4 Ways Sales Leadership Can Help Their Teams Win More Deals with Less Effort Using Dealdeck
While every sales team works hard to meet and exceed its revenue goals, trying to close the gap between potential revenue and real revenue achieved by an organization is quite challenging because of mountainous tasks set ahead to operate at full potential. This is a common gap in almost any economy; thus, it can really take a toll on your team’s performance, and that is what is known as the Sales Execution Gap.
Thus, there are three root causes of the Sales Execution Gap:
- Poor prospecting
- Poor deal management
- Inaccurate Sales Forecasting
How Does Traditional Technology Stand in the Way of Revenue Potential?
Disconnected apps, manual tracking, and no overall visibility confront the sellers with using way less time selling than they need to. Without one source of truth for each and every sales activity, sales leaders simply cannot view where the deal stands or whether it will actually close. This not only hurts revenue attainment but makes an impact on seller satisfaction and retention too.
When salespeople aren’t closing deals, they’re not making money. Thus, turnover rises, and it’s more expensive to replace them.
Each time a worker leaves, the cost for companies to replace them costs roughly a third of that person’s yearly earnings. All this places additional stress on the other members of the team who remain to keep the quotas without being fully staffed. All this tranlates into the need for one source of truth, which does not overcomplicate the process with a pre-defined way of taking the right steps at the right time within that process. Dealdeck Sales Platform helps teams to prospect more efficiently, improves sales execution, proactively fixes deal risks, and therefore wins more predictably-so it closes the Sales Execution Gap.
With organizations closing the Sales Execution Gap and performing at their full potential, they win more deals with less effort and with a superior customer experience. Here are four ways Dealdeck can help you close this gap:
1. Get Complete Visibility into All Sales Activities and Customer Interactions
It goes without saying that as a sales leader, having a clear vision of what prospects need will help guide your sellers to execute the right deal strategy.
However, it is not viable for a person to participate in every sales call. Dealdeck Guide provides real visibility into customer interaction and sales activities through automatic capturing of key sales ‘moments’ taking place in calls. It provides real-time guidance to the sellers and compels them to do their correct due actions post-call.
You can identify key trends across meetings at an executive level and take a single view of all deals and mutual action plans in the support of your team’s deal progress.
2. Build Credibility through Accurate Revenue Forecasting
Sellers have to do lots of tasks, which are not quota-related, such as updating the CRM system. This brings about a general reluctance to do so, making it impossible for the leaders to gain the required visibility with which they can forecast accurately and analyze deal health. In instances when the status of the deals is not clear, leaders spend lots of time checking up on the deals.
When sellers make calls or send emails via Dealdeck Engage, it automatically logs all activity in the Dealdeck Commit revenue operations solution and the CRM, too. This relieves sales leaders from nagging their sellers and frees up sellers to overinvest time in updating too many sales systems. With Dealdeck Commit, sales leaders get an accurate, trusted view of deal pacing and real forecasting.
3. Smooth Workflows for Talent Retention
Traditional sellers spend less than 36% of their time selling, while most of the time is used doing rote activities and data entry into siloed systems. This takes them away from selling and hitting quota, and due to this, most sellers look for jobs elsewhere where they can more regularly earn commissions.
Dealdeck Engage automates workflows to make this process slick and reduce manual labor to a minimum, freeing up too much valuable time. Sellers can focus on high-value, customer-facing activities that drive revenue for themselves and the business, thanks to features such as templating, preloaded content snippets, and automated meeting scheduling.
4. Stay Ahead of the Competition
If systems and processes are not automated to help the sellers engage buyers with personalized interactions throughout the sales cycle, then the gut is probably what sellers rely on when navigating deals. Even very competent sellers could mess up in that kind of environment and allow opportunities to fall through the cracks for their competition to sweep in.
Dealdeck Sales Execution Platform—Dealdeck Commit, Dealdeck Guide, and Dealdeck Engage—replace random, gut-instinct decisions with consistent, data-backed actions that move the needle on deals beyond intuition-based selling. Sales leaders see what is working and can roll that out to the team with the knowledge that everyone is following best practices.
Conclusion
If your team has the talent, but delivers below expectations on your sales objectives, you might have a Sales Execution Gap. Sales leaders who run their business on Dealdeck are confident in the health of their deals and projections due to real-time visibility into both. This enables your organization to achieve the next levels of performance, reduce risks, and operate at excellence.
