How to optimize the performance of your sales team?

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Training and alignment of sales teams
Many companies still train their salespeople in a top-down manner: here's the product, here's the pitch, and here are the objections to handle. This approach no longer convinces buyers.who have already completed 57% of their journeysbefore initiating initial contact with the company.

Team alignment begins with access to the field: junior salespeople accompany seniors to meetings, pre-sales people share their feedback, marketing takes part in the most important customer meetings, etc. In industry, salespeople are even encouraged to spend time in production to understand the real business constraints.

The best training systems also include partners: distributors, integrators, prescribers, etc. They belgium telegram data become a source of feedback on what resonates (or not) with end customers.

Sales pipeline tracking and opportunity management
A salesperson who does not control his pipeline does not control his business development. Because beyond the raw figures (number of opportunities, total amount), the quality of the B2B pipeline is measured by three finer and more granular indicators:

The distribution between new accounts and development of the existing portfolio
A pipeline that is too focused on pure hunting (more than 70%) = loyalty problem. Conversely, too many opportunities on existing customers (more than 80%) = dangerous dependence on the customer portfolio, especially if a small number of customers generate more than 80% of the turnover.