On our fifth episode of the Master of Sales Podcast, we had the honour of hosting Shrimay Mohanty. He is Experienced in Finance Buisness. Partner with a demonstrated history of working in the retail industry. He is currently part of a recur team. 

According to him it is very important to understand and listen to clients and what they want and then provide a solution. 

How do you motivate people to give their best performance? 

  • People should have their own drive to wake up every day and work towards it. 
  • It is important for the salesperson to be able to engage in the conversation and keep the conversation going. 
  • The sales leader has to empower and encourage the employees that the sales can be done. While salespeople must find significance in their profession, they must also believe that their supervisor and company value their efforts in order to stay motivated. 
  • Failures and rejections happen more frequently in sales than little and significant triumphs, it’s easier to dwell on them. Ask salespeople to keep track of everyday successes – even if it’s only the tiny things that made them happy, like a fantastic discussion with a customer – and send you a message about them. 
  • Encourage salespeople to be entrepreneurs by cultivating ideas to grow business. Give them the time, freedom and space to try their ideas. 
  • Anyone in the sales profession faces negative situations weekly, if not daily – rejection, anger, confusion. It’s difficult to rise above all the challenges and stay motivated day-in, day-out. 
  • Each salesperson is driven by a different set of motivations. Some people will prefer one benefit over another. Celebrate each milestone with them. 

What are the KPI’s that you track? 

Internal innovation teams are frequently entrusted with comparing their KPIs (key performance indicators) to their company’s quarterly or annual goals. The problem is that KPIs assess teams and business units based on their success (or lack thereof), are sluggish to adapt, and do not value learning and failure. 

KPIs (Key Performance Indicators) are indicators that show how well a company is meeting its objectives. Teams and business units are frequently judged on their ability to fulfil these goals. 

OKR (Objectives and Key Results): are metrics that show how well a company or team is fulfilling its goals. Objectives are statements about what a team wants to accomplish; they are designed to be bold and ambitious in order to push the team to new heights. The measurements taken to track the development of each target are known as key results. The goals are qualitative, but the essential outcomes are quantitative. Teams typically set OKRs more frequently to ensure that they remain flexible and adapt to change with shorter objective cycles. It is not a business metric it is more of a team game. It has become a trend. Team is structures based on the OKR metric. 

What’s your ideal sales process? 

A sales process is a blueprint for accomplishing sales goals and having sales reps replicate a desired level of performance. It lays out a step-by-step process that a salesman can follow to convert an early-stage lead into a new customer. Several different selling activities may be included in each step of the sales process. 

You make more money if you have a sales process. This is partially because it serves as a roadmap and guide for salespeople, ensuring that they don’t skip a critical stage in dealing with a client, and partly because it helps everyone else realise how likely you are to close a deal fast and efficiently. You need to understand everything about the product that you’re selling. Once you understand the product you’ll understand the niche, what’s your target audience, then prospect. Use tools that help you to get your prospect, to understand your target audience better. 

1. Planning and research Salespeople must be knowledgeable about their product, target clients, industry, and the distinct value that their brand offers. The rest of the sales process is built on the foundation of good preparation. 

2. The prospecting process It’s one thing to find customers. It’s another thing to find the appropriate people to work with. Potential clients can be found in a variety of places, including your CRM database, social media, industry events, and web searches. Your sales and marketing departments should agree on a perfect customer profile and use it to screen new clients. This allows your team to focus limited resources on the most valuable leads. 

3. Research: You’ve found a potential consumer through your research. However, you’ll need to perform some research to see if they really need what you’re selling. If they do, you must determine whether your firm is the greatest fit for them. 

4. Approach: This is the point where you get their attention. This is about identifying the correct point of contact, and finding a way to speak to them which makes them think you have something worth buying. Whether it’s offering a free sample, or posing questions that demonstrate your expertise, it’s about getting in front of someone. 

5. Pitch/Presentation: In this step of the sales cycle, you articulate the distinctive value your buyers will receive if they buy your product or service. You may do this by matching their requirements and desires to the features and benefits that your product offers. 

6. Closing This is typically the point at which the sale is completed, and all of your efforts are reflected in your company’s top-line revenue. This stage usually includes sending a proposal or an estimate for the customised solution you’re providing. 

7. Follow-up After the first transaction, the sales cycle continues. Customers who have paid for your services are excellent possibilities for your additional services. You may simply upsell and build repeat business by establishing strong customer relationships.