Congratulations! Your sales team has completed an impressive quarter thanks to your hard work, unified goals, hours of cold calls, and an admirable amount of deals closed. Now, the challenge is maintaining that sales cycle momentum and building upon it for the rest of the year.
Conversions and deals are a company's driving force, fueling long-term success. Learning how to improve upon your existing tactics and funnel—even after a successful Q1—will help you stay competitive in today’s market.
Whether you’re doing outside or inside sales, here are some tactics you can implement to keep your sales momentum going into Q2.
Visually keep score
Nothing is more motivating than being able to easily track your performance. Numbers tell a story. And oftentimes, calling out numbers to the whole team can inspire a bit of friendly competition.
Call out team wins in a big way with Beautiful.ai’s Big Number slide template. Keep these numbers updated daily or weekly, and display your team’s improvement to motivate them each day.
Define clear monthly sales goals
Break your success down further into monthly sales goals that level up into your quarterly targets. These goals should be specific, and include a mix of deal sizes and types.
You define a monthly goal by working backwards from your yearly goal, or the company’s annual revenue target. Then, you’ll need to calculate how much each department, team, and sales rep needs to sell to meet that goal.
These monthly sales goals can also go beyond the close. Setting up activity goals, like the number of demos per day/week or sharing X amount of sales enablement content on social, can help each rep meet those larger completion goals.
Continually analyze your sales process
Maintaining sales momentum doesn’t begin and end at quarterly check-ins. Establishing a comprehensive analysis of your sales data and processes will help your sales leaders understand what works best for their team and market.
There are many ways to track your success within sales data. For example, you can track the number of units sold, track the performance of your sales team through revenue performance, or perform a diagnostic analysis to figure out why one product is outperformed by another.
You can even analyze the success of your pitch and demo decks. The analytics feature in Beautiful.ai helps sales teams understand which slides in the deck are resonating with prospects. With these insights, you can optimize decks for future meetings to encourage better engagement.
Outside of the data, an effective way to analyze your current sales process is to watch your sales reps in action. Take a look into the deals they closed, or sit with them during a demo. How long did the process take? Did they ask the right questions? What could be improved within their prospecting strategy?
Find the right incentives
Motivation is key when trying to maintain sales momentum. The right incentives empower your team to keep up the pace.
Incentives don't have to mean money or salary improvements. Sometimes a prize is enough to keep a team motivated.
Things like tickets to an upcoming concert or sporting event, company swag, or professional development incentives can be fun ways to add prizes to the mix.
Provide value to potential customers
Value sells. And by understanding what your customers need, you can craft a pitch that demonstrates how what you’re offering can make a difference.
Leadership content, in-depth demonstrations, and tailored presentations are all ways of bringing an educational approach to the sale. Your sales team is made of trusted advisors, not mere salespeople, but experts who can quickly build credibility.
Make it a point to go beyond the basics of value delivery. Always offer additional resources and support. Whether it's through sharing industry data, strategic guidance, or providing access– these added layers solidify your team as indispensable partners.
Be consistent with messaging and branding
Maintaining a consistent brand image and messaging throughout every piece of comms takes hard work and resources. Presenting a unified brand across all touchpoints not only reinforces brand identity, but it instills confidence in their prospects.
Beautiful.ai allows teams to design decks quickly while staying on brand. By setting custom company themes and templates, veering off brand is impossible.
