GLASSgnawer

[shukla1203]

In another article, we talked about what it takes to be a good salesperson. In addition to common motivational characteristics, we showed how much you need to focus on knowing your product and market better to differentiate yourself from others when negotiating.



Our focus in this article is to delve even deeper buy lead the topic, focusing on 3 practical tips to help you become a successful salesperson. We won't resort to any magic formula , but rather to actions that will require your focus and consistency to generate results.



But first, let's deconstruct some myths that are widely talked about in the market and do not reflect what it means to be a successful salesperson in Brazil.



Does a successful salesperson need to be a system operator?


We live in a time where it is possible to find the most varied types of systems within the commercial sector. There are countless solutions from Sales Engagement , CRMs to Digital Signature services.



All of these solutions are primarily focused on automating the process and making the routine of our successful salespeople easier. By using them correctly, it is possible to reduce the time invested in manual activities, ensuring more time to think of more strategic ways to approach your leads, improve the qualification speech, among several other actions that can generate a great improvement in the results.



However, one aspect must be analyzed very carefully. Does the sales software used within your commercial operation make your team's work easier or more difficult?



Let's do a simple math calculation: if your salesperson sends 20 emails manually per day, with a high level of personalization and manages to convert 2 appointments, he will have a conversion rate of 10%, which is a reasonable number.



Based on this number, the manager thinks that by hiring a Sales Engagement tool , he will be able to increase the number of daily shots to 100, therefore he will have 10 conversions. By this logic, of course he will invest in hiring this system, training the team , etc. But will this result really happen?



Anyone who has worked in sales management knows that this is not the case. The number of scheduled meetings will not increase in proportion to the number of activities carried out. The tendency is for the result to even get worse, as less personalized contacts will be made and many leads will probably feel uncomfortable with the approach, reducing the strength of your branding .



Not to mention that this system will require the salesperson to invest time in its operation. If it does not have integration with your CRM , the reality will be even worse, as the salesperson will need to perform the activities in one system and mark that they were performed in another.



And this reality applies to all systems used in sales. The tools used throughout the process serve to optimize the use of time by salespeople and increase the level of management control over what is being executed and how.

But do you know any successful salesperson who spends more time operating systems than improving their sales pitch? Well, that’s right. So focus on what’s productive and what generates financial results for your business.



Now, this is not the only myth that exists in Brazil. Let's go into another one that has been getting much more widespread in recent times and you've probably already seen it.



The successful sales model in the US is the same as in Brazil

In recent years, we have had access to excellent books focused on marketing and sales. Materials such as Predictable Revenue , Sales Acceleration Formula , From Impossible to Inevitable (a more recent version of Predictable itself ) have popularized several great business practices.



Not that their authors invented much of what is there. Many of those practices (such as segmenting sales teams into pre-sales and sales) were already relatively common. But it is undeniable that the popularity generated by the reach of these books has enabled small business owners to adopt more daring and efficient models that would previously have been restricted to a minority who already had access to this type of knowledge.
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bulk lead

[Reklama]