SALES

Shorten the time
from contact
to contract.

5 MINS READ

GIVE YOUR SALES PEOPLE THE FREEDOM TO FOCUS

Increase sales and the value of your sales pipeline by investing in systematic sales and database administration, aligned with your marketing campaigns.

80% of databases fail

Because they are not updated on a daily basis by salespeople

databases

On average a minimum of 15%
of a salesperson’s time is spent on admin

Harvard Business Review, Sales Executive Council, Activity of B2B salespeople, 2011.

Quality sales administration accelerates the time from contact to contract

OPERATE MORE EFFICIENTLY

The days are long gone when business-to-business salespeople were supported back in the office by a sales administrator. Advancing technology has meant that we can all operate more efficiently, more independently and more rapidly than before. Or at least that is what we are led to believe.

When Apple launched iOS 7, 200 million devices were upgraded in 5 days, making it the fastest software upgrade in history. Technology is getting faster and faster and we are all sold software and technology that we can upgrade and use ourselves … but can we update databases and are we always the best people to be doing that?

There is no doubt, advancing technology is truly remarkable and in a time when markets are increasingly competitive it is important to harness technology for competitive advantage. But, and it is a big BUT, technology alone will not increase your sales pipeline, no matter how convincing the salesperson was who sold the CRM software. 80% of databases fail because they are not updated on a daily basis by salespeople. The art of sales (personality) needs to be balanced with the science (process) of sales. Both high level skills are not found in the same person. Sales administration is a high value task and business-to-business companies, if they still have specific sales administrators, employ junior resources to do it.

What’s the answer?

GIVE YOUR SALESPEOPLE THE FREEDOM TO FOCUS THROUGH BEING SUPPORTED BY AN EXPERIENCED SALES ADMINISTRATOR THAT WILL:

Update

The database so that it is the company’s accurate address book, used by all

Operate

A bring forward system, giving the salespeople a gentle, human reminder of the tasks for that week

Research

New prospects and companies

Provide

A list of daily sales tasks so that no ball is dropped

Provide

A weekly update of your sales pipeline

Inform

You of new enquiries from the web

Respond

To requests for straight forward information from prospects

OPERATE MORE EFFICIENTLY

Published by the Harvard Business Review, a study by the Sales Executive Council examined the performance of business-to-business sales forces. The time management of 10,000 business-to-business salespeople in all major geographical markets and industries was studied over a five year period. It found that on average, 15% of a salesperson’s time was spent on admin.

When 15% of time was spent on sales rather than administration then there was a positive impact on sales. Additionally, where the pre-qualification was also taken away from the salesperson, sales pipelines expanded and sales increased significantly.

Database administration is always the last thing at best, it is done in the evening or the weekend when the salesperson should be recharging and resting. And it is a fact that doing the expenses will probably trump doing the database administration anyway. So lack of time for sales administration means that essential administration is not done, the pipeline becomes inaccurate and incomplete, the earliest sales contacts are poorly recorded or lost resulting in suboptimal or poor productivity – as the salesperson runs faster the individual will never have enough time to maximise opportunities and will always be playing catch-up. Align your resources where they are needed to increase the value of your sales pipeline (as more leads can be handled and administered) and invest in sales administration. A database is only as good as the person who enters the data. This is not a key strength of a successful salesperson.

‘Our sales have increased tenfold since we outsourced our database and sales administration to Emberson. We do not have the time to dedicate to this in-house.’

Ian McKay, Founder and Director, Cleansorb

8 KEY ESSENTIAL TASKS OF SALES AND DATABASE ADMINISTRATION:

1

Update

Updating the database daily so that it is the company’s accurate address book, used by all

2

Administer

Administer and manage a bring forward system, giving the salespeople a gentle, human reminder of the tasks for that week

3

Research

Research new prospects and companies

4

Pre-qualification

Pre-qualification of new leads and prospects

5

Provide

Provide a list of daily sales tasks so that no ball is dropped

6

Report

Report a weekly update of your sales pipeline that will go into square

7

Inform

Inform you of new enquires from the web

8

Respond

Respond to requestd for straight forward information from prospects

RECOMMENDATIONS

Identify
Identify all the locations where your customer and lead data is held

Map
Map out the ways in which customers first contact you

Monitor
Monitor the time per week spent on sales administration

Identify
Identify the value of the pipeline over the last 12 months

Measure
Measure the new sales performance over the last 12 months

Test
Test the quality of your lead prospect data

SUMMARY

Get ahead of the game

Harness your salesforce’s talent and support them with experienced sales administration. Dedicated and effective high quality sales support gets you ahead of the game and increases your sales productivity.

Emberson offers a free audit of your data locations and processes.

REGISTER YOUR INTEREST IN AN AUDIT HERE