IRC Sales Solutions

Building sales strategies, processes, structure, training, and technology solutions for clients.

[IRC Sales Solutions @IRC_Sales]

Sales Team Starter - IRC Sales Solutions
https://t.co/xhwH7ZTkht
#CustomerAppreciation

[IRC Sales Solutions @IRC_Sales]

Choosing a #CRM is an important decision for your business. If you are considering HubSpot Sales CRM, check out our complete review before you buy.
https://t.co/sSDfLpnMug

@Spencer_IRC

[IRC Sales Solutions @IRC_Sales]

Need help setting achievable yet challenging quotas?
Download your free quota calculator here: https://t.co/3rz3JlShOu

[IRC Sales Solutions @IRC_Sales]

Selecting the right CRM can have long term impacts. If you are considering HubSpot Sales CRM, check out our complete review here: https://t.co/SymYICe6J1

[IRC Sales Solutions @IRC_Sales]

Create a commission structure that motivates and rewards your sales team effectively. Which structure is right for your team?

Download our free sales commission modeler here: https://t.co/GAH9oH1wKM

[IRC Sales Solutions @IRC_Sales]

Choosing a #CRM is an important decision for your business. If you are considering HubSpot Sales CRM, check out our complete review before you buy.
https://t.co/1RWgj7OxhR

@Spencer_IRC

[IRC Sales Solutions @IRC_Sales]

Need help setting achievable yet challenging quotas?
Download your free quota calculator here: https://t.co/DXGeLSQdmh

[IRC Sales Solutions @IRC_Sales]

Follow up is crucial. Want to improve your team's follow-up skills?
Check out our blog: https://t.co/EpATYX3LhV

[IRC Sales Solutions @IRC_Sales]

Want to boost your sales revenue? Keep a close eye on your sales pipeline! It provides a clear overview of your current deals and their status, including which deals each rep is working on, progress towards closing, the forecasted revenue of potential deals, and more.

But, **don't ever accept your sales pipeline at face value.** Sales reps tend to inflate deal sizes, over-estimate the chances of deals closing, and keep outdated information in the pipeline.

This is where regular pipeline review meetings with your reps come in handy. By discussing it regularly, you not only understand the forecasts better, but you can hold reps accountable and collaborate on strategies for closing deals.

Remember, two heads are better than one! 👥

[IRC Sales Solutions @IRC_Sales]

A great office, company retreats, and “a chance to get in at the ground floor” are NOT valuable incentives for sales reps. Commission is.💸

[IRC Sales Solutions @IRC_Sales]

We're thrilled to share this wonderful review from one of our valued clients!

We take great pride in providing exceptional service and results for our clients, and it's always rewarding to hear such positive feedback. Thank you to all of our clients for choosing us and for allowing us to be a part of your journey towards success.

Get started with us today at the link below:
https://t.co/XYsqaMR6Wr

[IRC Sales Solutions @IRC_Sales]

(2/2) Knowledge is another key aspect of persuasiveness.

To be persuasive, sales reps must be knowledgeable about your product, industry, customers and your company’s sales process.🧠

[IRC Sales Solutions @IRC_Sales]

(1/2) Sales reps must be persuasive.

Persuasiveness comes from understanding human psychology and the science of persuasion.

For example, buying pressure can be helpful sometimes, but if laid on too heavy, your prospect’s brain will start sounding alarms.

[IRC Sales Solutions @IRC_Sales]

Efficient and scaleable businesses have efficient and scaleable processes. The more the processes are automated, the better.

[IRC Sales Solutions @IRC_Sales]

When sales reps are responsible for too many operational tasks it's like trying to sail across a lake with a hole in your boat. You don't make great progress and eventually you'll start sinking. Ideally your sales reps should spend at least 80% of their time selling.

If your sales reps spend more than 20% of their time on administrative, operational, or non-sales related tasks, management needs to either:
1. Automate tasks (through workflow automations or integrations between software)
2. Simplify tasks (through email templates, snippets, and efficient internal processes)
3. Remove tasks (outsource to dedicated ops reps or to a virtual assistant)

Try this: call a meeting with your sales reps and ask them what their day to day processes are, then write them out sequentially. Ask the reps how much time they spend with each task or process, and use CRM and call data to back this estimate up. If your reps spend more than 20% of their time with non-sales activities, then you should see steps that are identical every time and only require the sales rep to click buttons. These can be automated. You'll see tasks that can be simplified to reduce time, and you should see busy-work that can be outsourced.

Common tasks to automate, simplify, or remove from sales reps daily flow include:

- Syncing data between software
- Creating or updating sales collateral
- Creating proposals
- Internal communications
- Sending follow-up emails
- Finding leads to call
- Pre-call research for sales meetings
- Accounting and billing

Some tasks are done better when performed by a sales rep, but you need to find a compromise and clear as much time as possible for sales reps to sell.

Click the link below to learn more about our Sales Team Starter!

https://t.co/XYsqaMR6Wr

[IRC Sales Solutions @IRC_Sales]

Clearly define your sales process.

Companies that defined a formal sales process have 18% higher revenue growth than those that didn’t.

[IRC Sales Solutions @IRC_Sales]

Coaching through pipeline reviews, call reviews and role plays should take place regularly.

Training provides knowledge, while coaching reinforces it and helps develop skills further. Unfortunately, many organizations neglect coaching. This is a mistake that should not be made. Coaching doesn’t need to happen weekly (especially for experienced reps) but if it’s not done at all, most of the initial training will be forgotten and replaced with bad habits that are picked up independently or from other reps.

Research shows that without systematic, ongoing learning and reinforcement, 84% of sales training is forgotten within the first 90 days.

[IRC Sales Solutions @IRC_Sales]

https://t.co/HZrDGzUh8L

[IRC Sales Solutions @IRC_Sales]

Sales responsibilities are broken down into three components:

Duties - High-level activities rep need to perform regularly
Quotas - Performance numbers reps must meet
Targets - Performance goals that trigger bonuses

#salesteam #sales #salesrep

[IRC Sales Solutions @IRC_Sales]

These three examples are highly indicative of future sales success, so it’s wise to reward reps for these (or similar) milestones.

You can use our quota calculator in our Sales Team Starter to determine email and phone quotas based on goals. Click the link below to learn more!