According to a study conducted by Becker’s Hospital Review, 77% of the patients do an online search to make any healthcare decision. And today’s audience is more dependent on social media websites and apps.

So, it becomes important to stay on top of digital marketing and keep your brand at the forefront of people’s mind.

In our last webinar, Kaushal Sharma, Social Media Lead at E & Y, talked about the best tips, tricks and tools for the healthcare industry to go global via digital marketing. He has laid out the entire roadmap to create an exceptional online patient experience with basic hacks like SEO, content marketing, display ads and many more.

Here’s the recording of his complete session. By the end of this session, you will have a ton of tactics that you can put into action right away.

 

As your business grows, both in terms of sales volume and sales employees, manually tracking your organization’s activities becomes nearly impossible. This method of doing business is time-consuming, brain-draining, and downright inefficient, which is why many sales organizations use CRM systems to prevent details from falling through the cracks.

Sales CRM - banner

Maybe you’re already using a CRM and are thinking of switching to another solution. Or maybe you’ve never used one before but are finding it harder to ignore the time- and money-saving benefits they promise your sales team.

In either case, it’s not just about finding the right CRM for the job. Much of your success will come from how you choose to implement it in your organization. Sales reps who don’t understand its purpose or how to use it or sales leaders who fail to leverage its most important features will not be able to get as much from the experience.

Take a look at our four best practices when bringing a new sales CRM system into the mix and how you can set up every sales rep for success:

Sales CRM - infographic

1. Get Buy-In from Management

CRM is only helpful if your people use it, but lack of support from company leaders can also cause your CRM strategy to collapse.

CRM isn’t just to help sales reps streamline their job. They’re the ones ultimately plugging in conversation data and tracking sales, but everyone else in your organization can ultimately benefit from the data you collect in the CRM.

Since company leaders drive the culture of the company, it’s essential to get their buy-in before adopting a sales CRM system. Their enthusiasm can create a ripple effect all the way down to your sales team and ensure that everyone is on board with the upgrade.

2. Appoint an In-House Expert

When you decide on a CRM solution, ideally you’ll have endless support from the provider. But it’s also beneficial to designate an in-house expert that others can do to for answers, training, and other resources at a moment’s notice.

This person should know every feature, function, benefit, and button of the CRM. They’ll be responsible for teaching others how to use the system, create processes, manage the system, and ensure a successful implementation. Ideally, this person will be someone who will be using the CRM and has an eye for detail.

3. Establish Clear Processes and Expectations

In addition to a resident expert, you should also have internal resources for guidance. Document your processes and best practices for using the CRM, from setting up a new user to establishing user privileges to creating workflows and other expectations.

Anyone using the sales CRM system should know what type of data to collect, the proper format for inputting data, and how to access data, as well as any repercussions for deviating from the protocol.

This is one of the most critical stages of implementation, as the CRM is only as good as the data stored inside. If you have a sales rep that isn’t documenting conversations or inputting lead information, then it’s going to be difficult for sales managers to generate accurate reports.

4. Plan the Rollout

Planning a rollout is no easy feat, as there are lots of moving parts and details that could derail a successful CRM adoption. Your in-house expert should take the lead on training your sales team and other users on the purpose of the CRM, how it works, and their responsibility to use it.

You should also be prepared for questions and rejections. Change is hard, and people usually don’t want to learn something new because they’re comfortable with the way things are. It’s essential to anticipate these feelings and respond accordingly so that one negative attitude doesn’t damage the optimism of another.

LeadSquared Makes Sales CRM Implementation Easy!

As you’re exploring sales CRM solutions, one of your biggest considerations should be how it fits within your existing sales ecosystem. Implementation will be critical to your organization’s success, especially when you factor in the time it will take reps to get comfortable with the new system and ramp up production.

LeadSquared’s intuitive, comprehensive sales CRM system takes much of the guesswork out of implementing CRM in your sales department. With easy-to-follow workflows, customization, and ongoing support, reps can spend less time learning and guessing and more time selling and building relationships with your customers.

See LeadSquared sales CRM system in action with a free CRM demo and discover for yourself how it transforms the way you do business for the better.

No matter how good your product or service is, you always need a kick-ass sales team to keep the customers flowing. That is why a sales team is perhaps the most important aspect of any business. And, even the best salespeople need constant motivation. Which is why the ever-relevant question for most organizations is: “How to improve sales performance.

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The modern salesperson has a wide arsenal of advanced online tools to help him. From accessing his lead data to automated distribution, and smart forecasting, his work just keeps getting easier. Armed with the necessary information that these tools provide, his sales pitch also gets more refined.

5 Hacks to Improve Sales Performance

The abundant availability of data isn’t a guarantee that a business will achieve success, there are some key steps that a business owner/ sales leader will have to take to position their company properly to take advantage of the sales technology out there. So, let’s take a look at some tips on what a brand/business can do to improve sales performance.

1. Come Up with a Game/Sales Plan

Preparation is one of the key factors that will ultimately determine your team’s success. Your level of preparedness determines how you would fare against your competition. Considering that the world of business is becoming even more competitive by the day, your business needs to chart a plan that will guide it to achieving its set goals. There are a couple of things that a good sales plan should cover, and they are:

The objectives:

You need to first set clear objectives for your sales team. But, that’s not all. Your sales team should also be aware of these objectives so that they can plan their sales pipeline accordingly.

While setting targets for your team, ensure that they are realistic and achievable. Asking your sales team to hit unrealistic targets will only demotivate them in the end.

A Good Strategy: 

Now that you have planned what you want to achieve, the next part is executing it. It’s important to have a defined course of action that answers some of your critical questions.

For example, how to attract leads, how to convert these leads or even tools that may help you accelerate sales. You should ensure that your team is also aware of these changes, to increase transparency.

Improve sales performance - infographic

2.    Efficient Communication

Good and clear communication is the key to success. As a sales manager, it is your duty to ensure that your process is transparent and all communication is clear.

Have regular meetings and brainstorming sessions and take their input as well. You can also discuss important changes such as the company’s goals etc. This will create an environment of trust and mutual respect. And, this will directly boost their performance.

Not just internally, your communication with your leads and customers should also be coherent. Send occasional emails and newsletters, or invites to events and webinars. Nurtured leads always close faster. But, remember to keep your communication constant across all media.

3.    Keeping Track on KPIs

Measuring is key! You need to know how you are performing in order to know what works and what doesn’t. For that, you need to first identify your key performance indicators(KPIs). Here are some of the most important ones:

Conversion Rate:

This term is mentioned a lot in sales and this an indication of its importance. The conversion rate KPI is an indication of the number of leads that your team can translate to sales. The value is given in percentage and it shows the effectiveness of your team and product/services.

Monthly New Leads:

This metric shows the number of potential customers that your company can attract every month. Logically if this number is high it will mean that your sales team would have a lot of potential deals in the pipeline to close on and this could translate to higher sales numbers.

Average Conversion Rate:

This metric shows the amount of time it takes your team to get each lead from the beginning of the sales pipeline to the end (conversion). This is an important metric to track because it shows how effective the sales team is.

Customer Lifetime Value (CLV):

CLV is a number that shows your sales agent the value of the deals that they can close. This is a key data to have because it assists the sales rep to prioritize customers.

Average Cost Per Lead:

For a company to attract leads it takes a considerable amount of money to accomplish, whether it is money spent on adverts or other types of campaign. Taking in to account the cost of each lead helps you evaluate if the resources you are putting into a campaign is yielding good ROI.

For a company to attract leads it takes a considerable amount of money to accomplish, whether it is money spent on adverts or other types of campaign. Taking in to account the cost of each lead helps you evaluate if the resources you are putting into a campaign is yielding good ROI.

4. Employing Sales Intelligence

As previously highlighted, technology is the biggest disruptor in sales and the effectiveness of sales intelligence software is a testament to that. Sales intelligence involves data collected that assist a brand to understand potential leads. This information can be used to sift through a pool of leads to identify the more viable ones. Collection of sales intelligence is an invaluable process in sales that every business has to undertake.

5. Use of CRM Software

Now that you have laid down your company’s goals and strategies, a CRM software is what is required to assist you in executing them. as it will assist you not only keep track of KPIs but also collect sales intelligence and keeping an eye on your sales team.

Running a sales organization is a lot more complicated than fielding calls, sitting at a desk, and answering emails. Effective sales leaders know that at the end of the day, it’s not necessarily about the number of calls or emails, but rather the quality of each interaction and how those activities translate into dollars.

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That’s why many organizations run a daily sales activity report. We’re going to dive deeper into what should be on your report to give you the most accurate picture of your sales department each day.

But first —

What is a Daily Sales Activity Report?

By definition, a daily sales activity report is a data-driven report that highlights specific metrics from a single day’s work. Think of it as a report card that shows you exactly what activities were performed in a day. Sales leaders use daily activity reports to monitor productivity, make predictions, and motivate performers, among other things.

It’s not enough to see a buzzy sales department and believe it’s generating revenue. They need proof of how each rep contributes to the company’s greater goals so they can make accurate forecasts and take action when the pieces just aren’t coming together.

Your daily sales report metrics will be unique to your organization, but here are four key components that most companies find valuable:

Daily sales activity report - infographic

1. Number of Prospects

The number of prospects refers to the total number of potential customers currently in your sales pipeline. This may be a combination of prospects who are actively considering your prospect, those who are about to close, and those who have recently reached out for more information.

You can even take this metric a step further by reviewing the number of hot, warm, and cold leads, the lead quality score, number of prospects by rep, and where each prospect is in the deal pipeline.

2. Deal Size

In most sales organizations, no two deals are created equal. You may have five customers on the hook for your lowest priced service, but another customer who’s interested in your most expensive service could be worth more than the other five combined.

In a daily sales activity report, the average deal size represents all the deals in your pipeline. Again, you may be able to dial in closer to figure out the average deal size of those most likely to close.

Looking at deal size on a daily basis can help you deliver accurate forecasts to the higher-ups, plus it may help you to identify trends or develop a strategy on how to proceed.

3. Closed Deals

Do you know how much revenue your sales department generates on a daily basis? Using a daily sales report can help you know with certainty.

The report should show you at a glance how many deals were closed that day, their average worth, and the total amount of revenue they generated for the company. Many organizations have daily sales goals they need to meet to stay viable in the marketplace, and adding this metric to your sales report can give you direct insight into whether or not you’re meeting this goal.

4. Sales Rep Productivity

Not all reps are created equal, either, and you can tell a lot about a rep’s performance and work ethic in a daily sales report.

If a rep struggles to meet their sales quota, their productivity compared to other reps could be to blame. Are they making the same number of calls as an average producer? Are they sending the same number of emails or have worked with the same number of prospects?

If their productivity metrics are lower than a successful sales rep, then you know they’re simply not doing enough to bring their numbers up. However, if their numbers are higher than the organization average, it could be that the quality of their efforts is suffering. If they’re nearly equal with an average sales rep but their sales just don’t reflect the amount of work they put into it, leaders may need to investigate where they’re missing opportunities to close more deals.

A daily sales activity report shouldn’t be used as a tool to spy or micromanage, but it can be a helpful piece of data that reveals coaching opportunities to help your rep (and entire organization) perform better.

Customize Your Daily Sales Activity Report with LeadSquared!

Do you review a daily sales activity report? If not, then you already know the benefits of making it a daily habit. And if you are, now you know exactly what you should be looking for and why it matters!

LeadSquared makes it easy to customize and generate daily sales activity reports with just a few clicks. You get to see the information that matters most to you and tune out the rest that can create confusion and complexities.

Learn how to create customized reports with LeadSquared by scheduling a free demo today!

Sales funnel is the most fundamental model that details the process by which prospects become customers. It may sound simple. But converting casual leads to loyal customers is never easy. 

There are several phases involved between lead acquisition and final conversion. If you try to visualize the lead-to-customer journey, it forms a funnel and hence the name. While managing the sales funnel may sound dreary, it is possible to automate this journey through sales funnel software

Sales funnel Software

Before we talk about software solutions that automate the sales funnel, a quick look into the basics. 

What is a sales funnel?

Sales funnel describes the journey involved in converting prospects into customers. A sales funnel does this by guiding visitors to take steps that would eventually lead to your sales. In general, there are five main stages of a sales funnel – awareness, attraction, interest, purchase, and delight. 

These stages map a prospect’s current relationship status with your brand. For instance, the awareness stage indicates that the lead has just come to know about your brand and hasn’t made any purchase yet. By sending attractive offers on your products/services, you can move them down the funnel into the attraction and interest phase, and so on. 

Now, imagine having thousands of inquiries every day. Out of these, some are highly qualified leads, and others are casual inquiries. That said, some will convert sooner while others might require nurturing. 

Identifying these attributes and nurturing them one by one can be tedious. That’s where sales funnel software comes into the picture. 

What is sales funnel software?

The term sales funnel software usually refers to platforms that help businesses automate the movement of the prospect down the buying path, with assets such as landing pages, nurturing emails, application forms, and payment gateways among others. It is a digital tool or a collection of tools, that automates the customer acquisition process from the time you capture lead to conversion and beyond. Generally, organizations use CRM (Customer Relationship Management) software for sales funnel management and automating their sales process. 

sales funnel for managers

You see, there is a whole range of software that promises to help you with your sales funnel. All of them say the same thing: help you win customers. How do you know which one will work for you? 

The right software will surely help you run your business smoothly. But finding the one that perfectly fits your business can be tough. 

Don’t worry. We have simplified this for you. Following are the features to look for in a sales funnel software.

Features of a good sales funnel software

Sales funnel software: key features

1. CRM software features

Customer relationship software helps you to move your leads down the funnel. A CRM system manages your customers as well as sales leads in one place. 

The CRM system helps with lead capture, list segmentation, lead scoring, lead prioritization, and distribution. You can also assign leads to your sales reps for follow-up/nurturing based on their expertise and availability. This way, you can manage your sales team with the software and ensure that all your sales reps complete their tasks on time. For instance, if you want to send an email campaign to a selected few, you can send it to your targeted lists depending on their interest or lead scores.

In a nutshell, it takes care of your sales funnel and helps you and your team focus on one goal – making sales. Most of the time, CRM software serves the purpose of sales funnel software. 

2. Integration with other business tools

Sometimes, you may already be using a tool for a part of your business. You may not want to buy new software and replace the old one altogether. Instead, you would like to have these tools work together. 

However, it is not enough for the sales funnel software to be capable of integrating with these tools. It should be compatible with it. This way, you can have all your favorite tools in one place instead of worrying about replacing any of them. 

3. In-built email marketing tools

Emails are the most preferred way of communicating with customers. Almost 90% of sales and marketing people use emails for communication and promotion. The ROI (Return on Investment) from emails equals $32 for every dollar spent.

Email is, therefore, one of the most important features a sales funnel software could have. It should allow you to customize and send intelligent and personalized email campaigns to your leads. A good sales funnel software should have email options such as a call to action, popup options, auto-responder, automated follow-up, trigger/activity based emails, list segmentation, drip emails, one-on-one emails with tracking, tracking itself, split testing, and deep analytics.

Sales funnel software - email

Your software should also allow you to personalize your emails. 

For example, a lead that contacts you via email as late as 3 AM, will probably not expect any reply. But with the help of an email marketing tool, you can send an automated response that also addresses the customer query. 

This gesture will certainly impart a positive impression on your lead. It will also increase the likelihood of the prospect converting into your customer. 

4. Mobile functionality

Everything is mobile these days. And so should your sales funnel software. You should be able to access it from wherever you are, through your smartphone. Choose the software that has a mobile app as well. Also, make sure that all your activities, whether on a mobile phone or a PC, can be synced.

Also read:

5. Easy to use and setup

Look out for the sales funnel software that resolves most (if not all) of your sales and marketing challenges. 

Let us take an example. Lead generation is one of the most pressing and recurring challenges of salespeople. Simple lead gen tasks, such as creating a landing page, can look daunting, especially if you are not familiar with HTML and other web basics. Moreover, for every small change, you will have to go to your design team.

In such situations, having software that helps you create landing pages in moments can be a boon. Fortunately, sales funnel software lets you create beautiful landing pages in minutes. 

The landing page builder is only one of the many features of sales funnel software. There can be many more useful features and tools within. 

However, you need to check if the software is easy to use or not. After all, what’s the use of having tons of features when using the interface is a hassle. 

Which is the best sales funnel software out there? 

There are lots of sales funnel software available in the market. Also, you must be continuously bombarded with ads for such tools most of the time. But you can cut through that noise by focusing on the ones that have the above features. 

To quote an example, LeadSquared Sales Execution CRM, with its no-code workflow automation, lets you create automated sales funnels as per your business logic. It also supports landing page builders, marketing automation, email automation, and more to build a complete customer journey – from lead to customers and beyond. 

Prior to LeadSquared, tracking the leads and the process through excel sheets was a difficult task. Since the lead disposal was not on time, the lead leakage was 80%. Now that we are using LeadSquared, we have been able to reduce the lead leakage by 70%. All these statistics have finally resulted in improving the sales funnel and increasing the visit to booking percentage by 20% month-on-month.

Shrung Mehta, Tenant Acquisition Head of NestAway

But remember that while a sales funnel software can be super useful, you must take the first step for getting new visitors/your target audience to visit your website. It is only then that a sales funnel can do its job. That is, help convert visitors to long-term customers and referrals!


FAQs

What is the best sales funnel software?

There are several software solutions available for managing your sales funnel. But if your goal is an end to end sales process management, then CRM software is the best option. 

How do I create a sales funnel?

To build a sales funnel, first, understand your audience persona. Based on this information, create attractive ad copies, web content, and a landing page to capture the details (email id, mobile number, etc.) of the leads interested in your products or services. Then, qualify the leads and pass them to your salespeople for follow-up or nurturing until they become your customer. You can also automate this journey through CRM software

The modern business landscape has become increasingly dependent on mobile technologies. But, considering the fact that we are in a digital age, this is rather unsurprising. Sales being an important function of every business is also looking to go mobile. Field teams are being armed with a mobile sales tool to help them sell better on the go.

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Essential Features of a Mobile Sale Tool

A mobile sales tool in the most basic sense is a mobile application specifically developed to facilitate the sales process. It enables sales professionals to manage deals from their tablet or smartphones whenever and wherever they need to.

Now, there are a plethora of mobile apps that serve this purpose for sales professionals. However, not every app out there is well equipped and integrated with the optimal features that can sufficiently cater to the various needs of a sales team. With this in mind, below are 7 of the essential features your mobile sales tool should have

1. Usability

It is important for a mobile sales app to be user-friendly, scalable and versatile to accelerate its adoption by users. The easier it is to use the application, the more helpful it will be for the sales agents. The application should be interactive and intuitive.

A mobile sales app that is not interactive may greatly affect the sales pitch of your agent. This will, in turn, affect performance and productivity. You should also ensure that your mobile sales tool is cross-platform, in other words, it should be compatible with a range of mobile devices and operating systems to ensure that it will work smoothly on any device it is installed on.

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2. Security

It goes without saying that any mobile sales app you use should be well-secured and safeguarded to protect against data breaches which could lead to the loss of valuable and sensitive information, especially information containing the personal data of customers. To guarantee the security of your data, check to ensure that the application has a proper security feature in place including encryption, recovery tools, protected access, automatic software updates and so on.

3. Customization and personalization

A mobile sales app should be designed in such a way that its users would be able to easily personalize and customize the features of the app to suit their personal preferences and individual sale processes. To illustrate, your sales app should have a structure that offers you a personalized catalog where you can add any products you want. It should also allow you to personalize certain functions of the tool like your login credentials, profile image, language settings and other bits of additional information.

4. Geolocation

A good mobile sales app should have a geolocation feature. This will help your agents to easily navigate to their next meeting location. Also, this will allow the app to understand the distance that the agent travels through the day. It can help them sign in to the meeting from the location and fence wrong entries.

Additionally, a geolocation report can help you get a 360 view into your agents’ day. You can know the number of meetings they complete and if they have actually done what they claim to.

5. Intuitive dashboard

Mobile sales tool - reports

Every sales app should have an easily navigable layout with an intuitive dashboard from where salespersons can efficiently manage their sales operations. The statistics and analytics dashboard will show the sales performance per salesperson and for the business as a whole within any given period of time. The dashboard also facilitates the analysis and display of such data in a strategic manner to help in the proper management of performance data in the decision-making process.

6. Integration

It is very important for your mobile app to integrate to your other sales tools as well. It should be in constant sync with your main CRM so that all the data is readily available.

You may also be using other tools for your email and SMS needs. Hence, it is important that these apps get synced with your mobile sales tool as well. Not only does this promise you a seamless experience, but you can also increase the productivity of your field agents.

7. Online and offline synchronization

Mobile sales tool - offline

Lastly, you should be able to use your mobile sales app with or without an internet connection. There may be times when your sales app is in an area with poor internet connectivity. In such cases, they may end up losing leads or lose track of your progress. In some cases, it can even prevent you from closing sales.

Thus, having an application that will not be affected by service problems and is capable of working offline just as well as it can when online, is of the essence.

Conclusion

Mobile sales applications have been designed to simplify sales and marketing operations for a more effective collection and analysis of information as well as better task management. These apps are fast becoming indispensable and soon enough, every sales agent, marketer, and promoter will have no choice but to utilize them in their marketing plans.

The aforementioned features are the most essential ones that a good sales tool should have. Not only does this empower your field sales team, but it also increases their accountability.

If you are looking for a mobile sales app that meets these requirements and more, look no further than LeadSquared. This is the ideal mobile app for sales and it can be quite useful to marketing and executive teams as well. The LeadSquared mobile app is supported on both Android and iOS platforms. Download this intuitive mobile sales tool today to take your business to another level.