Congratulations! Your team just landed that big deal. You know, the one that they’ve been chasing for months. The one that required 5 demos, 35 phone calls, a 2 month security audit, 3 reference calls, 67 emails and convinced 18 people and their dog at the account the time to act was now. You feel great. Your sales rep is telling you how they’re spending their commission check. Your sales manager is walking around with a swagger. All is good. You hit quota for the quarter.
But guess what? Tomorrow is a new day. With a new quota. How will you duplicate that success moving forward? The answer is by conducting a Sales Win analysis.
Why Should You Submit a Sales Win Report?
Every salesperson wants to know the secrets, tricks and the specific things they should do to consistently produce a positive outcome. Conducting this type of analysis through Sales Wins provides fact-based feedback that can be shared amongst your team. It clarifies questions and misconceptions and provides a greater understanding of the ‘why’ behind the closed deal.
- What factors contributed to the customer’s decision to chose you over another vendor?
- Did a certain sales pitch or content asset resonate with the customer more than others?
- Were customer references influential in their decision?
- Was their final decision based on price?
- How did you help them navigate the purchase process internally at their company?
After spending the time (and money) to win their business, it’s crucial to shed light on the reasons why and the “what and how” of your sales team’s actions that caused the customer to select you. It will help your team repeat winning techniques. But what about the other maybe not so obvious benefits you may be overlooking with Sales Wins?
1. Sales Wins = Sales Training Tools
Tailoring sales training with actual data and feedback from Sales Win analysis is a huge opportunity for sales teams to improve their selling efforts. Every year, sales managers spend significant time and money training their salespeople. However, most companies do little to verify that salespeople are actually implementing the right tactics in their interactions with prospects. A Sales Win analysis program ensures that sales training focuses on the most critical and actionable sales performance techniques. Not to mention, making these an asset that is shared internally with the sales team is an effortless way to disseminate tribal knowledge to help new reps duplicate the behaviors and tactics of your top sellers.
2. Increase Consistency of Winning Processes
When you compile data of what repeatedly leads to closed deals, those things can be made a consistent part of sales processes. For example, you may find that deals with X number of touches at a certain stage or deals that leverage X number of customer references close faster and with higher revenue. Sales Wins are the mechanism to gaining those kinds of insights in order to determine what changes to make across your sales process.
3. Accelerate Customer Reference Recruitment
In today’s selling environment, the validation from customer advocates during the sales process is critical. That said, peer-to-peer selling techniques only work if you have a pool of customer references to pull from. Instead of relying on sales reps to nominate their customers to be references, Sales Wins help “prime the pump” for creating a target list for reference nurturing and recruitment. Sales Wins are a way to create an automatic pipeline of potential references for the customer marketing team to mine, prospect and recruit. Incredible customer intelligence and stories are captured via the Sales Win report, so this makes it an ideal way to kick-start customer reference efforts.
As with anything related to sales processes, the key is to keep it simple, fast and easy for sales reps to execute against. RO Innovation’s Sales Win feature accomplishes all three of those while providing all the benefits above…and then some! Watch a 2 minute demo of the feature and learn more about it in this Sales Wins Feature Brief.
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- 25+ key statistics on modern barriers to B2B sales success
- 2 things that will get you higher win rates, shorten sales cycles, and more leads
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