A strong sales team is a great way to fast track your journey to success. As the e-commerce industry booms in the wake of Covid-19’s digital shift, both your marketing and sales forces must align if you are going to battle your competitor for your demographic’s attention.
This said new data has revealed that only 13 per cent of customers believe that a salesperson can understand their needs. In a position where the customer is always right, it is time to start reviewing those sales tactics for ROI success in a heavily saturated market.
Read on to find out how to utilise your sales team for a swift return on investment, and why e-commerce success has never been more important in a post-pandemic landscape.
Post-Pandemic E-commerce Trends
With a rise in retailers comes a rise in competition, which has become a challenge for many small business owners post-pandemic. As e-commerce giants continue to dominate the online landscape, smaller sales teams need to be ahead of the trends if they want to convert their leads successfully.
From AI-generated chatbots to social media-based selling tactics, technology has opened up a plethora of possibilities for sales teams hungry to see client victory. Let’s look into some of the best ways to utilise your post-pandemic team for ultimate e-commerce success.
1. Research Your Prospects
Did you know that half of paid sales time is lost on failed prospects? While a broad search net was once the answer, with over 4.6 billion people now on social media, it is time to reign in that prospect hunt and focuses on your best-fit customers who are most likely to convert into a sale.
Not only will this save company spending, but, often best-fit customers will be connected with other members of the same niche demographic which could also become relevant prospects for future sales. Investing in your niche and providing your best-fit prospects with outstanding service is much more likely to prove successful than broader net casting strategies.
Why not start researching your prospects in order to create a profile of your ideal sales lead. The key here is to create a client-focused strategy that analyses who your demographic is, what they want and most importantly how to connect with them effectively.
Start social listening. This process allows both sales and marketing teams to monitor social channels for any word of mouth about their brand, surfacing demographic trends and common forms of audience communication between your prospects. In doing this, sales teams will be better prepared for pitching to their best-fit leads and will be able to connect with consumers on a much deeper level.
2. Collaborate With Your Marketing Team
Did you know that only one-third of sales and marketing teams connect on a regular basis? While their end goals may be the same, you’d be surprised at how little communication there is cross-team, especially in a remote environment.
When both sales and marketing executives miscommunicate, prospects are often fed two different approaches that can prove to be inefficient on the road to success. Marketing and sales alignment are key if you want to reduce sales funnel dropouts at the early stages.
The key here is collaboration. Creating a selling strategy together can save company spending and focus on certain products/services that are in need of attention. Together, a sales/marketing alignment is powerful.
Marketing teams are able to research the broader demographic market and appeal to prospective buyers while sales executives develop each lead individually to move customers swiftly through the funnel.
As you can see here, many entry-level and intermediate teams have little to no perception of sales and marketing alignment, which can be significantly damaging in the long run. If business leaders want a quick return on investment, aligning two teams can halve the workload for
3. Improve Your Sales Team Training Efforts
Last but not least, training is the key to both productivity and efficiency within the workplace. If your sales team receive detailed training, they will be more likely to successfully score leads and continue to develop their skills within the role.
Currently, 82 per cent of B2B leaders believe that sales executives are unprepared when it comes to interacting with potential customers.
In order to see success, team leaders should not only provide in-depth training schemes and shadowing opportunities for newcomers, but should be repeating this training regularly in order to address new market trends, and modern techniques and provide a support system as your sales team continues to grow.
If sales executives feel both happy and confident within their roles, they are likely to be more productive, adaptive and successful, making for a swift return on investment for business leaders.
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Rebecca is a journalist and blogger specializing in the health, business, and technology sector.