It’s important to increase visibility in your organization so sales teams can keep themselves informed, maximize their resources, and avoid missed opportunities.
Know Your Sales Organization Inside Out: 7 Ways to Increase Visibility
What is sales visibility? It refers to the use of certain metrics to understand the current state of the sales cycle. Good sales visibility can help managers develop, evaluate, and improve the sales process.
In this article:
- Develop Clear and Structured Sales Processes
- Encourage Input in Planning Process
- Encourage Real Time Sales Cycle Exposure
- Take Advantage of the Cloud
- Lighten the Load With Artificial Intelligence
- Use Top to Bottom Sales Analytics
- Maximize CRM Programs
Develop Clear and Structured Sales Processes
Before you even talk about metrics, you need to make sure that your business has a clear and structured sales process in place. If you don’t have a clear strategy, then there’s really no point in gathering and analyzing any data.
The data your company needs is relative to their goals. So, without a structured sales process, it’ll be difficult to determine your team’s progress.
A good sales process is predictable. It tells your team what they need to do, when they should be doing it, and what results to expect.
Having a clear and structured sales process increases accountability because everyone knows what they need to do to achieve their goals. It’s even more useful for standardizing strategies in organizations with multiple sales teams and managers.
Encourage Input in Planning Process
It’s a good idea to encourage input as you plan out your sales process. When you involve your team in the planning early on, you’re giving them the opportunity to understand the process better.
Consulting your team also encourages a sense of ownership and accountability in the sales process. On top of that, it also promotes open communication which is essential if you want more visibility.
Encourage Real Time Sales Cycle Exposure
Apart from meetings, it’s also a good idea to give your employees the chance to engage in and observe other employees’ roles. It’s easy to compartmentalize your role in the sales process, especially for larger companies.
When you give your employees the opportunity to get involved in each others’ work, they’ll have a broader understanding of the entire sales process. At the same time, it gives them the chance to gain a deeper understanding and appreciation of their role in the company.
It helps them understand how their work can impact other employees. It also reminds them of the bigger picture and how their work contributes to the company’s overall goals.
Talking about one’s role and responsibilities is also a great communication exercise. After practicing with their peers, they’ll be more comfortable communicating with customers later on.
Take Advantage of the Cloud
Streamlining information processing is one of the biggest advantages of using a single cloud. Sometimes, companies use multiple programs to gather different kinds of data and perform different processes.
Training your team to use multiple platforms can be time consuming. On top of that, it may not be sustainable in the long run.
In fact, the State of Sales report states that excessive administrative tasks take up a considerable amount of time and some salespeople end up prioritizing other tasks instead. When your sales team can’t keep up and the information isn’t uploaded in a timely manner, it’ll hamper visibility.
Ultimately, you may not get an accurate picture of how things are actually going with your team. To avoid wasting time to consolidate most of the IT-based processes in one cloud-based platform.
When you have all of your data in one place, it’ll be more accessible and visible to anyone who needs it. It can also help reduce the amount of administrative tasks, freeing up your team’s time focus on selling.
Lighten the Load With Artificial Intelligence
Once you have all or most of your data in a single cloud, you can automate things even further by using artificial intelligence (AI) like customer relationship management (CRM) programs. Most CRM programs can provide real-time analytics such as:
- Account insights
- Opportunity insights
- Activity capture
- Sales progress overview
By maximizing AI, your entire team can have real-time analytics at their fingertips—your sales team won’t have to waste time waiting for reports from different departments. On top of that, AI can also help automate other sales tasks which can further reduce their administrative load.
Use Top to Bottom Sales Analytics
You can use sales analytics to keep track of the entire sales process. Managers need to understand both their customers and salespeople, and analytics can help them with this.
Sales analytics can help track individual performance, internal trends, and overall market trends. When you use automated sales analytics for bottom to top processes, you enhance the visibility throughout the entire sales cycle.
When managers have this information at their fingertips, they can identify weaknesses and opportunities in real time which allows them to course-correct and adjust their strategies.
Maximize CRM Programs
It’s important to maximize the technology you invest in. Many businesses fail to maximize the features of the CRM programs they pay for.
In fact, according to several reports, companies continue to underutilize their CRM programs. While most companies believe that CRM programs are essential, many of them do not have CRM strategies in place.
To make the most out of CRM technology, you need to motivate your team to regularly update CRM programs on their progress. Without updated and accurate information, the CRM program won’t be as useful for you and your team.
Tip: Choose a CRM program that can integrate and address the needs of different departments. Modern CRM programs enhance the communication process and can help track and manage multiple teams.
It’s important to remember that sales visibility is a means to achieve your company’s goals and not the end in itself. Good managers use sales visibility to help their entire team achieve their sales goals.
It allows them to learn from high performers and use that information to help low performers improve. It may seem challenging at first, but these tips can help improve your company’s visibility.
What challenges do you face when it comes to increasing sales visibility in your company? Share your thoughts with us in the comments section below.