Overcoming Sales Team Gaps
Short on Salespeople?
You’re not alone. The challenge of finding skilled salespeople is a common issue today, with over 27,000 sales job postings on Indeed.com. When companies are trying to start a sales team or they’re looking for more people, marketing can create other ways to connect with customers. Additionally, these systems and processes can attract better sales candidates.
Invest in Sales Support Tools
Without a salesperson, many companies hesitate to invest in sales support tools. However, these tools are foundational to building an effective sales team. With numerous lead generation options available, it can be overwhelming to know where to start. Salespeople thrive on making sales, so having names, purchase history, brand awareness, and strong marketing tools helps them become productive faster. Here are some essential tools and strategies we recommend to our clients, regardless of their industry or size.
- Gather Customer Data
Implementing a Customer Relationship Management (CRM) system, or fully utilizing the one you already have, is the best investment of time, energy, and money when you don’t have a salesperson. A CRM system helps manage current transactions and contacts, providing an incoming salesperson with a valuable starting point. It also mitigates the risk of losing all your customer communications if a salesperson leaves.
- Leverage Digital Marketing
Utilize social media, email marketing, text messaging, and search engine optimization (SEO) to reach potential customers. Creating engaging content and running targeted ads can build brand awareness, helping an incoming sales professional hit the ground running.
- Optimize Your Website
Ensure your website is user-friendly, mobile-optimized, and has clear calls-to-action. An easy-to-navigate website with detailed product information can help convert visitors into customers and attract top salespeople to your company.
- Share Customer Success
Utilize testimonials, whitepapers, and case studies to demonstrate your value on your website and social media. Authentic feedback builds trust quickly and influences potential buyers. These stories also reassure potential salespeople that you have a product or service they can confidently promote.
By focusing on these strategies, you can effectively manage sales team shortages and continue to grow your business. Investing in the right tools and processes not only supports your current operations but also makes your company more attractive to skilled sales professionals.
About the Author: Jill Sauter
Jill is a big picture thinker and Co-Founder of Bench Strength Marketing. She sees things from a different angle and never forgets the goals of your organization.
