On our seventh episode of the Master of Sales Podcast, we had the honour of hosting Nitin Vinayachandran. Nitin is the Head of sales at Lumos Labs. He has spent eleven years in sales. He has worked across financial services, recruitment portals, innovation management companies, identity and access management companies. Nitin is known for his sales consistency. 

What motivates you to meet new customers? 

Definitely meeting new people, and make sure to make a different in their lives. Understanding if a particular feature is applicable to a particular person, so that it appeals to him. It’s basically the kick of identifying the whole process and taking the solution to the costumer. The desire to demonstrate outcomes is even more critical when it comes to sales employment. Your income may be contingent on your ability to close a sale, but your employer’s bottom line unquestionably requires you to do so. Make an effort to link your motivation to your sales targets. 

Nitin’s leadership style is showing them the way of doing things and it is important to give feedback and take feedback. Give them examples and give them space to be free so that they can give their output and criticize etc. All of those elements, as well as several others, are influenced by your company’s sales culture. The quality of your sales culture determines how much your salespeople sell, how productive they are, and how long they stay with your organisation. 

It’s critical to foster a sales culture in which salespeople interact and freely share tips and strategies. 

A great manager pays attention to their employees and, more importantly, responds to their suggestions. Even if sales managers are unable to complete all tasks, demonstrating effort will earn them a great deal of respect. 

It’s a two-way street when it comes to building trust. If you can show your staff that you trust them, they will be more likely to do the same. Sales managers should avoid micromanaging unless a certain salesperson is suffering and requires extra attention. 

What are the specific KPI’s that you track? 

Knowing how to measure a KPI begins with establishing defined objectives. A startup is more likely to be interested in tracking how many new consumers are attracted to the business than a publicly traded corporation, which may be more concerned with tracking share price and profit. 

KPIs can be financial, including net profit (or the bottom line, gross profit margin), revenues minus certain expenses, or the current ratio (liquidity and cash availability). 

It’s also critical to set goals that are attainable. Setting aggressive expectations that can skew results away from cohesive strategy is not what KPIs are for. 

What are the tools what are used for tech sales? 

  • SalezShark is a cloud-based CRM software that includes sales force and marketing automation tools that aid in automated lead management by automatically retrieving prospect data from customer networks dispersed across many social media platforms. 
  • Google Analytics is a tool that allows you to track.This is the one we’ve all heard about, and most digital marketers should be aware of its capabilities. Google even provides a free course to assist you in learning it (or you could let Accelerate Agency do the work for you).It offers extensive analytics for real-time website information, such as who your visitors are and which sites they like to spend time on. Users can also set goals to track conversions, improve their ecommerce offerings, and learn more about their customers. 
  • Realizing that your spreadsheets are connected to the internet—which means they can conduct work for you online—is one of the most significant “Aha” moments you’ll have with Sheets. Google Sheets can import data from other websites (which we’ll look at later), and it also contains a form tool, Google Forms, that allows you to collect data and save it directly to your spreadsheet. 

What skills have given the desired results? 

 Any salesperson’s ability to positively engage others, develop long-term connections, and form mutually beneficial networks will come in handy on a regular basis. Relationship-building abilities help a salesperson to complete duties more quickly and make better-informed decisions, from visiting clients and getting recommendations to requesting advice and accomplishing team goals. Building relationships needs trust, rapport, and a genuine desire to assist others. Don’t assume it’s simply a load of fluff since connection-building leads to relationship selling. 

Not just in nature, but also in the world of sales, adaptability is a survival technique. The tools have evolved, as have the demographics of the customers. There are new ways to engage with people. To reach to their destinations, smart salespeople understand that they must navigate the currents of change. 

Sales are changing, and sellers who refuse to abandon outdated techniques will be left behind. To thrive in the business landscapes of the future, salespeople must embrace change and be open to learn new ways of doing things.