This is our third post covering the Miller Heiman 2011 Sales Best Practices Study.
The 2011 study uncovered that World-Class Sales Organisations did the following to increase account acquistion:
1. “Our organisation collaborates across departments to pursue large deals”*
2. “Our use of social media has significantly increased as a tool to identify decision makers.”*
A sales person who actively uses their CRM to capture opportunity details and share that information with their team, is going to have a better chance of closing a deal. In addition, working with social media sites such as LinkedIn will help those sales people be more productive than their competitors.
“Social media’s role in accelerating the sales process was a new addition to this year’s study. Successful salespeople have added social media to their toolbox of resources to connect with executives who play a critical role in the outcome of their opportunities as well as an effective way to stay informed about changes in their customer’s environment. Top performers do not ask questions that are easily answered through publicly available information – they invest time with an executive to better understand their needs and build credibility.”*
Key to successful account acquisition is understanding that individual heroics will not bring consistent success, the sales person needs to understand that a team effort will bring the greatest success.
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*Italicized text (c) Miller Heiman, Inc. All Rights Reserved. Kindly reproduced here with the permission of Miller Heiman (Australia). Thank you!