.
Most CRMs are graveyards for data. To improve performance, reps need to see Gaps—not just totals.
Numerik surfaces these data points automatically on mobile. Instead of asking, "How's business?" your reps can say, "I noticed your spend on SKU-X has dipped; do you need a restock or is there a pricing issue?"
Many industrial companies run customer incentive programs (spend $X, get a rebate or a trip). Usually, these are managed in spreadsheets that the rep never sees until it's too late.
By giving the customer (and the rep) a live login to see their progress, you create a "gamified" reason for the customer to spend more.
Only 39% of a rep's time is spent actually selling. The rest is eaten by admin work. In industries like construction and manufacturing, where your office is your truck, a complex CRM is a barrier, not a tool.
Numerik is built for the rep, not the manager. * Glanceable Data: See your revenue vs. target in one swipe.
Improving sales performance in 2025 requires moving away from generic strategies and adopting tools that understand the physical nature of your business. By focusing on Visual Prospecting, Gap Analysis, and Incentive Tracking, you turn your field team into a high-precision revenue engine.
How is Numerik different from my current CRM?
While a CRM is a database for managers to track "activity," Numerik is a performance tool for reps to track "revenue opportunities." We integrate with your data to show you exactly where the money is, right now.
Can I use the Revenue Scanner for any industry?
The Scanner is hyper-targeted for Construction, Manufacturing, and OEM. It is trained on the specific ICPs and product profiles of these heavy industries.
How do I see a live demo of the Gap Analysis tool?
Book a demo to see how Numerik identifies gaps in your specific accounts
The maxim "time is money" resonates with unparalleled clarity in the sales domain, where every moment is a stride towards success or a missed opportunity. This blog series has taken us through a journey with Numerik, showcasing its transformative capabilities—from granting instant access to pivotal customer data to analyzing buying group behavior and streamlining the sales preparation process. These tools have been instrumental in fostering rapid, informed decision-making among sales reps.
As we conclude our exploration, we focus on Numerik's adeptness at uncovering unmet customer needs—products they haven't bought but should consider to reach their full purchasing potential. This final discussion isn't merely about amplifying sales figures; it's a deeper dive into how strategic, data-informed interactions can fortify customer relationships, echoing the core message of our series: the power of real-time data to catalyze action and spur revenue growth.
The strategy of selling more products to existing customers and new products to new customers is a cornerstone of sales. Numerik crystallizes this strategy by highlighting, within seconds, who your top customers are and what they need to purchase to reach their benchmark. This isn't about making a sales call to check in; it's about having a defendable reason for recommending specific products, backed by solid data.
Imagine a field sales rep working with hardware stores in the Pacific Northwest. During a sales meeting, Numerik's dashboards reveal that one of the stores is lagging behind in purchasing outdoor power equipment compared to similar stores in the area. The rep can quickly identify the specific products the store needs to stock to meet the benchmark, such as lawn mowers, trimmers, and leaf blowers. Armed with this data-driven recommendation, the rep can confidently present a targeted product list and address any objections by comparing the store's performance to its peers.
Numerik’s customer dashboards revolutionize how sales reps prepare for meetings. Unlike traditional CRM and ERP systems that can be cumbersome and time-consuming, Numerik syncs with the CRM, ERP, and BI systems in real-time to present a comprehensive view of the customer's account in just two seconds. This efficiency allows reps more time to understand the account, develop their strategy, and focus on selling.
For instance, if a customer is lagging in purchasing outdoor product groups by 8% for a total of $16,000, Numerik not only highlights this gap but also drills down to show the specific products and quanyity needed to reach the benchmark. This level of detail, from overall spending to specific product groups, equips reps with the information needed to tailor their sales approach effectively.
While many sales tools can track customer purchases, Numerik's ability to identify specific product gaps and benchmark comparisons within seconds is a significant advantage. This level of real-time, actionable data empowers field reps to have more productive and focused sales conversations, ultimately driving revenue growth for both the customer and the company.
One of the unique strengths of Numerik is its ability to prepare reps for typical customer objections. Whether it's a customer unaware of industry trends or skeptical about the need for certain products, Numerik’s dashboards provide real-time data to counter these objections. By showing how a customer's purchasing behavior compares to their peers or highlighting the popularity of certain products within the industry, reps can convincingly argue the need for specific orders.
Traditionally, identifying product gaps and benchmarking customers against industry standards would require extensive manual research and analysis, which can be time-consuming and prone to inaccuracies. Numerik streamlines this process by providing field reps with instant access to this critical data, enabling them to focus their efforts on developing effective sales strategies and delivering tailored recommendations to customers. This data-driven approach not only saves time but also increases the credibility and impact of the rep's recommendations.
Numerik transforms sales calls and face-to-face meetings by providing reps with a complete picture of data in two seconds, enabling them to drive action and accelerate revenue. The platform’s ability to switch to a customer view mode allows reps to present buying behavior without revealing margin information. This visual presentation of data not only supports the rep’s recommendations but also positions them as strategic partners rather than mere salespeople. For more information on how to present your argument, make sure to read our previous blog post in this series, where we discuss how to present your data to facilitate clear, focused discussions.
Throughout this series, we've explored how Numerik's innovative features contribute to a rep's success by enabling quick, data-driven decision-making. From preparing for sales calls in record time to understanding customer buying behavior and effectively addressing common objections, Numerik offers a comprehensive toolkit for the modern field sales rep. The importance of integrating popular sales strategies, such as focusing on increasing the share of wallet through strategic product recommendations, has been a recurring theme. Numerik supports this strategy by providing actionable insights into what customers are buying and what they should be buying to meet their benchmarks.
In conclusion, Numerik is not just a tool but a strategic partner in the sales process. By harnessing the power of real-time data and actionable insights, field sales reps can optimize their strategies, build stronger customer relationships, and drive success in an increasingly competitive market. This blog series has aimed to equip you with the knowledge and strategies to become a more efficient, data-driven, and successful field sales rep, leveraging Numerik's capabilities to drive action and accelerate revenue growth.
What we've covered so far only scratches the surface of what Numerik can do for your team. With a myriad of features designed to streamline every aspect of field sales, from identifying sales opportunities to managing customer relationships, Numerik is equipped to transform your sales process. To truly understand the depth of Numerik's capabilities and how they can be tailored to fit your unique sales strategy, we invite you to request a free trial.
Experience all of Numerik's features in real-time and see firsthand how our platform can elevate your sales performance to new heights.
Navigating the nuanced world of sales requires more than just persistence and charisma; it demands a deep well of knowledge. This truth holds for both sides of the sales equation—the representative and the customer.
Highlighted in our series, the role of immediate data access stands out as a critical tool for field sales professionals, enabling them to cut through the noise with precision and insight. Numerik is at the forefront of this evolution, transforming client interactions with its advanced customer dashboards that offer an insightful look into buying behaviors and group dynamics. This installment of our blog series delves into why grasping customer purchasing habits is pivotal, how Numerik's innovative dashboards unlock these insights, and the significant role this knowledge plays in cementing a sales rep's credibility and fostering enduring customer relationships.
Why should customers care about their buying behavior? The answer lies in comparison and competition. For independent customers, knowing how they stack up against others offers a unique perspective on their market position. It highlights opportunities for growth and areas requiring attention. Similarly, for those part of a chain, comparisons with peers in nearby locations can uncover discrepancies in product offerings or marketing strategies that, if addressed, could significantly boost sales.
Numerik’s platform excels in revealing these insights, enabling sales reps to guide their customers towards more strategic purchasing decisions. By showing how a customer's spending aligns with their customer group, Numerik uncovers blind spots and focuses areas for discussion in sales meetings. Whether it’s identifying products a customer is over or under-indexing on, Numerik provides a solid data foundation for sales strategies.
At the heart of Numerik’s innovation are its customer dashboards, which present buying group behavior in an accessible and actionable format. Within two seconds, a sales rep can grasp a customer's position relative to their peers, equipped with margin information, pipeline opportunities, and comparative product suggestions. This rapid access to data is crucial for preparing effective sales strategies on the fly.
The dashboards drill down into specifics, showing not just which products a customer should stock but also the exact quantity needed to align with their buying group. This level of detail transforms sales meetings from generic product pitches to strategic discussions focused on tangible data.
Consider a field sales rep working with plumbing supply companies. During a sales call, a customer may express skepticism about stocking a particular product line, citing low demand in their area. However, with Numerik's customer dashboards, the rep can quickly pull up data showing how the customer's buying behavior compares to similar businesses in their buying group. If the data reveals that the customer is under-indexing on that product line compared to their peers, the rep can use this information to demonstrate the potential demand and justify the recommendation, backed by solid data.
Sharing this information with customers does more than just inform; it builds trust and establishes the sales rep as a knowledgeable authority in their field. With real-time data to back up claims, sales reps can confidently address customer objections and recommend product orders that align with group buying behavior. This approach shifts the narrative from a sales pitch to a strategic consultation, offering insights customers may lack without the sales rep's intervention.
While many sales tools provide basic customer data, Numerik's ability to present buying group behavior in a clear, visual format is a unique advantage. This level of granular data empowers field reps to have more informed and persuasive conversations with customers, addressing potential objections with real-time industry insights.
Traditionally, field sales reps would rely heavily on their knowledge of the industry and personal experiences to counter customer objections. However, with Numerik's data-driven insights into buying group behavior, reps can now back up their recommendations with concrete evidence. This shifts the conversation from a subjective debate to a data-driven consultation, positioning the rep as a trusted advisor who can provide valuable guidance based on industry trends and best practices.
When it comes to leveraging this data in conversations, preparation is key. Sales reps can either pre-analyze the data to craft a tailored sales pitch or use Numerik’s app to dynamically access information during discussions. The platform includes a customer view mode, which focuses solely on buying group behavior, excluding margin reporting to facilitate clear, focused discussions.
Here are a few tips for effectively presenting this data:
By harnessing the power of Numerik's customer dashboards, sales reps can transform their approach to customer meetings. This tool not only enhances the sales rep's ability to prepare and present compelling arguments but also empowers customers to make informed purchasing decisions. In the competitive landscape of sales, providing customers with insights into their buying group behavior is a game-changer, fostering stronger relationships and driving mutual success.
As we'll explore in the next blog post, Numerik's ability to swiftly identify key products customers need to meet their benchmarks is another powerful tool for field reps to drive action and accelerate revenue. By leveraging real-time data and actionable insights throughout the sales process, from preparation to customer meetings and product recommendations, field reps can become more efficient, data-driven, and successful in their roles.
Field sales is a domain where efficiency translates directly into success. The swift retrieval of critical customer data can dramatically improve a sales representative's performance, turning the cumbersome process of preparation from a lengthy ordeal into a matter of mere moments.
This shift towards rapid data access isn't merely a matter of convenience—it's revolutionizing the sales landscape, making agility a key asset in the competitive arena of field sales. Building on the insights shared in our series opener, we delve deeper into how real-time data serves as the linchpin in navigating the multifaceted challenges faced by field reps.
Numerik emerges as a beacon in this journey, offering an unparalleled approach to harnessing data for enhancing sales efficacy and forging stronger customer connections. This blog underscores the critical importance of immediate data access in sales strategy formulation and execution, showcasing how Numerik is redefining the standards of sales excellence.
Understanding the customer's needs, preferences, and history is paramount in field sales. However, the traditional methods of gathering this information are time-consuming and often impractical in the field. This is where the power of real-time customer data dashboards come into play. Real-time dashboards equip sales reps with the latest information on customer interactions, preferences, and purchasing history, enabling them to make informed decisions swiftly and confidently.
A key concept in maximizing sales effectiveness is understanding and increasing the 'share of wallet,' which refers to the percentage of a customer's total spending that is captured by a company. By accessing comprehensive data on what products a customer is buying, what they are not, and how they compare to others in their industry, sales reps can identify opportunities to increase this share. This is not just about pushing products but about tailoring solutions to the customer's needs, thereby enhancing value and loyalty.
Numerik revolutionizes sales preparation by providing instant access to this critical data through its customer dashboards. These dashboards aggregate data from various sources, presenting it in an easily digestible format that reps can access within two seconds. This rapid data retrieval is made possible by Numerik’s sophisticated backend system, which continuously synchronizes with the company's database, ensuring that the information displayed is always current.
This wealth of information allows reps to enter sales calls fully prepared, with a clear understanding of the customer's needs and how they can offer value. It shifts the focus from selling to solving, thereby enhancing the customer experience and building stronger relationships.
Imagine a field sales rep in the construction supply industry, responsible for managing accounts with hardware stores and contractors. Before a sales call, they can quickly access Numerik's dashboards to see a detailed breakdown of a customer's recent purchases, pending orders, and buying patterns compared to similar businesses in the area. With this information at their fingertips, the rep can identify potential gaps in the customer's inventory and prepare a targeted sales pitch focused on the specific products they need, saving valuable time and increasing the likelihood of a successful sale.
Many sales tools require reps to navigate through multiple screens or reports to gather relevant customer data, which can be time-consuming and inefficient, especially for field reps on the go. Numerik's ability to provide a comprehensive customer overview within two seconds is a game-changer, allowing reps to prepare for sales calls quickly and efficiently, without sacrificing the depth of information they need.
Traditionally, field sales reps would rely heavily on their knowledge of the customer and personal relationships to guide their sales strategies. While this approach is still valuable, Numerik enhances it by providing data-driven insights that complement the rep's personal expertise. With Numerik, reps can better understand their customers' needs, challenges, and opportunities, enabling them to offer more targeted and effective solutions, thus increasing their chances of success.
In the fast-evolving landscape of field sales, the ability to quickly access and utilize customer data is a critical success factor. Numerik's innovative platform empowers sales reps to prepare for sales calls in seconds, armed with data that can significantly enhance customer interactions and outcomes. By understanding and increasing the share of wallet, sales reps can unlock new opportunities for growth and customer satisfaction, a strategy we'll explore further in the next post on defending your sales calls with buying group behavior in Numerik.
As you continue through this blog series, you'll discover how Numerik equips field reps with the tools and strategies to drive action and accelerate revenue through data-driven decision-making. Stay tuned as we uncover the power of real-time data in addressing customer objections, identifying product gaps, and ultimately, becoming a more efficient and successful field sales rep.
Field sales representatives are the vital link between a company's products or services and its customers. Unlike their counterparts who operate from the confines of an office, field reps are on the front lines, navigating the terrain of direct customer interactions and the complexities of managing vast territories.
This dynamic role, filled with both opportunities and challenges, requires not just a knack for sales but a deep understanding of the territories they cover and the clients they serve. In this digital age, data has emerged as a critical tool for navigating these complexities, offering insights that were previously unattainable.
This blog post, the first in our series, delves into the transformative power of data in field sales and introduces Numerik, a tool designed to optimize sales processes and empower field reps to achieve their sales goals through real-time data access and actionable insights.
A typical day for a field rep is diverse and dynamic. It involves prospecting for new clients, planning territories, optimizing routes to maximize face-to-face meetings, and diligently following up to close deals and nurture client relationships. Despite the allure of closing big deals and forming meaningful connections, field reps face significant challenges, such as managing travel logistics, staying updated on product knowledge, and balancing a myriad of administrative tasks.
In the realm of sales, data is king. It informs every aspect of a field rep's strategy, from identifying potential customers to understanding existing customer buying patterns. Data-driven decisions lead to increased efficiency, allowing reps to prioritize high-value customers and optimize their routes. Moreover, staying abreast of current sales techniques and market trends through data analysis is crucial for maintaining a competitive edge.
Research by DataStax in "The State of the Data Race 2022" report underscores the significant impact of real-time data on revenue growth, developer productivity, and ultimately, on the competitive edge of businesses. The survey, which gathered insights from over 500 technology leaders, revealed a compelling statistic: 71% of tech leaders can directly link their revenue growth to the use of real-time data. This finding is a testament to the transformative power of data in today's digital age, particularly in the realm of sales where every interaction and decision can be optimized for better outcomes.
However, the sheer volume of data and the speed at which it needs to be accessed and analyzed can be overwhelming. This is where Numerik steps in, transforming the way field reps interact with data and significantly impacting their performance.
Numerik stands out in the crowded space of sales optimization tools by focusing on what truly matters for field reps: simplicity, efficiency, and actionable insights. Designed with the unique challenges of field sales in mind, Numerik offers a suite of features that streamline the sales process, from strategic goal breakdown to seamless system integration and real-time data analysis.
Consider the impact of Numerik on an experienced field sales rep working in the automotive supply industry, responsible for managing accounts across multiple auto parts stores. Traditionally, they would rely on sporadic customer data from various sources, making it challenging to tailor their sales strategies effectively.
However, with Numerik, this rep can quickly access real-time insights into each customer's purchase history, buying patterns, and industry trends. This empowers them to prioritize high-value accounts, identify cross-selling sales opportunities, and adapt their pitches to resonate with each customer's unique needs.
Unlike other sales optimization tools that may provide outdated or limited information, Numerik's real-time data synchronization ensures that field reps always have access to the latest customer insights. This advantage is particularly crucial in industries where inventory levels and customer preferences can fluctuate rapidly.
While relationship building and communication skills have long been a cornerstone of successful field sales, Numerik takes this practice to new heights. By arming reps with comprehensive data on customer buying behavior and preferences, Numerik enables them to have more meaningful conversations and offer tailored solutions, rather than generic sales pitches. This data-driven approach fosters trust, positions the rep as a knowledgeable advisor, and ultimately strengthens customer relationships.
The introduction of Numerik into the field sales process marks a significant shift in how reps approach their work. By leveraging the power of data, reps can navigate their territories more effectively, identify and seize opportunities more quickly, hit their sales targets, and build stronger, more informed relationships with their clients.
But Numerik's impact goes beyond individual reps. Sales teams equipped with Numerik's insights can operate more cohesively, aligning their strategies with real-time market data and customer insights. This alignment leads to a more agile, responsive sales force capable of meeting the evolving demands of the market.
The role of a field sales representative is both challenging and rewarding. In the digital age, data has emerged as a critical tool for navigating the complexities of this role. Numerik harnesses the power of data, offering field reps a suite of features designed to optimize their sales processes and empower them to achieve their targets. With Numerik, field reps are not just selling; they're strategizing, analyzing, and adapting in real-time, transforming the art of sales into a science.
As you'll learn throughout this blog series, Numerik's customer dashboard features, such as instant access to customer data, buying group behavior analysis, and product gap identification, contribute to a rep's success by enabling quick, data-driven decision-making. By leveraging Numerik's capabilities, field reps can streamline their sales processes, better understand customer needs, and drive action through targeted product recommendations, ultimately accelerating revenue growth.
The subsequent posts will explore how Numerik empowers field reps to prepare for sales calls in seconds, defend their recommendations with industry insights, and identify the key products customers need to meet their benchmarks. Stay tuned as we uncover the strategies and tools that will transform you into a more efficient, data-driven, and successful field sales rep.
For those ready to dive deeper and truly transform their field sales performance, our ultimate guide awaits. "The Ultimate Guide to Real-Time Field Sales Performance Management" is more than just an ebook; it's a comprehensive resource designed to elevate your sales strategy to new heights. Within its pages, you'll discover the latest trends, learn how to harness real-time data effectively, and tailor your approach to not just meet but exceed your sales targets.
Download the guide now and transform your field sales performance strategy from the ground up.
Farmland Foods National Sales and Marketing Manager, Robbie Dale leans over the table, saying: “If Numerik was publicly listed, I’d be buying shares in a massive way. Numerik is an absolute industry disruptor because they get the psychology of sales and what salespeople need, and they’ve stuck that in the palm of your hand in an app that’s incredibly light and fast.”
The Farmland Foods sales team have only been using Numerik for four weeks, but Robbie says, “It feels like we've been using it forever. We've had instantaneous uptake, it’s part of our live ecosystem, the sales team lives on it already, and that's testimony to how good the system is. The sign of a brilliant tool is that you go, how did we live without this?”
Robbie explains: “We’re stocked in every single supermarket in this country, so we’ve worked incredibly hard, and we’ve seen good growth. But in the fastmoving FMCG sector, if you're not on the shelf, you miss a sale every second. On average, consumers take only eight seconds to make a purchasing decision on smallgoods. Product moves fast, so our sales team need to be able to keep up, and we need a sales tool that can move with the times.”
“We already had a CRM tool but I’m always looking for optimisation, asking how can we sell better, faster? Our salesforce today spend so much time on mobile devices, so we need something that works well on mobile. I was looking for a mobile sales app that gives the sales team access to all the data they need, and I stumbled across Numerik.”
“Numerik is social media combined with data and not just numerical data but visual data. Being able to post video, photographs, and voice notes really gives the sales reps a boost. Numerik has given us a single tool, where reps and customers are benchmarked and all the data we need is there. In any business today, data is currency. And because Numerik sits in our live ecosystem, the data is constantly being updated. Our guys can walk into a store, and two clicks later, report back to the team. That’s a true gamechanger.”
Robbie explains why Farmland Foods decided to make the shift from their CRM to Numerik. “CRMs are very one dimensional. And if the last three years have taught us anything, it’s that you’ve got to be able to adapt. And the other thing we've learned is that time is precious. So, you need an all-encompassing tool that helps you move fast, and CRMs aren’t that tool. But we found Numerik offers that speed from a decision making and information perspective. I can walk into a store, see what they’ve bought, see what they haven’t bought, see how they rank against other stores, and quickly elevate the discussion with their buyer.”
“We have service level agreements with supermarkets. So, when any alerts come through on Numerik we open them up straightaway because that’s live info from our customers. Numerik is permanently open on my laptop and my phone. We've seen huge engagement, not just from sales reps, but from our production team, our directors, and all our stakeholders. We’re a team of 180 people, one big family providing New Zealanders with food, so when everyone can see what’s happening live that makes Numerik an incredibly active and engaging tool for us.”
“Our CRM got us to a great point, but Numerik is an absolute game changer because of its speed. If I don't have time to prep for a store visit, I can walk in, open Numerik, and instantly get a clear picture of sales opportunities. That's amazing because before we had to go to multiple locations and correlate data to get that picture. Now we have all that in one click on one app, and when our reps combine that insight with what they see on the shelf and what our customers say, we've a very powerful tool.”
One of the questions we always ask Numerik customers, is are you seeing good return on your investment in Numerik? Robbie says, “When I was watching the Numerik demo my immediate thought was, finally, somebody who knows sales went to developers and said, ‘Build this’.”
“Most sales tools aren’t developed by salespeople, and the people who build them don't know the psychology of what makes salespeople tick. And you have to know the psychology of selling. Relationships are the number one reason why people buy, so it’s brilliant that finally, Numerik has got the psychology of sales and stuck it into an app.”
“My Numerik demo was one of those presentations where every time I was about to ask a question, the demo covered it off. As a sales manager, that demo got me at a very deep psychological level and the cost of the tool became incidental. I saw the benefit, so I never looked at the cost. The fact that the tool is actually cost neutral compared to our previous CRM, is an absolute bonus, and Numerik is so much better. Don't tell Numerik, but we’d pay double.”
Robbie explains that onboarding with Numerik was one of the most seamless integrations he’s experienced. “We had an onboarding deadline because I wanted Numerik live to show my sales and marketing team when we were together for our pre-Christmas planning session. Numerik hit that deadline and everything worked. They were solution driven. They had a plan and they executed. It was very simple, and their communication was clear, calm, and concise.”
“After we went live, we made some minor changes after feedback from our sales team. The team left for the day at 6:00pm, Numerik called me at 7:00pm, I asked them to change a few things, they made the changes overnight, and the next morning the sales team walked back in and went wow. That level of responsiveness supports the speed of the way we work in FMCG.”
“The other big thing is that Numerik are very good trainers. Part of the success of rolling out a program like this is the richness of engagement when you train. Numerik’s training commands attention, and the training sessions were very well structured.”
“Numerik are passionate about their product, their customer service is impeccable, and there’s relentless follow up from their side. I’ve nothing but positive things to say about them, in fact, I wouldn't be able to suggest one thing that they could have done better.”
Buying patterns are changing so fast in New Zealand that what worked two weeks ago doesn’t work today. Robbie explains: “It’s a massive benefit to have a live ecosystem, where a merchandiser walks into a store at 6:00am, sees there's no stock, and can be placing an order by 6:15am. It's instantaneous. Whereas before, with our old CRM, nothing was live.”
“I always gauge a tool’s success on engagement. Are the team using it? And do they find it easy to use? The richness of the team’s engagement with Numerik is incredible. The guys are coming up with innovative ways of logging data, doing voice memos after store visits, and sending challenges to other reps. I can see how quickly they respond to anything raised.”
“The engagement at every single level is incredible. Eddie Davis our Managing Director is on Numerik, commenting, giving thumbs up and awarding trophies. You know when the senior leadership team gets involved you’ve got something fantastic.”
“The other big benefit is Numerik breaks down barriers between internal departments and puts sales data in a manageable format in everyone’s hand. If I’d asked people to log into our old CRM, nobody would’ve done it, but when they see an alert on Numerik, they all get involved. Numerik has improved everyone’s awareness of our sales trends. If we gain or lose share of shelf everybody knows. I don’t have to sit in the leadership meeting and explain the latest sales trends anymore, because they follow them on Numerik. We're all on the same page.”
Numerik’s built by sales professionals, for sales professionals. That’s how we deliver the game changing business results Robbie is seeing at Farmland Foods. To test drive the best sales tool on the market, book your Numerik demo today.
The Quin Global sales team started using Numerik in late 2021. Chief Technical, Marketing and Innovation Officer Carl Fowler explains how things were before Numerik came on the scene.
“The main thing was we didn't have visibility of what each sales guy was doing and how they were performing. Also, we had no good commission mechanism driving performance. There was a commission structure, but it was difficult for the sales team to understand where they were against their targets and what their reward would be.”
“The other problem was, we didn't have a forecast for the three months ahead of us. We had a budget with targets, but no trackable sales forecast aligned against that. As a result, we really struggled with Board buy-in for sales projections. Now with Numerik, we’ve six months of data where our sales forecasts and budgets are aligned, so the Board trust the numbers.”
Another challenge for Carl and his team was using multiple systems to track sales. Carl says, “We were using Monday.com for our pipeline, Phocas for BI, Google sheets to track performance, a database in Access, Excel, and a costly NetSuite forecast system, which was built for us. Plus, we were having email discussions about our forecasts.”
“My dream was to get our sales team running with only three systems. NetSuite as our single source of truth, a CRM, and a tool for forecasting and sales management. And that’s what we have now. We use Pipedrive for our CRM and new business pipeline management, and Numerik for numbers, targets, and commission on sales to existing customers.”
“The bottom line is, we saw return on investment for Numerik within four weeks because we stopped running all of those other systems, and Numerik cost less to license. So even before you look at the increase in sales Numerik delivered, the tool was beyond cost neutral.”
“Another return on investment is the time we’ve saved not having to run so many systems. So, before, you had finance spending hours working out commission, whereas now commission is calculated automatically daily. I never do any manual reporting now, nor do my sales managers. We’ve saved so much time.”
Carl and his team did their due diligence before they invested in Numerik. “We looked at other tools. And we wanted to make sure we’d investigated all the tools we already had. We tried building something ourselves. Didn’t work. We tried NetSuite for forecasting. Disaster. We looked at whether we could use Phocas or Pipedrive to forecast, and that didn't work either.”
“My West Europe sales manager has used Salesforce and other sales tools. And he said to me the other day that Numerik is by far the best sales tool he’s ever used due to its simplicity, its forecasting ability, and the team spirit it creates.”
“Numerik is genuinely a no brainer for any organisation. It’s so quick and easy, and right in the palm of your hand. I'm no longer involved in sales day to day, but I’ve more control and comfort than ever because I can see what's happening on Numerik by the minute. I can trust the data, and it hasn't let me down. So, I don't think there is a better system.”
Carl explains that the Numerik install was seamless. “With all software implementations there are questions, challenges, and unknowns. But the Numerik team are very good at addressing any concerns.”
“Training also went very well. Numerik did a particularly good job training our sales managers. That’s important because as leaders, we’re helping our team implement the new system, so we have to be knowledgeable about it ourselves. I’m a great believer that if you don’t understand a new tool, how can you expect your team to? So, the focus Numerik put into onboarding your leaders is even more important than the time they spend training your frontline team.”
“Lastly, Numerik has made it so easy for sales management to understand where they need to put their energy. I can look at my phone now and see who’s behind target, and which customers they need to speak to, and that helps me coach my team.”
Carl explains, “There’s no doubt that the direction and clarity Numerik has given our sales team, sales managers, directors, and Board has absolutely transformed the business.”
“We used to pay our sales team commission on invoices. But because we manufacture our own product there can be a lead time between orders and fulfillment. And the sales team cannot control when an order will go out. There might be a supply chain or production issue that delays dispatch and invoice, and that used to impact on the sales team’s commission.
“Now we’ve changed to paying commission on sales because that’s what the sales team control. And if delivery falls outside our invoice month it doesn't impact our salespeople. If we limit their earning potential with something they can’t control, that's a problem. Focusing the sales team on what they can control has revolutionized the whole company because we’ve zero conflict between sales and operations. Before it used to be very fraught.”
Carl says, “Because we’re manufacturers, we used to forecast sales by units of product. However, we’re now getting the sales team to think about money. And shifting their mindset in this way has seen a fantastic shift in performance. It’s been genuinely transformational.”
“I never realised the negative impact thinking about product had on the sales team’s performance. We could determine the future by forecasting units of product. But we were taking the energy out of the sales frontline. So Numerik has challenged the status quo, changed how we run the business for the better, and created positive cultural change.”
“The team genuinely do love Numerik because they can see by the minute where they're at against their target and understand their earning potential. And that’s really important for people who are hungry for sales. Their enthusiasm shows in the sales numbers. We've not missed target since we got Numerik. And I honestly don't know where we’d be if we didn't have it. I don’t believe we’d be hitting these numbers. In fact, I can hand on heart guarantee it.”
“Numerik’s also enabled us to serve our customers better. We’ve greater visibility of what products are being ordered, and that’s helping us fulfil orders more efficiently. Meeting our promised delivery date has risen from around 64% to 98% this month, which is amazing. Our goal is to raise our service to such a quality that price becomes of no consequence, and Numerik has played a vital part in making that happen.”
Numerik’s built by sales professionals, for sales professionals. That’s how we deliver the transformational business results Carl Fowler is seeing at Quin Global. To test drive the best sales tool on the market, book your Numerik demo today.
Daniel Roberts became national sales manager at Tradelink in 2014. He says, “When I started, we had some pretty inefficient tools. We were using this CRM we’d built internally. It probably had some decent functionality, but it was clunky and slow and didn't play well with our other tools. It was the exact opposite of what I look for in a sales tool.”
“Also, the way the CRM had been launched to the sales team didn’t help its cause. It had a stain on it from the word go because it had been jammed down the team’s throats without consultation. So, what I saw was a sales team pushing back against technology because there was no real upside in it for them, it didn’t enable them to win.”
“Coming into my new role, I wasn't about to flog a dead horse by trying to force the sales team to use a tool they hated, that wasn't even driving the right financial results.”
When Daniel realised how disenchanted the sales team were with the CRM, he hit the pause button and reset, to find out what the team really needed. He learned that despite having a directive from management to use the CRM, the team were still doing things their own way.
Daniel says, “When you try to understand the drivers for that, it was change fatigue and lack of faith in the value of the CRM. But most importantly, none of the sales team felt that the business understood their needs, because we weren’t putting information in their hands to help them make more informed decisions and sell more.”
“You could sum up what the sales team were looking for in one word. Help. Help me reduce my admin. Help me increase my conversions. Help me know how I’m doing. Help me with relevant timely info so I can be more credible in front of customers.”
Daniel recalls why Tradelink chose Numerik. “After consulting our team, we knew we were looking for a sales tool to help us be more efficient, along with real time info to improve decision making at the sales coal face. Numerik was recommended to us by our sister company in New Zealand, PlaceMakers, who’d invested in Numerik, and were seeing good results.”
“One of the main reasons we chose Numerik was its ease of use. We knew our salespeople didn’t have a great track record with adopting technology. So, its simplicity trumped everything else. We did look at other sales tools, but they were clunky. And they were off the shelf, so if you wanted to make changes, it was costly. When we saw Numerik was flexible enough to slice and dice it seamlessly for our needs, it made the choice pretty easy.”
“Also, we liked the energy Numerik poured into us and the tailored approach they took. The way they understood our business, and configured Numerik to meet our needs was bloody fast. They said, ‘Numerik will help you and your sales team sell more. It's not a governance tool.’ That message really sat well with us. And it was a good message to share with our team. They could see what Numerik would do for them, and it got them onboard from the start.”
Daniel remembers what it was like for the Tradelink sales team to start using Numerik. “We kicked off with a small trial, but it quickly morphed into a full rollout, because we could see the team were using Numerik and enjoying it. Talk to anyone in our sales team, they'll tell you Numerik’s been one of the best things we've put in. That's reflected in the high usage we see.”
“The Numerik onboarding process was really personalised. Numerik built solid relationships with my sales managers in each state, took the time to understand each team’s needs, and tailored training sessions in bite-sized learning chunks. And they don’t rest on their laurels. They’re always checking in, asking what else we need, and telling us what's working well in other businesses. They regularly showcase updates to the tool, so the team know what’s new.”
“Once we had our base Numerik set up sorted, that wasn’t the end of the journey. They’re always innovating, always asking what else do you guys want to do? What's going to help your sales team? How can we make Numerik work better for you? That commitment to going above and beyond was in evidence from the get-go, and it’s never let up, that's for sure.”
Two of Daniel’s favourite Numerik features are forecasting and promotions. He explains, “Forecasting’s directly linked to sales team incentives. A salesperson can see instantly on their phone what happens to their incentive if a customer orders more. Seeing their incentive dollars ticking up in real time drives salespeople to use forecasting.”
“I get a forecast from my managers twice a month. That used to be an arduous task, where they’d have to pore through data and chase their team. Now it’s easy for the sales managers to do forecasting because their sales team are live forecasting on a daily basis. And you know, sales guys hate detail, so that shows just how easy Numerik is to use.”
“We’re also running promos through Numerik. We just launched a promo for a new product from Rheem, incentivising every sale with a $10 bonus. Adding that promo to Numerik was so simple. We’ve a leaderboard showing who’s selling the most Rheem units. And the sales team are loving it, it’s sparked good-natured competition between states, and banter on the chat.”
The Numerik functions offering best ROI for Daniel and the Tradelink team are forecasting and promotions, but he also rates the tool’s power to grow engagement and sales. “It’s driven more engagement from our sales team because it’s so easy to use, and grown sales with real time incentive tracking. I was just talking to our Queensland sales manager and he said the thing he’s most proud of this year is that 100% of his key account managers earned an incentive in the first quarter. And I can safely say Numerik has driven that growth.”
Daniel also appreciates having useful data at his fingertips. “I can benchmark customer spend in a region, find the average sell price for a product, or see how sales are tracking this month in seconds on my phone. Finding data in a heartbeat to help you shape a conversation with a customer, or understand where to spend your time and energy, is pretty cool.”
Daniel says, “I just had a call with our New South Wales sales manager while he was getting his car serviced. We were talking about a key customer and I asked if they were maintaining their monthly average spend. I pulled up our internal BI tool to check. But he’d already jumped on Numerik, and he was able to tell me the customer’s average spend in the last 12 months while standing in the car dealership waiting room because Numerik’s so much easier to use.”
“Numerik complements our other business tools. It’s like a layer on top. We recently adopted Salesforce, and as part of that we had to get really clear on our tech stack, and what we use each tool for. We use Numerik for forecasting, promotional activity, and incentive tracking. But because it’s so easy to use, it’s also the sales team’s go to when they want data quick.”
“We’ve varying skills across the sales team, along with many levels of experience around use of technology. We recently adopted other software, and we had to develop a detailed change and launch plan that will take time to embed. However, the Numerik uptake was quick, clean and simple, because the team found it so easy to use, they all just started using it.”
“The team love Numerik. They say, ‘If you're going to invest in a new tool, just make it as easy to use as Numerik, because Numerik helps me do my job’. If someone was on the fence about choosing Numerik, I’d send our most change averse salespeople to speak to their team. Because when even the tech cynics in our team are using it and being advocates for the tool, that speaks volumes. I don't need to say anything else about how great Numerik is.”
Numerik’s built by sales professionals, for sales professionals. That’s how we deliver the increase in sales and engagement Daniel Robert’s seeing at Tradelink. To test drive the best sales tool on the market, book your Numerik demo today.
As a field sales manager, finding time for effective sales coaching can be a significant challenge. With your sales reps constantly on the move, visiting customer locations, allocating hours for training sessions often seems impossible. But what if I told you that impactful coaching could happen without formal sessions and in just 10 minutes?
Imagine this scenario: a sales representative from your team is about to visit a newly launched store. There's an air of nervousness; they're about to pitch a new product line, and the stakes are high. In such moments, a quick and effective coaching technique can be a game-changer.
Here's a simple yet powerful approach: Encourage your rep to record a practice pitch—either as a video or a voice memo—before they enter the store. This can be done anywhere, even in their car. Once done, they can quickly send it over through the team's Slack channel, Microsoft Teams, or WhatsApp group. This way, the entire team gets a chance to offer real-time feedback and advice.
This method not only provides immediate coaching opportunities but also fosters a strong sense of unity within the team. By sharing challenges, advice, and successes, your sales team grows more cohesive and competitive. As a bonus, this technique allows you to fine-tune your rep’s strategy right before their crucial meeting, significantly increasing the chances of a successful pitch.
After the meeting, make it a point to discuss how things went. Use your one-on-one sessions to review the feedback implementation and the meeting outcomes. This not only helps in refining strategies but also in acknowledging the rep's efforts and improvements.
Effective sales coaching doesn't require long hours. By seizing brief moments in your sales reps’ schedules for quick advice and feedback, you can turn everyday situations into valuable coaching opportunities. This approach not only boosts rep performance but also positively influences your team's culture.
Transform your field sales training with these micro-moment coaching techniques. Such strategies are crucial for enhancing field rep skills, improving team collaboration, and mastering sales pitch practices.
Have you tried quick coaching sessions in your field sales endeavors? Share your stories and insights below - let’s learn from each other’s journeys!
Subscribe to our blog for more insights on innovative sales coaching techniques and download our guide for comprehensive strategies in field sales training. Equip your team with the tools for success in the fast-paced field sales environment.
Running a successful sales operation involves selecting, implementing, and managing a CRM system. It's an essential tool for achieving sales targets. However, the challenge lies in the continuous monitoring of your CRM, data analytics, and team tracking. To simplify CRM data analysis, we've identified three actionable strategies to streamline your processes and enhance forecasting.
Effective CRM data analysis begins with visualization. It allows you to identify trends, patterns, and relationships within your data, making complex information more accessible. Here are some key methods for visualizing CRM data:
Numerik simplifies this process by seamlessly connecting with your CRM and ERP solutions in real-time. You gain instant access to a range of sales dashboards, enabling you to understand your sales team's performance and plan accordingly. This eliminates the need for manual data retrieval and analysis, ensuring you always have the most up-to-date information at your fingertips.
Automation is a game-changer in CRM data analysis. It streamlines processes, boosts efficiency, and delivers real-time insights. Consider the following ways to automate data analysis using CRM data:
Numerik was designed by sales professionals for sales professionals. Our solution syncs with your CRM to provide instant reports, eliminating the need for additional configurations or BI tool updates. It's all about simplicity and efficiency, allowing you to focus on sales rather than data management.
Take Tradelink, for example, Australia's oldest plumbing merchant. Daniel Roberts became national sales manager at Tradelink in 2014. He says, “When I started, we had some pretty inefficient tools. We were using this CRM we’d built internally. It probably had some decent functionality, but it was clunky and slow and didn't play well with our other tools. It was the exact opposite of what I look for in a sales tool.”
They implemented Numerik and experienced a significant shift in their daily operations, particularly in sales forecasting. What was once a time-consuming task has become effortless with live forecasting, thanks to Numerik. “I get a forecast from my managers twice a month. That used to be an arduous task, where they’d have to pore through data and chase their team. Now it’s easy for the sales managers to do forecasting because their sales team are live forecasting on a daily basis. And you know, sales guys hate detail, so that shows just how easy Numerik is to use.”
Keeping your CRM data analysis fresh is vital. Be open to new ways of looking at data. Numerik values user feedback and continually improves its solution. With a standalone CRM, you're limited to your team's ideas for custom dashboards. In contrast, Numerik provides a global collaboration platform where sales best practices are shared.
Every software update means you're enhancing your data analysis process and gaining new insights backed by thousands of sales reps worldwide.
In conclusion, you can simplify your CRM data analysis by using tools like Numerik. Our sales analytics solution connects to your CRM to instantly visualize performance trends, enforces governance policies to sustain data quality and constantly evolves based on collective feedback from customer bases worldwide. Hands-off automation empowers revenue leaders to spend time acting on insights, not just assembling them.
Book a personalized demo today to explore how purpose-built sales analytics from Numerik drives faster pipeline visibility, forecast accuracy and quota attainment without added workload. It’s time to graduate from CRM reporting to real revenue growth.
Sales is no walk in the park. It's a relentless pursuit of meeting targets while facing constant rejection. The daily grind demands determination and resilience. This is precisely what motivated us at Numerik to incorporate a social media-like approach to our platform – to create a positive and interactive space for sales teams to log their daily activities and receive feedback, whether it's a celebration or constructive guidance.
Disney, often referred to as the "happiest place on earth," shared insights through the Disney Institute, the professional development arm of The Walt Disney Company. They emphasize the importance of positive reinforcement to keep employees engaged. Bruce Jones, Senior Programming Director at Disney Institute, stated, "At Disney Institute, we believe the extent to which you genuinely care for your employees is the same extent to which they will care for your customers and one another. And that’s a powerful way to create success in any business."
We wholeheartedly agree with this perspective. Content employees are more likely to take exceptional care of your customers, which, in turn, propels your business forward. Using a social media-style tool to foster interaction and positivity within a traditionally high-stress, rejection-heavy environment can inject enthusiasm into your sales reps or provide that much-needed pat on the back when they require encouragement.
There are administrative advantages to this approach as well. Many of our customers who integrate the live feed into their processes find that it enhances adoption, especially when it comes to logging daily activities and encounters. Traditional CRMs often demand considerable effort to update customer information. With our tool, you can quickly snap a photo and post it to your feed, along with additional details, you can schedule follow-ups, or even add notes.
As a team member or manager, you can engage with these posts just as you would on social media platforms – with likes, comments, and even your favorite emojis 😎. This interaction, from the receiver's perspective, is motivating. We've observed that this interaction makes the challenging world of sales a bit more manageable, knowing that your team supports your daily encounters.
From a management perspective, there's nothing more satisfying than supporting your team, encouraging them to enjoy their job, and excel in it. Social posts allow you to gain a better understanding of what's happening across territories and take action when you identify positive or negative trends. Unlike traditional CRM systems with rows and columns, which can be cumbersome to navigate, our live feed provides a mobile-friendly interface. Sales managers love the ease of scrolling through their live feed to see what's happening with their sales reps.
Here, you can monitor the feed and motivate your team to perform well. If you spot trends, you can take immediate action. For instance, in the figure below, the feed shows an update on an opportunity that was recently marked as lost. This might have been a deal you were relying on for the quarter. Now, you can reassess your pipeline to gauge its impact on your targets.
The live feed encourages your team to share their observations, offering you updates in bite-sized format. You no longer need to log into your CRM and navigate through rows and columns to track opportunity progress. You can monitor it daily, just like scrolling through your favorite social media app. Whether you're at your desk, on the road, or anywhere else, you can stay updated and provide positive reinforcement to your team or address issues before they affect your forecasts.
Incorporating social media elements into your sales approach creates a more engaging and effective environment for your sales team. It simplifies communication, encourages collaboration, and helps you achieve your sales goals more efficiently. Request a demo to see how Numerik's social feed can transform your sales process and boost your team's performance.
Agility and insight are paramount in the sales world. In this fast-paced environment, competition is everywhere, and sales managers simply can't afford to spend valuable time building analysis reports or constantly refreshing BI tools to stay up-to-date. Hiring additional personnel isn't always the solution either.
According to the Korn Ferry 2020 Sales Management Study, managers spend over twice as much time on administration and forecasting (34.1%) versus coaching team strategy (14.2%). This alarming imbalance indicates that sales leadership gets overwhelmed adjusting forecasts, appeasing executives and managing expectations—leaving little bandwidth to guide teams, identify gaps and seize opportunities.
For a CRM to be effective, it must prioritize its role as a sales tool above all else. Salespeople should see the CRM as a tool that enhances their selling capabilities, not just an administrative tool for generating reports. Unfortunately, many CRMs lean toward the administrative side.
This is where real-time sales apps like Numerik come into play, offering on-demand sales insights that are tailored to provide sales managers with the essential information they need to identify and address sales gaps.
Remember that feeling when a one-hour meeting gets cut short, giving you extra time? Well, that's the sensation you'll experience with Numerik. We save you the hours you'd typically spend creating reports so you can use that time to analyze them and take action.
For sales managers, Numerik delivers a comprehensive perspective into territory performance without demanding manual analysis. Team metrics automatically populate customizable dashboards alongside granular data filtering to isolate specific shortcomings. Issues surface early enough to develop and deploy swift strategic adjustments.
For field reps, the mobile-optimized interface facilitates rapid opportunity diagnoses while directly engaging customers. Reps can instantly view customer revenue contributions, buying trends and sales activity pacing to construct consultative talking points that advance deals. No waiting around for updated reports—data streams continuously to feed dynamic selling strategies with maximal convenience.
For instance, in this article, we emphasize the importance of providing field sales reps with tools that can identify gaps, allowing them to drill down or segment data while on the move. This enables them to quickly identify where their revenue falls short, why it's happening, and address the issue in real-time. Easy-to-reference charts provide instant access to this valuable information.
Numerik provides dependable precision and facilitates informed decisions on the spot. Whether you're optimizing team-level objectives or supporting individual reps, Numerik offers a comprehensive real-time perspective. This transformative capability delivers the reliability and immediacy that are now essential in sales, where perfectly-timed execution can make or break deals.
Numerik doesn't aim to replace CRMs but rather to complement them. We provide unparalleled real-time visibility into deals and goals while seamlessly integrating with CRM data. This empowers sales reps with actionable insights they can immediately use to achieve their targets.
Incorporating user-friendly tools like Numerik is the key to streamlining sales gap analysis, helping sales managers and reps work smarter, not harder. Request a demo to see how Numerik can transform your sales processes and elevate your team's performance. Enhance your sales gap analysis with Numerik today!
We live in a hyper-connected world where access to real-time sales information is now an expectation for field sales teams looking to enable success. Forward-thinking sales leaders are applying this always-on mentality to empower field representatives with mobile access to up-to-the-minute customer analytics, granular product availability details, and invoice data.
Equipping sales reps with a stream of real-time sales information keeps them tuned in to the priorities, trends, and performance benchmarks that ultimately translate into higher sales velocity and win rates over both the short and long term.
The challenge many field sales teams face is restrictive bottlenecks getting access to vital product-level sales details housed in central CRM and ERP systems when out of the office. Manual processes like expecting sales reps to piece together reports and sales information back at their desk is incompatible with the on-the-go reality of field sales.
Even brief delays directly dampen reps’ ability to capitalize on sales opportunities in live customer interactions. Without instant access to product specs, availability, pricing, and order history details at their fingertips, sales reps lack the confidence and specifics needed to have business-advancing conversations in the moment.
The negative ripples of this delayed access to sales information impacts organizations in multiple ways:
Equipping sales teams with real-time access to product-level sales data is a key part of an organization's overall sales enablement strategy and technology stack. The right tools integrate with existing systems while making information easily searchable for sales reps out in the field.
Purpose-built to streamline field access to vital sales details, platforms like Numerik deliver real-time data from CRM and ERP systems directly to each rep’s mobile and desktop devices. Whether out meeting clients, giving demos, or planning their next actions, field teams are equipped to access the latest sales, invoice details, and more on the fly.
With real-time mobile sales analytics at their fingertips, field reps and managers gain advantages including:
With Numerik, the insights you can gather right at your fingertips are endless. For example, sales reps can check sales dashboards whenever needed and gauge progress. This view gives an instant overview of customer sales data compared to targets.
From there, the user can also drill into product performance details as easily as clicking into the product lines to analyze historical trends while on-the-go, planning their day, or during customer strategy meetings
By providing instant mobile access to real-time sales information, leading organizations are enabling profound performance lift for field teams. The sales velocity and productivity gains speak for themselves when reps are armed with up-to-the-minute data to have relevant, high-value conversations.
Ready to equip your sales reps with real-time access to the product details needed to advance deals in the field? Request a Numerik demo today to experience the benefits of true sales enablement firsthand.
Staying ahead of the competition demands agility, precision, and real-time insights. Real-time reporting Customer Relationship Management systems (CRMs) have emerged as game-changers for sales strategies. In this installment of our blog series, 'Setting up for Success - Optimizing Sales Processes,' we will delve into the significance of real-time reporting CRMs in today's business landscape, focusing on their crucial features, seamless integration, user engagement, and their natural alignment with the psychology of sales.
Effective real-time reporting CRMs offer a suite of essential features that revolutionize how sales teams operate:
- Up-to-the-minute data: In today's fast-paced sales environment, having access to up-to-the-minute data is crucial. Real-time reporting CRMs provide real-time data on customer interactions, sales activities, and opportunity tracking. This real-time information is invaluable for making timely decisions.
- Territory management: Real-time reporting aids in territory management, ensuring that sales representatives are optimizing their efforts across regions and demographics.
- Informed decision-making: Sales teams gain access to comprehensive data, allowing them to make informed decisions that align with their targets and customer needs.
Numerik became Tradelink's go-to sales tool, ushering in a new era of efficiency and effectiveness in their sales processes. This case study showcases how a real-time reporting CRM transformed their operations, providing up-to-the-minute data that enabled them to make informed decisions swiftly. Sales activity tracking, sales process optimization, and real-time data visibility played pivotal roles in their success.
The psychology of sales is an intricate aspect of the profession, and understanding your customers' mindset is key to success. Sales professionals often seek inspiration and guidance from experts like Brian Tracy, whose classic book, "The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible," offers valuable insights. While we won't provide a complete recap of the book, we'll leverage its wisdom to explore how real-time reporting CRMs like Numerik are designed with the psychology of sales in mind.
Brian Tracy's book emphasizes the importance of tools and strategies that resonate with the psychology of sales professionals. It highlights that successful salespeople control their inner dialogues and think successful thoughts. This principle underscores the need for tools that not only provide data and analytics but also support the mental and emotional aspects of the sales process.
Real-time reporting CRMs like Numerik are precisely tailored to meet these needs. They don't just crunch numbers; they empower sales teams with insights that align with the psychology of selling. Here's how:
Boosting confidence: Tracy talks about the significance of a positive self-concept in sales. Numerik's real-time reporting ensures that sales teams have access to data that reinforces their self-confidence. When they can see their progress, track their successes, and understand their strengths, it naturally boosts their confidence levels. This is essential for sales reps to close deals and win customers' trust.
Motivating progress: Setting and achieving goals is crucial in sales. Numerik's real-time data tracking enables salespeople to monitor their progress toward targets at any given moment. This real-time feedback is a powerful motivator, aligning with Tracy's advice on goal orientation. The ability to track your sales activities and see progress at any moment is a game-changer for sales reps.
Understanding Customer Behavior: Tracy highlights the importance of understanding why people buy. Real-time reporting CRMs like Numerik provide insights into customer behavior, helping sales teams tailor their approaches to meet customer needs effectively. When salespeople can anticipate and respond to customer motivations in real time, it enhances their ability to make sales. Understanding lead sources and tracking sales activities play a pivotal role in this process.
Making the transition to a real-time reporting CRM should be a seamless and hassle-free process, and that's precisely our goal. For instance, we offer:
🚀 Seamless Onboarding: Numerik ensures a hassle-free integration process, minimizing disruptions to your existing operations. Sales managers appreciate the ease of onboarding and the efficiency it brings to their teams.
📚 Continuous Support: Numerik provides comprehensive training sessions and unwavering customer support, ensuring that your team is equipped to make the most of the CRM. Sales managers can rely on Numerik for sales performance insights and sales forecasting support.
The power of real-time reporting CRMs cannot be overstated when it comes to optimizing sales processes. The success stories of Tradelink, Quin Global, and Farmland Foods, supported by the real-time data, territory management, and informed decision-making capabilities of these CRMs, illustrate their transformative potential. If you're looking to supercharge your sales strategies, consider exploring CRM solutions like Numerik. It's time to harness the real-time advantage and elevate your sales game!
Ready to experience the power of real-time reporting? Book a Numerik demo today and witness the difference! Explore how Numerik can help you increase your conversion rate, streamline your sales pipeline, and boost your revenue generated by providing real-time insights into your sales activities and lead sources.
In our ongoing series, "Setting up for Success - Optimizing Sales Processes," we've been exploring how sales teams can achieve excellence through efficient CRM tools and strategies. Today, we will delve into Numerik's To-Do List feature and how it can assist in managing various aspects of your sales process. This feature is a critical component of sales task management and prioritization, which are essential for sales reps, sales managers, and anyone involved in the sales team.
Setting clear goals and establishing an effective sales process are fundamental steps that precede the creation of your to-do list. This foundational phase sets the stage for productive and strategic sales management.
With your sales goals, process, and daily tasks defined, it's time to prioritize. Prioritization is the cornerstone of effective task management, ensuring that you focus your efforts on what truly matters to your sales team and small business.
Numerik's user-friendly to-do list feature is a game-changer for efficient task management within your sales team. It simplifies the process, ensuring that you can manage your daily tasks, sales pipeline, and follow-ups effortlessly.
In the fast-paced world of sales, staying organized and managing your tasks efficiently is key. Numerik's to-do list helps you achieve just that, offering a clear view of your tasks for today, tomorrow, and the next five days.
Your to-do list is more than just a checklist; it's a valuable source of insights. Learn to leverage these insights for better task prioritization, time management, and resource allocation.
Numerik offers a complete sales toolkit in one mobile app. We have everything you need, like tracking goals, sales insights, and user-friendly to-do lists, all in one place.
Optimizing your sales processes begins with effective to-do lists. Use our checklist, Numerik's to-do list feature, and other essential sales tools to improve your sales process, prioritize tasks, and track progress effectively. Start implementing these steps today to take your sales, sales team, and small business to the next level.
In today’s dynamic business environment, a key to scaling success hinges on the strategic implementation of advanced CRM solutions. For enterprises poised for significant growth, the integration of effective CRM systems is not just an operational choice but a strategic imperative. These systems are instrumental in refining sales methodologies, enhancing customer engagement, and driving business expansion.
At the core of this transformation is the intelligent use of CRM features designed to cater to the evolving needs of growing businesses. Such features not only streamline sales processes but also amplify the efficiency and effectiveness of customer interactions. This article delves into the vital components of CRM systems that are essential for scaling businesses, with a particular focus on our innovative CRM platform, Numerik.
Numerik represents a new era in CRM solutions, where the emphasis is on practicality, usability, and strategic alignment with business goals for field sales reps. In the following sections, we will explore the cornerstone elements that define efficient sales processes within CRM systems, the strategic role of Numerik in growth management, and how integration with other business platforms enhances the overall functionality and effectiveness of CRM solutions. Join us as we navigate the landscape of CRM capabilities that are critical for scaling businesses successfully in today’s competitive market.
Efficiency in sales processes is crucial for any business focusing on growth management. A CRM solution should actively streamline workflows to equip sales teams with essential tools for accurate sales forecasting and efficient management of the sales pipeline. This includes providing precise tracking of customer interactions in real time.
Numerik addresses this need by offering sales reps quick access to critical customer data, which is pivotal in closing more deals. This approach aligns with modern CRM features where the focus is on the information most relevant to daily selling rather than overcomplicated features.
Numerik is designed to meet the strategic needs of expanding businesses. It facilitates comprehensive sales operations by breaking ambitious growth targets into manageable objectives for each salesperson.
Numerik’s real-time tracking of individual and team progress ensures alignment between daily activities and long-term goals. This transforms Numerik from a passive data repository into an active driver of sustainable growth, making it a robust CRM solution for businesses.
In the digital business landscape, seamless integration capabilities are essential for CRM platforms. Numerik exemplifies this with smooth integration with various business systems, especially ERP. This bi-directional information flow evolves Numerik from a basic database into an indispensable growth engine.
As enterprises chart their growth course, several essential CRM capabilities emerge:
In the realm of business growth, platforms like Numerik epitomize the evolution of CRM systems from traditional relationship management tools to indispensable catalysts for business scaling. These platforms transform sales processes, enhance customer interactions, and provide real-time insights, making them fundamental components of any growth management strategy. Choosing the right CRM system with the right mix of CRM features is not just a tactical decision; it’s a strategic move for modern, growth-focused businesses.
The essence of an effective CRM lies in its ability to simplify workflows. Overly complex systems with cumbersome data entry processes can impede user adoption. A streamlined approach involves automating repetitive tasks and reducing unnecessary data fields. By focusing on sales rep needs, CRM tools like Numerik facilitate deal-making, enhancing productivity rather than adding administrative burdens.
Rapid access to relevant customer data is critical for sales reps. CRM tools should provide insights into customer buying trends and preferences, offering a detailed view of products or services a client is purchasing more or less of, compared to previous periods. Numerik, for instance, offers dashboard views that contextualize individual customer data against broader market trends, enabling sales reps to capture opportunities more efficiently.
A key advantage of advanced CRM platforms like Numerik is their ability to align individual sales goals with broader organizational objectives. Breaking down overarching targets into specific, achievable goals for each sales rep and providing real-time progress monitoring ensures activities are strategically aligned with business growth plans.
Effective CRM systems must integrate seamlessly with existing business platforms, such as ERP systems. This integration centralizes diverse business functions into a unified CRM hub, covering everything from sales operations to customer support. Such integration is critical for both enhancing functionality and facilitating adoption, creating a holistic ecosystem that supports commercial growth.
Adopting a feedback-driven approach is crucial for CRM platforms to meet user needs effectively. Regular input from frontline sales teams, who engage directly with customers, is invaluable. Their insights can identify solution gaps and potential enhancements, ensuring the CRM evolves in ways that genuinely support sales and customer interactions.
Despite its central role, the CRM space is ripe for disruption, as noted in Nancy Nardin's 2016 LinkedIn article. Many current CRM solutions are criticized for focusing more on complex processes than on genuinely enhancing sales team workflows. This opens opportunities for innovative CRM solutions focused on efficiency and user adoption.
The potential lies in transforming CRM from a passive data repository into a dynamic tool that drives sales execution. A user-centric design, informed by feedback from sales teams, can ensure CRM systems continuously evolve to meet the most critical user requirements.
CRM systems have evolved beyond mere relationship management tools into key pillars of strategic business growth. Platforms like Numerik offer capabilities that significantly enhance sales efficiency, foster customer loyalty, and provide valuable data insights, all essential for scaling a business. Their user-centric, flexible tools simplify workflows and amplify productivity. In today's competitive business landscape, robust CRM solutions are not just beneficial; they are imperative for any business focused on growth and scalability.
Ready to revolutionize your sales process and drive business growth? Explore the full potential of Numerik, the advanced CRM solution designed to scale with your business. Request a demo now and see firsthand how Numerik can transform your sales efficiency and strategic growth management.
🔍 What you'll discover in the demo:
🌟 Key benefits:
👉 Request your demo now! Transform your business strategy and achieve new heights of success with Numerik. Click here to request your demo today.
In our series, "Setting up for Success - Optimizing Sales Processes," we've begun our exploration of the pivotal role of CRM systems in achieving sales excellence. Today, we explore glanceable reports benefits for sales managers, teams, and the entire sales system. In the ever-evolving business landscape, quick access to accurate data is invaluable, and glanceable reports are the answer. Join us as we uncover how these reports aid sales managers, which types are most effective, and how Numerik ensures accuracy and timeliness.
Glanceable reports offer instant insights for sales managers and their teams. These reports simplify the sales reporting process, providing quick access to sales metrics and key sales data. Sales managers can keep a close eye on the sales pipeline, monitor the conversion rate, and make informed decisions based on sales forecasts and the number of sales.
For sales teams performing under various conditions, these reports are invaluable. They help improve sales activities, boost sales volume, and drive growth. Whether it's tracking monthly sales reports for trends or reviewing daily sales reports for real-time performance, glanceable reports provide the necessary sales analysis reports to make data-driven decisions and create a sales report that aligns with the sales strategy.
By leveraging the power of glanceable reports, businesses can enhance their sales performing capabilities, optimize their sales team, and unlock their full sales potential. Here's how:
Not all reports are created equal in regards to sales strategy. The most effective glanceable reports focus on specific areas:
Numerik, a leading CRM platform for field sales reps, understands the importance of accurate and timely reports. Here's how Numerik ensures its reports maintain the highest standards:
Numerik simplifies the reporting process, providing a "goldilocks zone of sales insights." This means that it offers just the right amount of information for sales reps and managers without overwhelming them with excessive data.
In the fast-paced world of sales, the ability to access accurate data quickly can be a game-changer. Glanceable reports provide this advantage, aiding sales managers in decision-making, helping in formulating effective sales strategies, and ensuring that the information at hand is trustworthy. Numerik's commitment to real-time, accurate data makes it a valuable partner in the quest for sales success.
But that's not all; Numerik goes beyond providing glanceable reports. It simplifies the reporting process with livefeed reporting and automatic insights, allowing sales teams to focus their energy on achieving the best sales results. And the user-friendly setup ensures that you don't need IT or analysts to navigate the platform.
With mobile accessibility and seamless integration, Numerik is a powerful tool that helps sales teams make informed decisions, track performance, and achieve their targets. If you're ready to take your sales team's performance to the next level, request a free demo of Numerik today.
Stay tuned for more insights as we continue to explore the world of CRM features and analytics in our "Setting up for Success - Optimizing Sales Processes" series. With Numerik by your side, success is within reach.
Navigating the fast-paced world of sales often boils down to how effectively each day is planned. Spending just 10 minutes at the end of your day to strategize can streamline your next day's activities, leading to a marked increase in productivity and sales outcomes. This guide outlines a quick, yet effective routine to optimize your daily schedule, enhance time management, and keep your sales tasks well-organized.
Begin your sales day planning with a focus on 'who' needs your attention:
This step ensures that your sales reps are prioritizing customer interactions effectively, a crucial aspect of sales routine optimization.
The next step is to pinpoint the resources required for each client interaction:
By organizing daily sales tasks in advance, sales reps can approach each day with confidence and clarity.
The final step in your sales day schedule planning is scheduling:
Efficient time management is key to ensuring that sales reps can tackle their responsibilities effectively without feeling overwhelmed.
A structured approach to planning your sales activities can significantly reduce stress and prevent task pile-up. It's like tackling small parts of a larger puzzle daily, making the overall picture clearer and more manageable.
In just 10 minutes, your sales reps can transform their next day from a potential scramble into a well-organized strategy for success. Encourage your team to adopt this routine and watch as their efficiency and productivity soar.
What makes customers stick around? Achieving high customer retention is essential for any thriving business, but knowing the ‘how’ is paramount. Learn practical, industry-backed strategies for maximizing customer retention, cultivating loyalty, and promoting business growth, without the jargon. From actionable tips to transforming customer data into lasting relationships, this article will serve as your concise guide.
Keep in mind that your most loyal customers form the bedrock of your business; they are not just its lifeblood. Rather than being a mere nice-to-have, maximizing customer retention is a strategic imperative, leading to cost savings, increased revenue, and an elevated brand reputation.
In a fiercely competitive landscape, grasping the importance of customer retention is key to not only survival but also thriving. One of the main goals for businesses should be to increase customer retention by effectively retaining customers, ensuring long-term success.
Pivoting the spotlight onto cost savings, imagine a world where the relentless pursuit of new customers takes a backseat. Here, nurturing existing customers leads to significant reductions in acquisition costs and a more robust bottom line. This isn’t a utopian fantasy, but a strategic shift that can improve your financial performance, balancing the scales between acquisition and retention with a keen eye on long-term sustainability.
Now, let’s turn the page to increased revenue, where loyal customers are the protagonists. These repeat patrons are not merely a stable source of income—they are the architects of a larger revenue narrative. With just a fraction of your customer base, they can contribute disproportionately to annual earnings through consistent purchases and seizing upselling opportunities.
The final chapter in this trilogy of importance is brand reputation. Satisfied customers don’t just return—they become ambassadors, spreading the gospel of their positive experiences. This organic advocacy fortifies your brand’s image, transforming customers into a voluntary marketing force.
Moving into the B2B domain, we will discuss two impactful methods to boost your sales with existing clients. Whether it’s uncovering hidden potential in sales data or ensuring customers are apprised of your latest offerings, these strategies are about maximizing value from existing relationships while bolstering your bottom line.
The first method invites us to scrutinize our sales data. By examining spend data across product categories, we can unearth sales gaps that might indicate missed opportunities. Are all categories getting their fair share of attention from customers? If not, it’s time to investigate why and how to bridge these gaps.
Reps can start by heading over to where their customers’ data is stored, whether that’s in your ERP, BI tool, or an Excel sheet, and find the spend data for each product category.
Once the rep has sales by product category sorted for each customer, they can start to identify if there are any gaps.
If one of a rep’s customers is a star spender in only 3 out of the 50 product categories your company stocks, something might be amiss.
It’s time for some detective work:
The next time the rep sees their customer, they can present their spend data and start asking questions. There could be a big opportunity waiting to be seized!
The second strategy, while simple, is frequently overlooked: keep your customers informed about new products. This isn’t a complex endeavor; it can be as straightforward as a mention in an email or a sample during a visit.
It’s about keeping your offerings top-of-mind, ensuring your customers can take full advantage of your evolving product line.
Too easy.
Before embarking on retention strategies, it’s crucial to evaluate your current efforts. Are you tracking the right metrics? Are you listening to your customers’ feedback? This assessment will not only provide a baseline but also illuminate areas ripe for improvement, setting the stage for a more targeted and effective retention approach.
Key metrics serve as the compass guiding your retention journey. From calculating the customer retention rate to assessing customer lifetime value, these figures are the benchmarks against which you can measure the success of your strategies. They help you understand the health of customer relationships and how they contribute to the company’s sustainable growth. Some key metrics to consider include:
By tracking and analyzing these metrics, you can make data-driven decisions to improve customer retention and drive business growth.
However, numbers only convey half the truth. Listening to your customers is just as important when it comes to identifying issues and determining causes of attrition. Through customer feedback, you gain access to invaluable insights that can steer your retention strategies in a direction that resonates with your clientele’s evolving needs.
With a clear evaluation in hand, it’s now appropriate to create an all-encompassing customer retention plan. This blueprint for loyalty should be tailored to your unique business landscape and customer base, setting clear objectives and ensuring resources are allocated wisely to nurture and grow customer relationships over time.
Establishing objectives is similar to marking destinations on a map. Defining clear, measurable goals gives your retention strategies a direction and purpose, ensuring they are aligned with broader business aspirations. Without these targets, you’re navigating without a compass, risking engagement with your most valuable customers.
Effective resource allocation is akin to maintaining balance. It’s about prioritizing initiatives that deliver the most impact on customer retention, while not neglecting customer acquisition efforts.
This strategic allocation is the cornerstone of a sustainable, profitable business model that values long-term customer relationships.
Now, let’s explore established customer retention strategy that can take your customer retention to the next level. From personalization to loyalty programs, these approaches have been tried and tested, demonstrating their prowess in keeping customers engaged and invested in your brand. Implementing a customer retention program is one such effective approach.
Personalization stands out as a beacon of individual attention amid a sea of generic interactions. By leveraging customer data to tailor experiences and communications, businesses can dramatically increase customer satisfaction and loyalty, making each customer feel uniquely valued.
Outstanding customer service forms the cornerstone of customer retention. It’s about exceeding customer expectations at every turn and resolving issues with efficiency and empathy.
By delivering consistently high-quality service, you not only retain customers but turn them into advocates for your brand.
Loyalty programs serve as treasure troves for customer retention, providing rewards and incentives that stimulate continuous engagement and repeated purchases. These programs are a testament to the value you place on customer loyalty and provide a tangible way to express your appreciation.
In the ongoing rhythm of business, maintaining regular communication with customers forms the heartbeat of a healthy, lasting relationship. Whether it’s through newsletters, feedback surveys, or educational content, staying in touch keeps customers engaged and informed, reinforcing their connection to your brand.
In the modern digital era, technology serves as a potent ally in the pursuit of customer retention. From CRM systems to marketing automation, the right tools can:
CRM systems form the bedrock of a technology-aided retention strategy. By centralizing customer data, these systems empower businesses to deliver personalized marketing initiatives and foster improved customer interactions, all while offering a 360-degree view of customer relationships.
Marketing automation acts as a driving force for efficiency and effectiveness in customer communication. It enables businesses to nurture customer relationships at scale, delivering personalized messages and offers that resonate with individual preferences and behaviors.
Customer feedback tools function as your ground-level listening devices. They:
As we draw closer to the conclusion of our journey, let’s reflect on the overarching theme: customer retention is not just a metric to be measured but a philosophy to be embraced. By exceeding customer expectations and focusing on value creation, businesses can forge lasting relationships that transcend transactions and evolve into partnerships.
From the initial spark of a customer’s interest to the ongoing glow of their loyalty, the strategies we’ve explored are the kindling that keeps the flame of customer retention alive. As we conclude this exploration, let the insights and real-world examples serve as a beacon, guiding you to not only retain your customers but to delight and inspire them at every turn.
Customer retention relies on the 8 C's: community, care, convenience, customer connection, cultivation, customization, character, and choice. These factors are crucial for maintaining a strong customer base.
The 3 R's of customer retention are: retention, related sales, and referrals. These factors contribute to increased profitability and loyalty among customers.
Customer retention, the process of keeping existing customers coming back to your business, is crucial because it leads to cost savings, increased revenue, and builds a positive brand reputation, driving sustainable growth.
By using technology like CRM systems, marketing automation, and customer feedback tools, businesses can improve customer retention rates through personalized interactions, streamlined communication, and valuable insights for service improvement. Invest in these technologies to enhance the customer experience and reduce churn.
Some effective customer retention strategies include personalization, exceptional customer service, loyalty programs, and regular communication. These approaches can help increase customer satisfaction and encourage repeat business.
Extras: Keen to learn more ways to grow wallet share? Check out this article here to get sales coach Ian Cartwright’s method to growing sales among existing customers.
Is one of your goals this year to be more efficient at work? Embrace technology? Save on operating costs? If that sounds like you, these 9 sales tools are for you. The best bit? They’re all free. Let’s have a look!
*Pricing information as of 19th January 2023, prices may change at any moment.
What is it?
Fathom is a relatively new transcription service for Zoom which allows you to record, transcribe, and highlight vital moments during your call. Their transcription/voice recognition accuracy blows the competition away, and it’s straightforward to use.
Feeling like you in-meeting note taking is making you miss vital info? Boot up Fathom and get it to take the notes for you.
Pricing
I discovered Fathom recently and I couldn’t believe the quality I was getting with its transcriptions and that the tool was 100% free. Jump on it now while it still is!
What is it?
Loom is a video messaging/comms tool which allows you to record your screen, voice, and self to produce quick-sharing presentations and messages. It’s a great tool for quickly sharing your point across in a clear way. Thanks to Loom’s quick sharing, I use it often for content production and to communicate with team mates.
Need to walk a customer through a new product virtually? Record your desktop, camera, and mic together to give them a rich experience.
Pricing
Loom’s free Starter level limits you to 25 videos at up to 5-mins long. When you cap those limits, you’ll need to upgrade. Here’s their current pricing:
What is it?
Calendly is a popular meeting scheduling tool which automates the meeting setup process. If you despise emailing back and forth for days with a customer or prospect to settle on a meeting time, Calendly is for you. I’ve used it to book plenty of meetings and it always takes the stress off.
Pricing
You can use Calendly for free with the caveat that you can only make one meeting available for booking at a time. If you know you’ll be needing to schedule for multiple meetings (e.g. with different topics), you might need to buy a plan. Here’s their complete Individual level and Team pricing:
What is it?
Lavender is an AI email writing assistant to help you write better emails quicker. If you find writing to be a chore, want to avoid emails being sent to spam, or make your emails more personable, Lavender can do it.
Pricing
Lavender’s free plan will start with a full-feature trial of the paid tier before stepping back to more limited features. You’ll get an integration to Gmail/Outlook 365 and the capability to analyze 5 people and emails per month. Otherwise, the next tier up is USD $29 a month for an individual, and without extensive integrations. Here’s all the details:
What is it?
Templify is a nifty little Chrome extension which can help you respond to emails or messages quickly by storing self-made templates. I’ve used Templify for a while, and found it great: it’s great for speeding up the email process. And since templates are 100% made by you, there’s no concern of coming across as impersonal (unless your templates aren’t on the mark!)
Pricing
Templify is 100% free, nothing more than that.
What is it?
MailMeteor’s Spam Checker is a super-simple tool which can help identify spam words in your emails when you feed your copy into the tool on MailMeteor’s site. The checker will grade your email with a score, reading time, and identify spam words and why they’re spammy. It’s an easy tool to use if you’re finding no-one is getting back to you and suspect you’re being dumped in spam. I didn’t realize my emails were so spammy until I used this tool - cheers MailMeteor for letting us have something for free which works!
Pricing
This spam checker is free for everyone!
What is it?
If you struggle to write good subject lines (like I do- occasionally) this tool could help you out. Head over to SendCheckIt’s subject line tester and paste in your draft subject. From here it’ll give a score and recommendations for: scanability, length, spam, sentiment, reading grade level, and tips for improvement. Nice!
Pricing
This subject line checker is free for everyone too!
What is it?
ContactOut is another browser-based tool which can be used to find email addresses and phone numbers from social profiles. Found a great prospect on LinkedIn but can’t find their contact? ContactOut will find it. Whenever I’ve needed to find someone’s business email, ContactOut has had my back.
Pricing
At 40 email searches and 3 phone number searches per month, ContactOut’s free plan was more than enough for me. However, if you’re in a role where finding new customers is a priority, the free plan may be too limiting. You might like to try…
What is it?
Here’s an out-of-the box sales tool. Crystal Knows is an AI tool which analyzes a prospect’s social accounts to create a personality profile: which you can use to shape your approach. Using Crystal Knows could be a good way to gauge a prospect to help you nail your first contact with them.
Pricing
Crystal Knows’ free plan will analyze 10 profiles, and do yours too. From there on, you’ll need to bump up to Premium to keep using the tool. As Crystal Knows says, the free plan is really best for testing out the tool.
You never know what sales tools are out there until you start digging - and there are hundreds. We’re all living in a pioneering age for accessible tech that makes our work lives easier, so let’s embrace it this year.
We’ll keep this list updated as we come across great new free sales tools you can use to become a more efficient salesperson in 2023. Stay tuned! In the meantime, we’d love to share some free sales advice with you - straight from a sales expert. Check out our webinar collection here.
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