Most (hopefully most) sales teams already have a sales process that usually works great for them, but what if it could be better? Have you struggled with aspects of your sales process before? There are several simple ways to adjust what you’re doing to make you more productive and effective. We’re going to share four of the ways we’ve found helps guide outside sales teams to their best numbers.

4 Simple Steps to Instantly Improve Your Sales Process

• Identify your Key Performance Indicators (KPIs)
• Create an in-depth Process & Checklist
• Make Content and Resources Readily Available
• Use Software Integrations

Step #1 Identify your Key Performance Indicators (KPIs)

Key Performance Indicators (KPIs) are the critical indicators of progress toward an intended result. KPIs provide a focus for strategic and operational improvement, create an analytical basis for decision making and help focus attention of your business on what matters most. Not all teams will have the same KPIs but this is a great place to start when developing or improving a sales process.

Good KPIs should:

• Provide objective/statistical evidence of progress
• Offer a comparison that gauges the success of your team
• Are balanced between lacking and lagging indicators

Step #2 Create an in-depth Process & Checklist

Standardizing your sales process with a clear pipeline and actionable steps is a great way to keep your business, reps, and managers all organized. 

In a B2B Study, Vantage Point Performance and Sales Management Association found that “On average, companies that reported having ineffective pipeline management had an average growth rate of 4.6; companies with effective pipeline management had an average growth rate of 5.3, a 15% increase. Even more interestingly, companies that mastered three specific pipeline practices saw 28% higher revenue growth.”

To learn more about how to build a sales process, use our guide.

Step #3 Make Content and Resources Readily Available

There’s almost nothing worse than a rep selling wanting to send their potential customer collateral information on the business, pricing, etc. and not being able to. If as reps and managers you don’t have quick access to shareable sales enablement content, you need to change that. Customers like stats, proof, and information before making a purchase.

You can learn everything you need to know about sales enablement with our Sales Enablement 101 Guide.

Step #4 Use Software Integrations

Finding and using the right software is a game changer in sales. Too many companies waste time doing simple data entry or lead creation when it should be automated. Once you find the right integrations or software platforms for your business, you’re guaranteed to start optimizing your sales process and making the most of your selling hours—see down below our newest integrations, they could be the answer to your data problems.

JobProgress

JobProgress is an all-in-one cloud based contractor’s business platform that is flexible, easy to use, and highly intelligent. JobProgress allows contractors and their teams to meet their business, strategic and personal goals in a simple, easy to adopt format.

What does this integration do?

• Create a Customer in JobProgress.
• Create a Job in JobProgress.
• Upload files into JobProgress.

Set up this integration now!

HighLevel

HighLevel is an all-in-one sales & marketing platform that’s tailored for agencies & marketers.

What does this integration do?

This integration transfers lead data from SalesRabbit to HighLevel by creating a contact, along with the option to create an appointment and/or create an opportunity in HighLevel. Improve efficiency by removing the need for multiple data entry!

Set up this integration now!

Insightly 

Insightly provides customer relationship management software for businesses of all sizes across a range of industries such as manufacturing, consulting, professional services, media and advertising, non-profit, technology and others.

What does this integration do?

• Create a Contact in Insightly.
• Create an Opportunity in Insightly.
• Create an Event in Insightly.

Set up this integration now!

Schedule a Demo Here

Roofing is arguably one of the largest sales industries there is. Which is why teams require specific tools and features to excel above the thousands of competitors. If you’re a rep, manager, or executive of a roofing company and don’t have tools to track, measure, and boost your success chances are you’re missing out on a lot of opportunities.

3 Tools Designed for Roofing Teams

Did you know that according to the State of the Industry 2020 Report and Survey,

“Roughly 78% of commercial roofers said total sales volumes will increase in 2020, and 82% anticipated sales growth through 2022. About 75% of residential roofers said sales will grow in 2020, and 78% anticipate that trend to climb steadily over the next three years.” 

If anything, roofing is a growing industry that will continue to get more competitive. If you don’t have the right tools for the job, chances are some of your competitors will. 

#1 DataGrid AI

Too many field sales companies waste time and resources with prospects that aren’t going to buy. DataGrid AI identifies your ideal customer, shows them on the map, and provides their information so you can contact them quickly and effectively.

Learn more

#2 Weather

Weather maps are key for restoration companies who want to quickly and effectively work areas with roof or home damage. Unfortunately, too many companies are wasting time and money with subpar weather solutions that they have to integrate with their lead management platform. We’ve made things easier and built storm map overlays directly into the app, so you can quickly find, track, and sell your ideal leads. 

Learn more

#3 Digital Contracts

Our form builder and contract creator makes it possible for every sales team to go completely digital and completely mobile. Shed your paper costs, eliminate data entry errors, collect electronic signatures, and accelerate your sales.

Learn more

See These Tools in Action Now

You may think we’re biased because we’re only featuring 3 of our features, but this is genuinely because we have been in the business for a long time and we know what works and what doesn’t! This roofing “package” has everything you need to find and target your most qualified leads and sign them in the field digitally. To see these tools in action, schedule a quick demo here where we can walk you through how to use them.

For so long knocking door to door was the primary (if not only) method of effective sales. But with the increase of digital tools, that has shifted. Inside sales is a more new and experimental form of sales for companies that sell face-to-face, but with its recent growth you might wonder—is inside or outside sales a better option for me? The answer isn’t so cut and dry, find out why down below.

The Difference Between Inside and Outside Sales

The difference between inside sales and outside sales is clear: Inside sales reps typically sell right from their office or home desk. Outside sales reps, on the other hand, travel and broker face-to-face deals. While outside sales reps likely have an employer with physical office space, these salespeople are meeting with prospects at trade shows, conferences, and industry events.

In reality, whether you’re an inside or outside sales rep, a lot of your responsibilities overlap. The major difference is whether you prefer to sell customers in-person or over the phone.

The Different Sales Models:

Inside sales model:

• Rep contacts client via phone, email, or zoom
• Remains in contact and nurtures the opportunity
• Quick sales cycle typically lasts 90 days or less
• Is done completely remote without human interaction

Outside sales model:

• Rep travels to clients door
• Follows up with lead via phone or email
• Longer sales cycle lasting upwards of 90 days
• Costs more become rep has to travel to and from clients

With the use of strong internet presence, marketing, and digital contact outside sales isn’t the only option anymore and can often waste time. If you’re not ready to start including inside sales to your company, that’s fine. Outside sales is still lucrative and shouldn’t be discounted, but might not be your best option anymore.

So is Inside or Outside Sales a Better Fit for You?

It’s been found recently that inside sales is growing at a massive rate — 15x faster than outside sales. Most organizations are now trending toward a 50/50 divide for their teams. This is largely to do with the internet changing the way modern buyers purchase things. Fewer people than ever before want to be sold in person. It’s now more common for a customer to look you up online and wait longer to make a purchase rather than commit to something while you’re at their door. This doesn’t mean outside sales is a dead practice, but inside sales is becoming more and more popular.

So which type of sales is a better fit for you? The answer doesn’t have to be so black and white. 

Many companies are finding success with hybrid options rather than only inside or only outside sales reps.

Hubspot conducted a survey of over 500 sales professionals that revealed “68% of sales leaders say they’ll adopt either a hybrid or fully remote selling model in 2021. In fact, 63% of leaders believe that virtual meetings can be as, if not more, effective than in-person meetings.” 

So it’s not longer a matter of inside vs. outside sales, but more learning how to use both methods to your advantage. If you’re wondering where to start if you only have outside or inside sales reps, here are some tips:

• Evaluate where your company stands, what goals you want to achieve, areas of failure you might be experiencing.
• Consider outsourcing the other side of sales you don’t currently have.
• Create a plan to implement a handful or less (depending on the size of your company) reps to try the new method.
• Possibly have a customer survey on whether they prefer in-person or over the phone sales to see what is desired in your field.
• Research common salary, quotas, and practices of the sales method you don’t practice.
• Be open to the possibility of change.

What’s Your Next Move?

Whether you’re an entirely outside or inside sales team, you should explore the possibility of a mix. It can be daunting to change courses especially when you’re achieving success but by using inside and outside sales practices you could expand your reach farther than your current goals can imagine. Let us know down in the comments what you think of this comparison and if you’ll give it a try. As always, schedule a demo with us and we can give your sales reps the tools they need for immediate success.

It’s almost that time of year again. Summer sales are coming fast and everyone’s gearing up (literally). If you’ve never done d2d sales in the summer or are just looking for new things to try, check out this list of the best gear for outside sales reps as you prepare for the biggest sales season of the year.

10 Things Every Outside Sales Rep Should Have

1. Mobile Device with Case
2. Brooks Adrenaline Shoes
3. Sensible Socks
4. Breath Mints/Gum
5. Portable Charger
6. Cooling Towels
7. 5-10 Business Cards
8. Sunglasses/Sunscreen
9. Comfortable Hat
10. Camelbak or Waterbottle with Strap

#1 Mobile Device with Case

Whether you use an iPad or phone to sell to customers, make sure you have a mobile device with a case that makes it easy to handle when showing customers information.

#2 Brooks Adrenaline Shoes

These are some of our favorite shoes ever. Brooks Adrenaline shoes are known for being comfortable running shoes so you know they’re going to support your feet when you’re out knocking for hours. 

#3 Sensible Socks

Without comfortable socks, your shoes won’t matter. So pick up a pack of good socks that you like whether they’re ankle, crew, or longer. Your feet will thank you later.

#4 Breath Mints/Gum

No one wants to talk to a salesperson with bad breath. Carry around breath mints or gum so you’re always minty fresh with a clean smile.

#5 Portable Charger

There’s nothing worse than being on a roll and having your device die or warn you of low batter. There are a ton of affordable portable charger options with solar charging capabilities so it’s perfect when you’re in the sun all day anyway.

#6 Cooling Towels

With the summer heat you’ll struggle to stay cool as you walk from door to door. Wearing something simple like cooling towels around your neck will help you last a lot longer outside.

#7 5-10 Business Cards

This is a pretty simple one. Every customer will feel better about you and your business if you have a legitimate business card. Carrying a small stack of these will help them remember you and provide something tangible for them to have after you leave.

#8 Sunglasses/Sunscreen

The summer sun can be harsh. Make sure you protect your skin and bring along some sunglasses to help you last longer out in the heat. But remember when you’re talking to a prospect to remove your sunglasses, you don’t want to come across too casual and eye contact is a big connecting factor in sales.

#9 Comfortable Hat

Along with sunglasses and sunscreen, wearing a simple baseball hat will help you to stay out of the heat as much as possible.

#10 Camelbak or Waterbottle with Strap

Hydration is another important factor to stay cool in the summer sun but no rep wants to have one hand full with a water bottle. Camelbak’s sit comfortably on your back and hold up to 70oz of water that you can sip on throughout the day.

What’s on Your List This Summer?

This is a basic list of things every sales rep should have on them when selling door to door. Which of these do you use? Share your must-have list with us down below! If we missed something we want to know. As always, schedule a quick demo to chat with us before the busy season starts so we can make sure you and your company are ready to hit the ground running.

Everything you need to know about Sales Cycle Length

Have you heard of sales cycle length? If you aren’t familiar with this part of the sales process and how it will help your team, we’re going to tell you what a sales cycle is, why it’s important, and how to calculate it quickly to get analytical insights into your business.

What is a Sales Cycle?

A sales cycle is the repeatable and tactical process salespeople follow to turn a lead into a customer. With a sales cycle in place, you always know your next move and where each lead is within the cycle. It can also help you repeat your success or determine how to improve.

Why are Sales Cycles Important?

Sales cycles are a vital part of any sales process. Using the simple calculation mentioned below you will be able to:

• Identify areas of improvement.
• Plan for future goals.
• Gather data and metrics more efficiently.

Among other benefits, calculating a sales cycle is a must for your team and we’re about to show you how to do it.

How to Measure Sales Cycle Length

To calculate your sales length cycle, you add up the total number of days it took to close every sale, then, divide that sum by the total number of deals. So, for example: 40+30+60+70 = 200 days total. You would then divide the total number of days (200) by the total number of deals (4) to get the average length in days. 200 / 4 = 50 days With this metric, you can now estimate that similar deals in the future will take around 50 days to close.

Looking at your sales pipeline, you can now evaluate your high probability customers and anticipate when the revenue from those pending sales will hit. This forecasting guides you in your business strategies.

Do you Calculate Your Sales Cycles?

What do you think of sales cycle length and how to calculate it? If you aren’t making an effort to gather these metrics now, you’re ignoring ways to better your sales process. Chat with us today to see how your team and sales process can be improved. 

3 Stages of writing a 30-60-90 day plan and why it matters

30-60-90 day sales plans have been used as a way to ensure success for new sales team members with clearly outlined actions and goals. If you haven’t heard of or used this plan before, now is a great time to start for your next job interview, new sales job, or even for your personal life. See below what a 30-60-90 day plan is, the elements of it that you should consider, when to write one, and why it’s important.

What is a 30-60-90 Day Plan?

The 30-60-90 day plan is a three-month strategy for successfully training new sales team members or selling in new territories. It clearly lays out all the actions and goals that will help salespeople get to know their new company or region and learn how to best reach their highest (and healthiest) level of productivity. With a robust 30-60-90 day sales plan, businesses are much more likely to make the most of new territories, reps, and managers.

Why Write a Sales Plan?

Coming into a job interview or new sales job with a detailed 30-60-90 day sales plan will show the manager:

• You know what you’re doing
• You’re confident in your abilities
• That you’ve carefully thought out crucial elements to ensure success
• You’ll hit the ground running if hired

We all know to be prepared when starting a new job or interviewing for one, but having a plan like this laid out will take you to another level above other candidates.

3 Stages to Writing Your Plan

Like we’ve discussed, having a 30-60-90 day sales plan prepared is going to set you apart from less-prepared sales reps. If you’re unsure of where to start, the first steps are to:

1. Aligning the current teams goals
2. Identify your own priorities

Writing a sales plan is not just about you, the sales team also needs to be considered. In the interview process, ask the current sales reps what their goals are and what they’re being pushed to. After finding out where the current reps are, identify your own success. Here are some examples of goals you can use and measure at the end of 90 days:

• Have the ability to demo the product at a high level.
• Become known, liked and trusted with all current customers.
• Have a list of 100 potential customers to prospect over the next 12 months.

It’s important to answer these questions before writing your plan to provide direction. Now let’s get to writing your sales plan.

Stage 1: 30 Days

When applying for a job, success in the first 30 days is likely completing your onboarding and training process successfully. In addition, you can also add the following criteria if you want to be more specific:

• Understanding corporate priorities, new roles and responsibilities
• Intermediate knowledge of key products and services
• Knowing the product’s position in the market vs. the competition
• Developing key connections within the organization with customer support, sales leadership, team members etc
• Going through previous rep’s sales CRM data and outlining a few key accounts to target

The 30-day section of your sales plan should define your success goals and briefly explain how you plan on achieving them. It should also share how you‘ll know you’ve been successful in meeting these goals.

Stage 2: 60 Days

With the first 30 days up, you have to amp up your sales efforts in the second month. Here are some pointers to include in the 60-day section of your sales plan. Notice how some of them are mandatory, while others are more flexible depending on your role, experience, and onboarding process.

• Started developing at least five new leads — Mandatory 
• Have shadowed the top two performing sales reps in the company — Mandatory 
• High-level understanding of key products — Mandatory 
• Completed role-playing sessions with other sales professionals in the team
• Have contributed to a sales meeting by adding value to the conversation
• Completed all formal sales onboarding or training that needs to be done

Stage 3: 90 days

Your 31-90 day plan sets out what you’re planning on doing for the rest of the time in the specific sales role. At the 90-day meeting with your sales manager, discuss any 3-4 points from the following success criteria:

• Clear and optimized prospecting list in use — Mandatory
• Daily schedule established for prospecting, following up and staying on top of everything else — Mandatory
• Become a solid member of the team — Mandatory
• Had at least one round of feedback on performance from the sales manager
• Closed at least a couple of deals without too much babysitting from others
• Foot in the door with a couple of exciting key accounts