Typical sales activities
For B2B sales companies, putting a sales activities plan in place is a key step toward creating a sales process that works.
While sales processes vary from organization to organization, certain sales activities apply to most selling environments. When sales leaders set clear expectations with measurable goals for sales representatives, they can easily assess the team’s progress and make improvements as needed. According to one Harvard Business Review study, 65% to 70% of the highest-performing sales organizations say they measure sales reps’ performance against set quotas and hold them accountable when appropriate. To do that, start by tracking sales activities.
Sales activities that generate new business
Making new contacts — whether by phone, email, or even social media. Sales reps must be proactive, and keeping track of each sales rep’s new contacts is one measure of proactive effort. Breaking down new contacts by communication channel can also help to identify the channels with the highest (or lowest) conversion rate.
Booking new meetings and qualifying new leads. The number of new, qualified leads in the pipeline provides a clear picture of whether the team is on track to meet its sales goals.
Reaching out to new prospects and sending proposals. This includes identifying and making contact with potential prospects that match the company’s ideal customer profile. Contact may be established through various communication channels — or even during in-person visits, for a more personal touch. When reps deliver well-crafted proposals, they demonstrate value to the customer, which is the key to securing new business.
When the sales process involves multiple stakeholders, getting all parties involved in a single conversation is crucial yet cumbersome. The good news is that there are tools available that enable the collaboration and accountability needed to move deals through the pipeline with ease — for example, Collective[i]’s Virtual DealRoomsTM, which provides a collaborative digital space where all stakeholders can be in the loop on the latest updates concerning a deal.
Sales activities that grow revenue
Effectively following up with prospects and customers. If sales reps are making a lot of calls but giving up after only one or two calls to one lead, expect low conversion rates. When following up with a new lead, time is of the essence: If sellers leave a prospect or customer hanging or waiting to hear from them, the prospect loses interest, which jeopardizes the outcome of the deal. With established customers, effectively following up means delivering on any promises made and working to keep customers happy.
Upselling. When possible, reps should pursue any appropriate upselling or cross-selling opportunities to bolster the Customer Lifetime Value, the total worth of a customer over the whole period of their relationship with the business.
Winning deals. Not even highly qualified leads provide value if the deals are not ultimately won. Comparing the number of deals won to deals lost provides insight into how effective the lead-nurturing processes are — and informs changes for improvement.
Closing high-value deals. Generally, a clear and thorough sales activity plan equips reps with a repeatable process to close deals with increased consistency. The average deal size of a company directly reflects sales reps’ ability to build value, construct unique solutions that meet customer needs, and close deals.
Requesting referrals. Referrals from existing customers provide a high-converting lead source. It’s important to set guidelines around how aggressively reps should pursue referrals, though — push too hard, and they may risk weakening the customer relationship.
For organizations looking to leverage artificial intelligence (AI) to elevate their daily sales activities with optimized to-do lists of next, best actions, Collective[i] can help. C[i]’s Intelligent InsightsTM can replace guesswork and trial and error with data-backed insights into what drives top performers’ success. C[i] RecommendsTM provides daily recommended actions along with risk alerts designed to help teams keep deals moving through the pipeline.
Sales activities that illuminate the bigger picture
- Keeping an eye on overall pipeline value. Ideally, deals will move through the pipeline with some predictable patterns, but problems arise when one or more stages of the pipeline creates either a bottleneck or a major gap. For example, if prospects are consistently being qualified but not converting, sales leaders know to focus their strategic thinking on finding the problem.
When it comes to sales pipeline activity and health, knowledge truly is power. With AI capabilities in the mix, Collective[i]’s Predictive PipelinesTM evaluates pipeline health with ease and translates insights into action items or coaching opportunities as needed.
Don’t settle for basic sales activities. To learn how Collective[i]’s AI-enabled tools can elevate sales operations to the next level by transforming a sales activity plan into a data-backed, insights-driven sales machine, contact us now.Explore Collective[i]