Top 5 Ways to Celebrate Team Success—Virtual and In-Person

Sean Huckstep

In-person and remote sales teams both need to celebrate their wins. Whether you’re a manager or sales rep, you can bring great ideas to the table to help your team celebrate your success together, and here are a few to help you out—share these top 5 ideas with your team in your next meeting!

What does a successful team look like?

Successful teams encourage team members to share ideas, consider solutions and solve problems together. Good teams benefit individual members by offering added support and opportunities for development.

Why should you celebrate success as a team?

Celebrating success, even a small win, is the ultimate team builder. If a team is performing well and isn’t being recognized for that success, it will be a blow to morale that’s hard to come back from. Finding the best ways to celebrate specific to your team will not only help you come together as team members, but set you up for continued success.

Top 5 ways to celebrate with your team

  1. Team bonding outside the office
  2. Offer a PTO day free of charge
  3. Employee or MVE of the month awards 
  4. Virtual or in office lunch with DoorDash
  5. Send company-wide shoutouts

#1 Team bonding outside the office

Finding fun things to do together outside of work is a classic way to build a team rapport and celebrate any recent wins. Keeping it simple and going out to lunch or going to see a movie are great ways to get your team’s mind off work and focus on having the fun together that they earned. This idea can be specific to what your team likes to do whether it be more outdoors or an arcade night, there are plenty of ways to enjoy each other’s time.

#2 Offer a PTO day free of charge

Whether you have a remote or in-office team, giving the day off is always a fan favorite. Who wouldn’t love a day off where you don’t have to use PTO hours? This can be a very effective way to honor the work your team has put in by giving them some much deserved time off.

#3 Employee or MVE of the month awards

If you don’t already award employees of the month or most valuable employee awards, you should. Every great company uses this as a way to publicly recognize the accomplishments of their employees or coworkers. This award is usually accompanied with a gift card which is also a great way to honor team members with a gift card to their favorite restaurant or store. Employee awards are also great for hybrid teams as they can be awarded digitally to remote workers.

#4 Virtual or in office lunch with DoorDash

Food is always a great motivator. One great thing we do at SalesRabbit is using DoorDash to reward employees. This is a fun way to get some free meals to share together as a team in or out of the office. The best part is you can send DoorDash credit to a remote team member so they can enjoy lunch and connect with you in a relaxed environment. 

#5 Send company-wide shoutouts

Similar to employee awards, there is a less formal way to accomplish a similar celebration. With channels like Motivosity or Slack you can highlight a coworker, employee, or manager that has done something great recently. These kinds of shout outs can also be accompanied by a small amount of money for the recipient to spend how they want. If you’re currently running a company, look into setting up a way where employees can thank and reward each other on a regular basis.

What does your team do?

We want to know what your team does to celebrate! Share below any ideas you may have or things you love about your company’s celebrations. Also if you’re looking for more ideas on how to build team culture, we have more blogs you’ll love—check them out now!

Improved Targeting with Storm Finder for Restoration Teams

Brady Anderson

For most companies, efficiently finding their ideal buyers is a huge obstacle. To combat this, most reps and leads ‘embrace the grind’ by playing the numbers game and instead of using data, canvass hundreds of doors in order to find their deals. As admirable as this mentality is, it’s often ineffective and costly. 

Every time a rep is knocking on a door that doesn’t result in a sale is sub-optimal time usage. To combat this inefficient kind of shotgun approach, companies need to have insight into who wants their product and where they live. For restoration companies in particular, weather maps are key to determining which areas to canvass and target. We’re happy to announce that we’ve made our Weather add-on even more effective with the new Storm Finder tool. 

What is Storm Finder?

Storm Finder gives you the ability to see past storms within a specified radius on the map. You can specify what results you receive by setting filters on the Hail Size, Wind Gust, and Hail probability data. You’ll also receive the date of the storm as well as the details of the storm so that you can have everything you need in order to find and close those deals.

All of our map overlays are generated in-app, available on iOS and Android, so you can quickly pull up storm data and go to high-opportunity areas without worrying about additional tools. Check out how to use it below! 

 

How to use Storm Finder: 

  1. Navigate to the weather map and select the storm icon in the upper right hand corner.
  2. To begin your search, tap on the lightning bolt.
  3. From here, use the sliders to filter storm radius, hail probability, hail size, and wind gust.
  4. Once filtered, you’ll receive storm data that matches your selected criteria. 
  5. Simply tap each storm to view more details and leads located within each radius.

Start Using Storm Finder Now

In order to get the most out of this new feature, we recommend that you update your app and follow these device requirements. To update your app, visit the Google Play Store (Android) or App Store (iOs). For more assistance, view our Device Recommendations or contact our support team at support@salesrabbit.com 801-418-9009. 

Improve Sales Lead Data Entry with SalesRabbit and Monday.com

Sam Dearing

If you struggle with your current lead data process, we’re excited to announce that SalesRabbit and Monday.com are officially integrated within the app and available for you to set up in your account. Below you’ll find more information about Monday.com, what this software integration does for lead data and finally step-by-step instructions on how to set up this integration.

What is Monday.com?

Monday.com is a cloud-based platform that allows users to create their own applications and work management software. Using their software will help you streamline your work for maximum productivity by centralizing all your work, processes, tools, and files into one Work OS. This is also a great platform to connect teams to maintain one source of contact across your organization.

What does this integration do?

This integration can be used to transfer lead data from SalesRabbit to Monday.com with just a few button clicks to greatly improve efficiency by removing the need for multiple data entry. This will save every member of your sales team time, money, and data entry headaches.

How to set up SalesRabbit + Monday.com Integration

The following steps are required to set up the Monday.com integration through the SalesRabbit Marketplace. Note: This integration is only available to customers on SalesRabbit’s Pro or Enterprise membership plans. Additionally, administrative access is required in order to access API keys and other credentials/settings in configuring this integration.  

 Part 1: Create Custom Lead Fields in SalesRabbit (optional)

If you have custom fields for leads that you’d like to pass over to Monday.com this section will be helpful, otherwise you can skip to Part 2.

Add the following custom lead field under Settings > Custom Lead Fields

Click “Publish”.

Part 2: Form Creation

Create a New Form under Settings > Form Builder. 

Turn on Custom Form Responses:

Once the changes have saved (visible near the top right corner), click Publish.

Part 3: Set Up Columns on Your Monday.com Board

You’ll need to set up all of the columns with the correct titles in order for them to map properly with what’s in SalesRabbit, by default all of these will send over as long as you have the appropriate field on your form and column in Monday.

If you click on the “+” icon to the right of your board you should see the menu below. You’ll be using mostly “Text” but you can also use Status and Date for the Status and Appointment columns.

Status and SR ID don’t need to be included on the form as we pull those straight from the lead.

Here are the column title’s you’ll need to include, please be sure to match the names (you can include as many or as few of these as you’d like):

*Status column: In order for the statuses to work properly you’ll want to make sure that whatever status options you set it matches the status name options in SalesRabbit.

*Appointment column: Be sure to add the “Always keep add time option on” as seen in instructions below:

*Custom fields should all be set to text but you can also set them to a dropdown (along with a dropdown in SalesRabbit) as long as the options in SalesRabbit match the other options.

You’ll map the custom fields between the two systems in the next step.

Sample:

Part 4: Configure Monday.com Integration

Navigate to the Marketplace under “Integrations”. (Must have admin access)

Select the Monday.com Integration Card.

Navigate to the “Configuration” tab and click “Enable” 

Select the published form from the dropdown list, click Next.

Now connect your Monday.com account using your API Key (below are instructions are retrieving that). After connecting your account, click “Next”.

Here’s how to retrieve that API Token:

Go to your Monday.com account and click on your profile icon in the bottom lefthand corner> Admin > API > Generate an API Token and then copy it. 

Select the board that you’d like to use for the integration.

If you’d like to, you can map Custom Fields from your SalesRabbit form to Custom Fields in your Monday.com account. On the left hand side, you can add the SalesRabbit fields and select them from the dropdown. Monday.com custom fields will be on the right hand side.

To complete the set up, click “Finish”. 

Note: If you wish to disable or reconfigure this integration at any time you can do so by clicking “Disable” or “Reconfigure” respectively.  Additionally, if the integration is currently live you should see an “enabled” indicator on the integration. 

Your Monday.com integration should now be live and allow you to send leads along with custom fields to Monday.com! If you have any issues or problems please reach out to Support or your CSM for help configuring this integration. 

Set Up More Integrations

If you’re interested in using any of these powerful integrations, any and all of these integrations can be set up through our Help Center portal, the Integration Marketplace or by reaching out to your account CSM or support team at support@salesrabbit.com 801-418-9009.

3 Ways to Create a Successful Sales Culture

Zac Kerr

Culture dynamics in any workplace can make or break the job for employees. Have you figured out the best way to create positive culture in your sales teams yet? If you haven’t and are looking for ideas, check out what we’ve done and seen other successful companies do to make sure their reps love their job and avoid high turnover rates. 

Did you know…

According to the Harvard Business Review: “Companies worry about employee attrition in every department, but it’s especially costly in one function: sales. Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. In many industries, the average tenure is less than two years.”

Even if your company or team doesn’t have high turnover rates like this one mentioned above, that should be something managers and business owners are constantly thinking about. One of the best ways to retain talent is to create an environment where they feel valued, welcome, and respected. That’s where sales culture comes in—what does yours look like?

What is sales culture?

Sales culture is the overall attitude, behavior, and habits of sales reps dictated by the dynamic of managers, other reps, or business owners. Oftentimes the sales culture is exemplified at any given time or place. The unique sales culture created will make or break the effectiveness of any sales team. 

A positive sales culture will create an environment in which employees feel heard, valued, and that they are being pushed toward professional development.

3 Ways to create a successful sales culture

  1. Create a team expectation of trust and accountability
  2. Acknowledge wins but also where there is room for improvement
  3. Have healthy competitions regularly

*Bonus tip: Conduct employee surveys to get real feedback

#1 Create a team expectation of trust and accountability

Look at your sales team like a football or baseball team (whatever sport you love). They are synonymous in the way you have to trust that your teammate will make that tackle or you hold each other accountable to show up to practice and train before games. In sales you’re only a team if you can trust your coworkers and know that they are doing their best just like you. As cliche as it sounds, you have to work together to be a successful team.

Here are some ways you can create a culture of trust and accountability within any team:

  • Be transparent about the stats required of each rep. When a rep knows the numbers they have to hit that month for the team to succeed, it’ll be easier for them to aim for those goals.
  • As a manager, trust that your reps will do their job, don’t micromanage their every move. This isn’t to say that you shouldn’t keep an eye on their numbers, but don’t constantly badger them and make them feel like they are doing a terrible job all the time.
  • Promote accountability from rep to rep. Managers can only get so close to their employees, but coworkers can develop a different level of relationship so make sure that the team holds each other accountable for goals, not just managers. 

#2 Acknowledge wins but also where there is room for improvement

There is a delicate balance between only celebrating the wins your team has or only focusing on the shortcomings. Successful teams have to find a common middle ground. You have to include the negative where there is positive and vice versa. Acknowledging when your team hits a specific goal or exceeds a monthly projection is key to reward them for their hard work; but likewise if they fall short or perform below their usual threshold, managers and other reps need to detail where improvements need to be made to avoid this in a non-toxic way. 

We all have horror stories of past employers that would tell you you’re doing a terrible job in a non-constructive way. Successful sales culture has no room for that. There are plenty of healthy ways to explain the needs for improvement. Such as:

  • Having 1:1 meetings with the rep that needs help.
  • Acknowledge that they are trying their best and give specific ways that they can improve.
  • Host workshops for the entire team so the rep doesn’t feel singled out.

How to tell your employees or coworkers that they’re doing a great job:

  • Motivosity money. Give a shoutout and some money along with it so whoever is killing it can get a digital gift card. 
  • Share specific wins in company chats like Slack that show the entire company how good the sales team or rep is doing. 

#3 Have healthy competitions regularly

We all know that sales reps are naturally competitive people, so why not play into it? At SalesRabbit we have regular competitions with our reps and at times we get the entire company involved. 

Here are some fun ideas for you:

  • Have the company vote for which rep will sell the most accounts by the end of the month—publish results in company wide channels for more buy-in.
  • Offer a gift card or new shoes to whoever gets the highest monthly commission.
  • Incentivize reps with a day off or a pizza party for reaching a collective goal for the year or month.

There are a lot of other ways to get reps fired up; these are just some of the ones that have worked for us. What ideas have you tried?

*Bonus tip: Conduct employee surveys

There are so many software options out there to collect anonymous employee surveys to get real feedback on the sales culture. Use something like Fellow, Lattice, Google Forms, or SurveyMonkey to start getting actual insights on how your reps feel. A lot of these programs allow for a free trial so you can test it out without impacting budgets until you know if it works for your team. 

If you’re a rep reading this, suggest using one of these softwares in your next meeting so your voice and option will always be heard.

Looking for more tips on team culture?

We regularly share tips and tricks for how to create a strong bond for any sales team. Check out all of our blogs on sales culture in one convenient place and give us comments on what you find helpful!

Comment down below any tips you might have that have worked for your team or things that haven’t worked in the past.

The Complete Guide to Sales Team Management

Diana May-Jennings

Managers, what are you doing to manage your sales team right now? Even if you’re a sales rep reading this, this team management guide will still help you. Managers and reps alike have a responsibility to their team to use the best strategies and tools out there to secure success.

So take a few minutes to read our guide and share below what you’re doing right now that works or doesn’t work for your team. 

What is team management?

Sales management is a key portion of the sales process. According to Salesforce, “Sales management encompasses hiring, training and motivating the sales team, forecasting sales and setting sales goals, and developing effective strategies for managing leads and increasing sales. Sales is the primary benchmark of success for many companies, so having an effective sales management process is paramount.”

The Guide to Quality Sales Team Management

Map your sales territories and track routes

Territory management and route planning is a big part of successfully operating a sales team, and doing it wrong wastes time and loses deals.

Using an efficient territory mapping software makes it easy to draw out areas, assign them to reps, and visually track their progress through those areas. You’ll be working areas intelligently, efficiently, and quickly.

A good territory mapping tool should do at least a few of the following:

  • Map your customers to strategically incorporate them into your canvassing.
  • Track progress through the area and maximize opportunities.
  • Allow you to view previous canvassing results and follow up on missed leads.

If you do a great job mapping your sales territories, you’ll still fail if you don’t plan your routes to prospects to be the best route possible. Map tools like Google Maps and Apple Maps can usually get you where you need to go but it requires a lot of data input. To avoid this, get a sales app that has built-in map capabilities. We won’t lie, SalesRabbit is your best option out there but if you want all the information for other D2D sales apps, check out our free buyers guide download. 

Track sales reps activities

Just like you track your sales territories, the activities of sales reps should also be tracked. We don’t mean micromanage your reps until they go crazy, rather we suggest you focus on their numbers for the day that are displayed in apps like SalesRabbit. Managing outside sales reps can be tough because you often have no idea how they’re spending their day. Are they working their entire area and are they doing it strategically? Or are they enjoying free WiFi at the local McDonald’s? If you don’t know, you can’t improve the situation.

A great sales rep tracker solves that problem by giving you data on the performance and whereabouts of your rep. Which takes us to our next part of the team management guide. 

Be transparent about stats and rep performance

All good managers (and reps for that matter) should be constantly aware of what their team is doing and their sales stats. Team messaging apps like Slack, Google chats, WhatsApp, Voxer, even SalesRabbit are helpful to keeping sales teams in the loop at all times, share important company updates, incentivize team members and more. 

In addition to using team messaging apps, rep leaderboards is a newer tool a lot of successful teams use. If you’re not familiar with what rep leaderboards are, they’re a digital board that ranks each member of your sales teams numerically based on key performance indicators (KPIs) like: number of doors knocked, closure percentage, people contacted, etc. Using a leaderboard tool will do the following for your team:

  • Internal culture of healthy competition between reps.
  • Improved job satisfaction.
  • Trackable metrics to see how they are improving.
  • Improved continual rep performance.
  • All Key Performance Indicators (KPIs) available in one place.
  • Rewards for top performers.

Take control of your team management now

As you have probably figured out, SalesRabbit does all of the things listed above for quality team management. If you’re interested in talking about any and all of these tools with us, schedule a demo with us now. 

Share below what your current solutions are for team management, we want to know!

Top 4 Methods to Become a Door to Door Rockstar

Sean Huckstep

Door to door sales has been around since at least the 50’s if not sooner, so there’s always job security in this field, but the way we sell now isn’t the same as it was back then. Sales is always changing and sometimes it can be hard to keep up. 

Whether you’re new to sales or a seasoned veteran, there is always room for improvement. That’s why we want to share 4 super simple ways to turn you into the ultimate door to door rockstar. 

#1 Track everything!

Sales teams lose leads or mislabel areas all the time— not because they’re sloppy, but because they don’t have the right tools. This is especially true for outside sales teams who struggle because they’re using tools designed for inside sales teams. Finding the right tools to manage your sales efforts is so important. If you don’t have tracking in place we recommend that you track these stats:

  • Lead information and location
  • Territories (state, city, zip)
  • If you’re a manager, track your team’s performance, leads, areas, etc.
  • Routes
  • Performance metrics (how many leads contacted, closed)

Tracking everything is the best way to measure success or failure to guide your future decisions.

#2 Forget what you think a salesman should be

All too often people think of a pushy used car salesman or a knucklehead that doesn’t care about the customer, they just want to have high numbers, our advice? Forget the stereotype that you’ve formed about salespeople. This often negative image isn’t going to do you any favors when you’re trying to sell a customer and will affect how you view yourself as a rep. 

Sales has been around so long for a reason—it’s necessary and can be very helpful to people. So give yourself some credit and do what you can to help your prospects see that you care about them because they likely have the same image of salespeople as you did.

Entrepreneur suggests; 

“Don’t try to convince. This seems counterintuitive, but it’s essential. If you go into sales thinking that you need to “make” people buy, you’ll fail. Unless you’re a cute little kid selling cookies in the street for a dollar, pressure isn’t going to work. People see what you’re doing, they don’t trust you, and they don’t believe what you’re telling them.

Instead, get to know people. Your mission is to understand them. What are they going through? What are their ambitions and needs? Focus on them, first and foremost. The product comes second.”

Customers just want to know that you care about their needs and are doing what you can to solve them. That’s all that really matters. 

#3 Look and sound the part

No one wants to buy from a sloppy looking rep even if he has a great pitch and on the other hand, no prospect will want to listen to a rep that looks super professional but doesn’t know what they’re talking about. There are ways to fix this and we’ve made it easy for you: the 7 best tips for dressing in sales. As for sounding professional and knowing your stuff, simple digital presentation tools and courses are the best way to make sure you’re prepared. 

#4 Have the right app

There are a lot of ways that different industries can generate qualified leads and track their metrics, that’s with a great sales app. If you haven’t found the right one for you yet, check out our complete Buyer’s Guide to D2D Sales Apps or simply schedule a demo with us so we can get you on the right track.

Share other tips you have down below!

These are just some of the ways you can start killing it in door to door sales no matter your level of experience. If you’re looking for more tips on sales culture, tools, and industries check out more blogs or schedule a free demo with us to chat about what you want to accomplish.

6 Habits of Super Successful Sales Reps

Zac Kerr

According to a 2016 survey, less than half of sales reps (46%) meet their quotas. There are a lot of things that can contribute to a rep not hitting their goals, a lot of it has to do with their habits. If you’re struggling to meet quotas or have an underperforming rep, these 6 habits are the first steps towards being successful. See how many of these you already do and which ones you need to add to your routine.

6 Habits Successful Reps Have

  1. Focuses on the customer’s needs as the pitch
  2. Has strong time management
  3. Remembers the 15% rule
  4. Great customer empathy
  5. Offers value unique to each customer
  6. Knows when to walk away

#1 Focuses on the customer’s needs as the pitch

Successful sales reps don’t come across as the typical pushy salesperson. If you constantly talk over your prospect or pitch products that won’t actually solve any of their problems, then you’re not winning that sales. You need to hear the customer out and explain how you have the situation, this is guaranteed to get you more sales and happy customers.

#2 Has strong time management

Time management is a typical habit of any successful professional. The principle is simple: take control of your territory and calendar with a strong sales app like SalesRabbit (shameless plug) to make sure you don’t run out of time to knock doors or make your phone calls. With an add-on like DataGrid AI, you can also prioritize the areas that are more likely to end in sales by qualifying the prospects in the app. All of these tools will make sure you avoid unqualified buyers saving you time and money.

#3 Remembers the 15% rule

Salespeople should never talk for more than 15 percent of a meeting. Talking doesn’t put you in control of a conversation— great questions do. Engaged body language, thoughtful questions and small prompts are all great tools to keep the customer talking. Follow this rule, and prospects will view you as a thoughtful listener and an expert. They’ll enjoy that you allow them to contribute to the conversation.

#4 Great customer empathy

Empathy in sales is an important ability salespeople should strive to have. To feel as someone else does will help your ability to sell a product or service. Having empathy doesn’t necessarily mean being sympathetic. But a salesman simply cannot sell well without the invaluable and irreplaceable ability to get powerful feedback from the client through showing empathy.

#5 Offers value unique to each customer

The generic sales approach is long obsolete. Sales reps can no longer afford to adopt a one-size-fits-all method. Modern customers have a lot more access to information and decisions than ever before so you need to find the value offer before speaking with them and have it front of mind in your pitch. 

#6 Knows when to walk away

Customers hate nothing more than a pushy salesperson that refuses to accept no for an answer. “Don’t take no for an answer!” is a cliche that good reps don’t follow. If you’ve listened to the customers’ concerns, offered value to fix those concerns, and asked the typical exploratory questions and they’re still not interested, it’s time to walk away. It doesn’t hurt to leave a card in case they change their mind, but don’t hover on their doorstep refusing to leave until they sign. This puts you and your company in a bad light and chances are they won’t want to talk to anyone from your company again.

See how we help other sales reps get success

Ultimate Buyer’s Guide to D2D Sales Apps [Free Download]

Brady Anderson

If you’re in a sales organization, you have to invest in tech, we’re here to help you through the rest of the decision making process. We make the leading field sales enablement app, so we have some authority on the topic. We’re also a little biased. That said, we care about members of the field sales community, and have done our best to create this guide to serve them.

This won’t be a feature comparison between SalesRabbit and the other apps out there. Instead, we’ve focused on principles that companies should follow when purchasing a field sales app. These principles are based on our many years of selling and implementing SalesRabbit with thousands of customers. 

How Do I Know Which Sales App is Best for me?

You’re investing in a SaaS (Software as a Service) company, not just an app. Because of this, make sure that you understand their actual service. Here are the things you should be asking about: 

5 Company Standards to CHECK Before Buying:

  1. Cares about your success
  2. Has experience and resources
  3. Earns your business
  4. Challenges you
  5. Knows the industry

#1 They Care About Your Success

Does the provider have a thorough onboarding program? This is the best indicator that a provider cares about your company. You may want to just download the app and get rolling quickly, but if a company allows you to do this, they’re allowing you to set out on a course that won’t get you the results you want. A real, effective onboarding will get a clear picture of your current situation— processes, sales figures, goals, etc. Then it will help you decide which changes will be most profitable to target and help you develop a plan to make that happen. 

#2 They Have Experience and Resources

It’s important for a provider to have experience as a provider. That way they’ll be able to help any client, no matter the size. As clients grow, their needs change and evolve, as you grow and start hiring reps and managers, the need for different app permission levels will become paramount. You might be worried about all the adjustments you’ll have to make as you grow. You should also ask if the provider is growing. Are they consistently updating their service? Where are they investing their resources? If a company has more salesmen than it does developers, that says something about what they’re after— quick, easy profit. Smarter companies recognize that the best way to create and keep customers is to make their lives easier. 

#3 They Earn Your Business

You want to know that the provider is determined to build a healthy relationship with their customers. Ask about their customer satisfaction score – if they can’t tell you what it is, that’s a red flag. What do their reviewers say, particularly within the last year or so? You can look at the reviews posted on the App Store or Google Play. Keep in mind, no company has a flawless product or a perfect relationship with everyone, but if they’re trying to improve those relationships and their product based on the needs of their customers, you can trust in the character of the company. 

#4 They’ll Challenge You

As you make this upgrade, it’s best to be open to making changes in your company. Of course, this also means you should know where you are now and be prepared to discuss your current situation. Every mobile sales app ought to give you a better representation of what’s happening at your company by providing you with data points associated with all your major operations. That should come standard. All of their features should contribute to a much larger purpose and strategic framework, not just entice you into buying the product. 

#5 They Know the Industry

Does the provider have experience in your industry? Does that experience show in their product? Are they active participants in the industry community? Obviously their ability to build an effective app is dependent on their ability to understand your needs and the challenges of the industry. These needs are going to change as your company grows and the industry changes. More legitimate and seasoned software providers will have developed relationships with other companies that make it easy for you to work with both services. 

This was a small portion of our complete buyer’s guide, get the rest of our tips by downloading the guide.

Download the Full Guide

Quickly Qualify Customers: 13 Questions to Ask

Mike Hilverda

Everybody hates wasting time with unqualified customers, but everybody also hates how long the approval process can take. With our in-app solutions, your teams can qualify and verify customers on the go. Plus, it happens quick enough that it won’t interrupt your sales process. Ask these 13 questions in your next customer conversation and you’ll be amazed at how much information you’ll learn.

What is Customer Qualification?

Nobody likes getting through the bulk of their pitch and finding out that the customer can’t even buy what you’re selling. With customer qualification you’ll cut back on time wasted on unqualified buyers, gain a deeper understanding of customer needs, and how you can be a better sales rep. This should be the first step in your sales qualification process.

Methods to Qualify Customers

Most sales reps believe prospects when they say they are qualified purchasers. Sometimes this works out— the prospect is the property owner and is qualified to buy your service. But you’re wasting thousands of dollars on all the situations where this goes wrong. Unqualified prospects are making it deep into your sales process, sucking up valuable resources for a deal that is impossible to close. It’s not hard to see why this cripples sales teams and destroys rep morale.

  • Discovery Calls: Discovery calls are phone calls with prospective customers where you ask questions like the ones below to understand their business, pain points, and need for your product. 
  • Intelligent Technology: 

Credit Checks

Checking credit is a big part of the qualification process. Unfortunately, it’s usually an inconvenient part of that process. Our app makes it much easier to incorporate a quick, painless check into your sales process.

Learn more

Title Checks

We source extremely reliable data to provide you with accurate and complete homeowner information and verification. You can access this information from the SalesRabbit app and use it to check title records, verify that your potential client is the actual homeowner, and qualify them on the spot.

Learn more

13 Questions to Ask Prospects:

  1. Tell me about your company.
  2. Tell me about your role in the company. What do you do day-to-day?
  3. What metrics are you responsible for?
  4. Are you the decision maker for this?
  5. Are you having problems in [area as it relates to the product]?
  6. What are you currently doing to solve this problem?
  7. Even with your current solution, what problems are you facing?
  8. Are there other people involved in the buying process?
  9. Tell me about your goals (financial, customer-related, operational).
  10. When do you need to achieve these goals?
  11. How much is your current solution costing you?
  12. Do you have a budget in mind?
  13. Can I follow up with you on [provide date options]?

With questions like these you’ll be able to identify a lot of the things that’ll come up in the buying process anyway that could potentially disqualify a customer. If you don’t ask at least this many questions in discovery calls and use any sort of digital tool, it’s unlikely that you’ll properly qualify the customer.

What Questions are you Asking Prospects?

Find Better Buyers

Guide to Sales Territory Mapping Software

Sean Huckstep

Success begins with visualization. Territory management is a big part of successfully operating a sales team, and doing it wrong wastes time and loses deals. If you worry that you’re not making the most of your territories, there are simple fixes to optimize your current strategy and plan better in the future.

What is Sales Territory Mapping?

Sales territory mapping is the process of defining and creating the areas, sales, and revenue that your reps are responsible for targeting. If done correctly, it can help reps reach the most qualified customers, hit revenue goals, and promote company growth.

3 Methods to Territory Mapping

#1 Clover Leafing

When you’re clover leafing, you’re focused on high value engagements with current customers, appointments, or hot leads. Since you know where all these people live, use that information to plan out your day. Build a route out of each primary destination for the day, and use it to plan out your movements. For example, say you have just finished a follow up with a customer at 10:00 AM, but your next appointment isn’t until 12:30. You can see on the Routing screen that it will take 15 minutes to get to your appointment from where you are. Now you know that you can spend the next two hours canvassing the area around that customer, being sure to use their name to build rapport.

#2 Referral Work

When you collect a series of referrals from a customer or prospect, you can quickly plug them all into a route and efficiently visit all of them. This is especially useful when you have several referrals from several different sources. If you just visited all the referrals you got from Mrs. Smith and then all the referrals you got from Mr. Williams and then all the referrals you got from Ms. Hilton, you’re going to be running ragged all over the area. Just plug them all in, create a route, and visit them all quickly. Be sure to include in your lead notes who referred them, so that you can have a strong sales pitch with instant credibility.

#3 Setter/Closer Model

If you’re operating with setters and closers, routing is a great way to get the most out of your closers, who are usually your most talented salespeople. Closers usually travel the most of anyone on your team, so make sure they use routing to hit their destinations as fast and efficiently as possible. This will maximize the amount of time they spend in conversation with prospects and also bring down their lofty transportation costs.

How to Create a Sales Territory Map Strategy

If you don’t currently have a sales territory strategy, here are some simple first steps to follow before getting caught in the weeds:

  • Define the parameters of your areas
  • List your reps
  • Identify and assign areas based on experience & skills

Optimize your Sales Territories

The key to optimizing your sales territories is having the right tools and technology. Not to toot our own horn, but our sales territory mapping software is among the best and it’s available in the paid and free versions of our app. Beyond the traditional software to track your sales areas, there are also tools like leaderboards that display necessary stats for each rep ranking them among the team.

Need Help Setting Up Routes?

If you need more help setting up routes, check out this quick tutorial.

Start Tracking For Free

SalesRabbit Lite includes a free route planner that will help your teams plan their day, get to more appointments, and lower their travel costs.

When used in sync with our Lead Tracking tools, the Routing feature is a powerful tool and can supplement strategic canvassing approaches. Our territory mapping software makes it easy to draw out areas, assign them to reps, and visually track their progress through those areas. You’ll be working areas intelligently, efficiently, and quickly.