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Maximize Sales: How to Develop a Winning Spirit

Maximize Sales: How to Develop a Winning Spirit

Super Bowl LI is set to take place this weekend with our Atlanta Falcons taking on the Patriots. It’s no wonder we’re in the #WINNING spirit here at SalesWise! Believe it or not, sales organizations work much like sports teams. No, you’re not running the field and tackling 200-plus-pound men. But, you are tackling other big challenges in the marketplace, among your competitors, and maybe even within the walls of your own company. A sales leader is much like a coach, guiding his team towards the win. But, how do you ensure you have the right winning spirit?

Step 1: Use #WINNING Words.

We know sales can be tough. Some days you’re up and others you’re down. One of the biggest keys to cultivating a winning spirit for your team is to continuously use winning words. Though the numbers may be low, it’s about looking ahead. The team may have lost the last three games, but to win, they must look forward and never lose faith in their ability to win. As a sales leader, you should point to the positive and/ or the progress you and your team are making. Be sure to devise a plan to keep your team moving forward.

According to Wayne Goldsmith, a sports coaching consultant, effective motivation is a lifestyle, not a one-off speech or promise of gifts or money. Sure a bonus can go a long way as a motivator, but that prize may be a ways off (e.g., end of the quarter or year). Instead, focus on the positive culture you are creating day-in and day-out to inspire optimism and self-motivation for your team. Do you have 50 yards to go, or do you only have 50 yards to go?

Step 2: Have Skin in the Game.

Let’s get real for a minute. Whether you realize it or not, you already have skin in the game. As a sales leader, your success is directly related (probably wholly dependent) on your team’s success. So instead, the real question is: does your sales team feel like you’re in the game with them? Or, just standing on the sidelines?

How do you lead while also allowing your team to feel like you are one of the team? It’s a fine balance for sure. There are some measures you can take. Ask yourself, “What am I doing to personally communicate my commitment and ambitions to my team?” Some of this may be verbal, but much may also be non-verbal. When your team stays late, do you stay late too? Every company is different; so, think about your organization and the ways in which you may show your team you’re in it with them.

Step 3: Always be #WINNING.

You’re probably thinking, “Sure, easier said than done!” But to always be winning does not mean that you’re always “scoring” great leads. Rather, it’s about taking a winner’s approach to every task. New York Times best-selling author and business coach, Suzanne Evans, said it best with her book, “The Way You Do Anything Is the Way You Do Everything.”

In sales, there are no off-days… no losing moments. The attitude of each of your team members must be to always do every task to the best of their abilities. As the sales leader, you must also recognize that abilities are never equal. Be attuned to the subtle differences between “involved” team members and “committed” team members. An “involved” team member will participate in the task at hand. A “committed” team member will dedicate themselves to the task at hand and seek to perform it at a higher standard than what’s required.

Set small goals for your team. Achieving these smaller targets can provide focus and motivation in their day-to-day operations. Over time, the cumulative effect of setting and achieving these daily goals can be significant and lead to greater success. Consider the Olympics. For Olympic athletes, it’s not every four years; rather, it’s every day (W. Goldsmith).

No, you’re not seeking touchdowns and field goals in the 51st Super Bowl, but you are pursuing leads and new customers. How you get there is entirely up to you. Developing a #WINNING spirit is a must and committing to the relentless pursuit of improvement is also most valuable.

For the Atlanta Falcons, we hope that belief brings a win this Sunday. For your team, we hope that means you’ll venture to learn more about SalesWise’s Business Relationship Intelligence by visiting www.saleswise.com/the-platform/. #RiseUp

 

Business Relationship Intelligence: What Is It?

Business Relationship Intelligence: What Is It?

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You’ve heard of Business Intelligence (BI), the term that refers to software applications that analyze an organization’s raw data to mine it, process it, query it, and/ or report on it. But, have you heard about Business Relationship Intelligence (BRI)?

In an ever-changing environment, business, and sales are about much more than the historical, transactional relationships. Today, it’s about the relational relationships you have with your customers, partners, and clients. In fact, 89% of customers have said they will (or have) stopped doing business with a company after a single poor customer experience (CMO).

BUILDING Relationships

So, how can we expect our sales teams to properly build and manage customer relationships with traditional CRM systems? As it stands, sales professionals are bogged down by data entry with 71% believing they spend too much time on data entry (Toutapp). Yet, Salesforce reports 91% of CRM data is still incomplete. Data is key to the success of any relational relationship. SalesWise believes no sales team should be limited by the data (or lack thereof) in their CRM system. That’s why we decided to build a solution intelligently designed around the way in which relationships really work! With a full 360-view, our Cross Application Relationship Data (CARD) platform aggregates data from every message, meeting, document, and person involved so that you gain a clear view into the existing relationships as well as new relationship opportunities.

EMPOWERING Relationships

As many sales leaders know, relationships don’t exist solely outside the walls of your enterprise with your customers. Sure, your sales team is central to that relationship, but so are your legal, finance, and onboarding functions. Rarely are sales ever one-to-one any more. Today, sales are many-to-many with multiple individuals involved in the sales cycle and customer experience processes. Gartner found 7-8 people are typically involved in all areas of the buying process for enterprise tech sales; while another 5-6 people occasionally participating. That’s a lot of relationships within the business relationship.

According to the 2015 IDC Workforce Transformation Survey, employees spend an average of 7.36 hours per week trying to find information and an average of 8.15 hours per week trying to find people or experts. SalesWise, as a leading BRI solution, believes in greater productivity through the democracy of data. The only way to empower your relationships is to ensure your sales team and non-sales staff are working effectively and efficiently together to shorten the sales cycle and enhance the customer experience. A true BRI solution ensures everyone has access to your relationship data. In the end, not only are your staff empowered; but, the sales leader is empowered with complete and comprehensive data that keeps them in-the-know and better prepared to lead.

 INSPIRING Relationships

A major factor in the feeling of empowerment for any sales leader or team member is access to insights. With traditional data-entry systems, we’re relying on a sales professional to assess and enter the information (a.k.a. data) they believe is the most beneficial… after the fact. The truth is relationships are happening in real-time. This antiquated system is flawed.

A BRI solution doesn’t rely on data entry, nor does it rely on subjectivity. A sales professional solely focused on his/ her relationship with a customer will never see the connections that customer may have with other individuals in your organization (e.g., procurement, legal, etc.), or the additional customer connections they may find within the customer’s business to further the relationship. With SalesWise, our customers discover an average of 5 – 8 times more contacts and increase visibility by 300% beyond their CRM system. These insights inspire actions that lead to stronger relationship connections.

Relationships are all around you. So, why shouldn’t your sales technologies work the same way? With SalesWise, we gather relationship data from your CRM system, inbox, calendar, contacts, messages, documents, and more to share real-time critical intelligence. Business Relationship Intelligence (BRI) is the newest industry made up of innovative software applications that analyze an organization’s data to mine, process, query, and report on relationship insights for greater business and sales success. To learn more about SalesWise, the leading BRI solution, visit www.saleswise.com/the-platform/.