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Sales teams struggle to advance opportunities

An effective marketing campaign can generate a high number of qualified leads, but without a properly trained and motivated sales team to move these potential clients down the sales path, companies may fail to take advantage of these opportunities.

An effective marketing campaign can generate a high number of qualified leads, but without a properly trained and motivated sales team to move these potential clients down the sales path, companies may fail to take advantage of these opportunities.

A study by Miller Heiman states that just 34 percent of organizations feel they are highly effective in helping sales capitalize on new leads. Fortunately, a well-timed and properly planned sales incentive program can deliver results within any industry.

Incentive programs create energy and enthusiasm within departments. Sales managers can use them to motivate workers to hit specific sales goals or develop new skills that can help salespeople complete deals. Business 2 Community notes that attention to customer service can help staff members keep potential clients in the loop. Reward programs can be created to recognize employees who have offered outstanding service to leads, providing a clear example of the commitment required to successfully close sales. Acknowledging success is a critical part of engaging employees, as it shows the value of their activities.

Businesses with weak sales teams may benefit from increasing cooperation between departments. A separate Business 2 Community articles states that the finance department can be a strong partner for sales teams. Finance employees can help with negotiations, provide additional insight into potential clients and assist with the analysis of sales programs. Drawing on the strength of other departments lets sales teams focus on specific areas to generate measurable results.

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