Most people in sales struggle to find the time to follow up on all sales opportunities. Timing is key in this business, and it can be hard to stay on top of everything. You have to follow up on leads, research prospects, prepare meetings and give presentations. All at the right time.
SuperOffice can help you as a sales rep to focus on the right activities over others.
Register your sales opportunities
Let SuperOffice help you to prioritize your workload. Start by registering all your sales in SuperOffice. All your sales opportunities will appear in your personal sales overview inside the Diary. This is your pipeline.
All you have to do now is to sort your sales overview in the order that is most important to you using one of the key indicators we mention below. When all your sales opportunities are registered and updated, you don’t have to spend time making sales reports for your sales manager anymore. SuperOffice has already done this for you.
How to register a sale
You can find the sales overview on the sales tab in the Diary module. The sales overview sorts on the sales amount. Go to Diary, click the Sales tab, then click on Amount to sort the overview by Amount.
Prioritize your sales with the sales overview
What sales opportunities do you want to focus on? Do you want to focus on the biggest opportunities? Or those that are further down in the sales funnel? Inside the sales overview, you can decide what order you want to follow up on all opportunities.
Here are three key criteria you can use to prioritize your sales opportunities:
- Sales amount. The quickest way to reach budget is to sell to the customers that will buy for the biggest amount. In average it will take you as much time to sell to a big customer as selling to a small customer. But the reward will be much higher.
- Sales date. When is the customer going to make his decision? When is he going to buy? Know this date and you can prioritize your follow-up actions based on the selling date. You won't waste time on customers that are going to make their decision in months from now. But you will sell to the customers that are ready to sign the contract today.
- Sales stage. The sales stage tells you where you are in the sales process. Did you have the first meeting with your customer? Or are you discussing the final details to come to a verbal agreement? If you are trying to build a good pipeline, you can focus more on sales that are at the beginning of the sales process. Do you have a healthy pipe and do you need to focus on closing sales? Then you prioritize the sales opportunities that are further down the sales funnel.
How to use the Sales overview
In some industries, it is also important to register whom your direct competitor is. Will this information increase or decrease your chances to sell to a particular customer? Depending on the answer you have to prioritize your sales differently.
Sell more in less time, use the sales guide
What is a sales guide, you ask? The sales guide is your best sales practice to help you close a sale, implemented in your SuperOffice system. A sale process typically consists of different stages. For each stage, you have certain activities and perhaps documents that need to be completed. With every activity and every stage completed, you will get closer to closing the sale.
You can map your entire sales process as a sales guide and save it inside SuperOffice. This way it will be easy to see where you are in the sales process. And what you have to do next to get closer to the end destination.
It will help you to work more structured and more efficiently. It's also a great way for new employees to learn the way your company sells. And you can guarantee all employee's work in the same way and use the same documents.
How to use the sales guide