2016 was a year of tremendous growth. Research revealed many key findings to help us build better, faster, and stronger sales teams. Keeping pace in a fast-moving industry means managing your sales process in a scalable way. A sales playbook supports this function by serving as a reference manual for everyone on your sales team. Whether you’re looking to update your current playbook or just need some ideas on where to begin, here are four helpful tactics to consider adding to your sales playbook.
1) Onboard sales reps in less than three months.
Did you know sales development reps (SDRs) who are onboarded in three months or less achieve 29% higher performance than those who are onboarded more slowly? Tweet this!
One way to set reps up for success is to not overlook the importance of understanding the buyer. Too often, developing product expertise overshadows the needs of the buyer. If reps can place greater emphasis on buyer needs, they will have better connections and conversations. Jill Konrath shares more best practices on how to set up new hires for success: 7 Steps to Accelerate Onboarding.
2) If you want to grow, invest in technology.
Did you know the primary reason companies are investing in technology is to drive growth?
According to a recent survey by Velocify, companies that are prioritizing growth as a top initiative are investing in lead management software more than any other technology. Other top technology categories include referral management software, analytics software, and marketing automation. If you’re looking for growth in 2017, check out this post for a list of solutions to consider as you build out your sales stack.
3) Call sequence is more important than time of call.
Did you know the intervals between your calls to a prospect is more important than the actual time of day you make the call?
Call timing matters, but not in the way most would expect. Velocify research revealed that making calls at a specific time of day is not as effective as following up in strategic intervals. By using the optimal call sequence strategy—six calls over a 15-day period, according to our research—companies can improve contact rates by 110%.
4) Make the SDR function more strategic, less tactical.
Did you know SDRs contribute to 65% of a company’s pipeline (check out the infographic from OnePageCRM here)?
This year, we’ve seen the SDR function shift from activity-based tactics to a more strategic, concerted approach focused on revenue growth. SDRs now execute on an account level, targeting multiple stakeholders with personalized messaging. For more on how to build out your SDR team, check out this on-demand webinar—Sales and Marketing: From Handoff to Handshake.
Which sales playbook tip is your favorite? Let the world know! Tweet this!
About the Author: Jaime Lee is the content marketing manager at Velocify. She has a background in channel marketing at VMware and spent some time on the Silicon Valley startup circuit developing internal and external communication strategies. An avid tennis player, Jaime is currently pursuing a Master’s in Communication Management from the University of Southern California. She holds a BA in Communication from the University of California, Santa Barbara.