Sales engagement is the key to success for any business because it's not just about the sale. It's about building a relationship with your customers that will keep them coming back and bring in new business.
Engaged sales teams are built around trust, respect, and communication. They know their customers' needs and wants better than anyone else because they listen to them all along. They trust each other because they know everyone on the team is working toward the same goal: helping customers succeed.
Engaged sales teams sell more because they are:
They know more about their customer's needs, which makes it easier for them to recommend the right product or service and build long-lasting relationships with customers.
Sales engagement is about how salespeople feel about their job. It’s not just about the number of calls they made or the revenue they closed, but rather the way they feel about their job as a whole.
Sales engagement isn’t just a buzzword. It’s something that can have a significant impact on your business. If your sales team feels disengaged, it can lead to lower productivity and higher turnover rates.
A disengaged sales team is more likely to leave for another company where they feel valued and appreciated. On top of that, disengaged employees are less likely to bring their best work to the table every day.
There are several ways that sales engagement can work for your business:
Sales engagement is a two-way street. It's not just about engaging with customers; it's also about engaging with your team members. You want to ensure everyone on the team understands your customer base and the best way to serve them. This kind of effort results in better sales performance overall, which means you can expect more sales from each salesperson.
The benefits of an engaged sales team are numerous:
A salesperson's engagement can be measured by how they feel about their job, their managers, the company, its products or services, and their customers.
The key drivers of sales engagement are:
Sales engagement: Sales engagement occurs when a company's sales team members are fully engaged in their work. It is often described as a state of mind with three essential elements: Being passionate about what salespeople do, Having a sense of purpose that drives their behavior, and making an impact on others.
Sales enablement: Sales enablement provides your sales team access to relevant content, tools, and reports to sell more efficiently and effectively.
The main difference between sales engagement and sales enablement is that sales engagement ensures that every sales rep is motivated enough to sell more, feel good about their jobs, and build better relationships with potential buyers. Sales enablement is focused on ensuring salespeople are equipped with the right tools to close more deals.
Sales engagement is a two-way street. It's about what happens inside the company and what happens outside of it. You'll get nowhere fast if you just take one side of the equation.
An effective sales engagement strategy is about aligning your team with the right things that matter to them. It's about helping them deliver on their goals and objectives, so they can be successful in their role.
It's not just about selling more stuff; it's about helping your team achieve their full potential and grow their careers. But how can you do this?
Here are tips for accelerating sales with a successful sales engagement strategy:
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An engaged sales team at work and with their peers will be more productive and efficient.
Here are some tips to keep your sales team engaged:
The best way to measure sales engagement is to use a combination of metrics. These include:
These are short surveys that can be sent frequently to check what your employees think about an issue quickly. The survey comprises fewer questions (not more than 10) to get the information quickly. These can be administered at regular intervals (monthly/weekly/quarterly).
Having periodic, hour-long meetings for an informal chat with every team member is an excellent way to get a true sense of what’s happening with them. Since it is a safe and private conversation, it helps you get better details about an issue.
eNPS (employee Net Promoter score) is one of the simplest yet effective ways to assess your employee's opinion of your company. It includes one intriguing question that gauges loyalty. An example of eNPS questions include: How likely are you to recommend our company to others? Employees respond to the eNPS survey on a scale of 1-10, where 10 denotes they are ‘highly likely’ to recommend the company and 1 signifies they are ‘highly unlikely’ to recommend it.
A sales engagement platform is a solution or tool that provides an integrated way to automate and manage the entire sales process. It has everything in place to drive sales behavior, encourage teams to close more deals and drive business growth.