Sales Efficiency Tools

 Tools to support sales activities and to make sales activities more efficient are called "sales tools.

There are various types of sales tools, such as SFA (sales force automation), MA (marketing automation), business card management tools, groupware, and invoicing tools. Each tool has its own characteristics and  is used by different departments for different purposes.

With so many tools in circulation, when considering which tool to actually introduce, selecting and using the right sales tool for your company's weaknesses and issues can have a great effect.

So, how do we find out what the "issues" are?

First of all, let's break down sales efficiency into the following equation: sales efficiency = number of business meetings x close rate x deal unit price x turnover rate. By understanding which part of this equation is the issue for your company, you will be able to understand what tools you should select.

When the number of business negotiations is small

Companies with a small number of business negotiations resulting from marketing initiatives, inquiries from natural web searches, or introductions from customers need to further analyze the cause of the small number of business negotiations. Identify whether it is the acquisition of new leads or lead nurturing, and select a tool to leverage it.

If the close rate is low

If your leads do not close, it may be because the timing is not right or their needs have not yet become apparent. In this case, the reason is that the timing is not right or the needs are not yet apparent. Since the quality of the lead depends on the quality of the lead delivered by marketing, it is necessary to introduce a tool that is strong in marketing measures.

When the average cost per deal is low

If the average unit price per deal is low, it is not only due to the unit price of the product, but also due to the lack of up-selling and cross-selling skills of the sales staff. In this case, you can use SFA or groupware to refer to the sales talks and best practices of your seniors and top salespeople.

If the turnover rate is low

If sales activities take a long time and the progress of the project is slow, the turnover rate will be low. In such cases, it is necessary to create an environment where managers and team leaders can manage the progress of individual sales representatives, understand how they are progressing, and provide instructions and advice.

Also, if there is a lack of coordination with the marketing department and you are only negotiating with leads that are not of good quality, the turnover rate will also be low. In such cases, it is important to select a tool that can improve the quality of leads.

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