What is a Progressive Dialer and How Does it Help Your Sales Team?
By Matt Goldman
With business growth comes great things- larger market share, increased revenue, and happy shareholders.
However, sustaining profit growth is never easy. Sales organizations must quickly and seamlessly change sales strategies and tactics to grow sales. In order to survive, they need to pay close attention to recent trends and be up-to-date with the latest technologies that can further help
Growth has been one of the most talked-about topics to date because of our currently constrained environment. Despite the world’s economic climate recently being challenging, some companies still manage to continue growing.
According to research – which consists of extensive surveys of sales executives and tons of interviews – it was found that there were five practices that shine through that differentiated the fast-growing companies from the slow-growing companies.
Let’s take a brief look at what these five game-changer practices are and why they create such an impact in growth differences between companies and organizations
1. Fast-growing companies find growth before their competitors do. Looking ahead has never been a bad thing. As they say, change IS constant, which is why anticipating and preparing for future changes can have a big impact on the growth of a company. Fast growing companies and sales organizations invest in identifying growth opportunities, whether through understanding current and future trends or drilling into large amounts of data or finding pockets of growth in their existing market.
2. They sell the way their customers want to buy. Multiple channels are used to reach and serve customers of all different sizes and different markets. In this practice, an efficient and organized approach across direct, indirect, and digital channels is key in successfully optimizing the use of the stated channels.
3. They soup up their sales engines. High-growth companies invest in sales operations, pre-sales, and the alignment between marketing and technology to fire up and build their engines for growth.
4. They focus on their people. This practice goes without saying, that there’s a need spend time in training, coaching, and mentoring the front-line sales to balance that between both the drive for near-term growth and building longer-term capabilities for the field.
5. They lead from the top. These companies invest in and gain commitment from the organization and are able to build their vision and their plans from the executive and from the top down. They also invest in change management and implement change from the ground up.
Looking at these five practices, there’s one area that stands out wherein sales leaders differentiate themselves. It is the deployment and use of technology and analytics. With ever-developing trends in technology, sales executives continue to invest in deploying analytics and technology to make their sales team more productive both in the front end of sales – digital channels, e-commerce capabilities – and in the back end with capabilities for their planning and sales operations.
Jeff Schomburger, the global sales leader of Procter and Gamble mentioned that the fundamentals of selling haven’t changed, as well as the questions being asked. It’s just that we have much more data now and ways Go to the full article.