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Resource Management in Sales: 4 Ways to Ensure your Business Benefits

July 27, 2018 | By Greg Bailey

Technology is changing how businesses operate. To keep up with new customer expectations and a faster marketplace, companies of all sizes need to take advantage of the technology at their disposal or risk falling behind their competitors. A central area where technology can update and improve your processes is in your sales team.

A business with a goal of converting leads and increasing sales volume has plenty of technology available to them. There’s a whole world of social selling out there thanks to the emergence of social media platforms. Thanks to the cloud, CRM tools are now extremely advanced and can harvest great volumes of data to enable your sales team to understand their leads and customers even better.

Give resource management in sales the attention it deserves

However, one important aspect of this digital revolution is often overlooked: the sales resources your company has available. You might have the most impressive sales tools available to you, but if you don’t have the right people in the right positions to convert those sales opportunities into revenue then the tools you have could be rendered redundant.

Here are four ways that your organization can make the most of your sales resources and the technology you have at hand.

1. Know your sales strategy

To ensure that your sales team has the resources it needs, you need to fully understand and broadcast your sales strategy, your goals, and how you intend to ensure sales success. This requires a complete understanding of your organization’s products and/or services. More specifically, which of them provide the best return and how sales go about driving their growth. You should also know the level of productivity that is expected and what resources are needed to reach your targets. When looking at your sales strategy and the resources you need, you should consider market-specific variables such as economic climate, geography, and market lifecycle.

2. Understand the necessary sales roles

A sales role can vary a lot depending on what you are selling and who you are selling to. Your sales individuals who sell well and reach their targets in one area, for example, those working on new business sales, may not be as successful in a scenario where they are selling to long-term customers and clients. Or, instead of driving sales, team members may be more focused on customer service. So, it’s important to remember there are important distinctions to be made across your sales team personnel to ensure you put the right resources into the right positions.

3. Make the most of your resources

The next goal for your organization should be optimally deploying your resources.  For sales that comes down to placing the right people into the right roles. Whether you’re an SMB or a large multinational, making sure your resources are organized in a way that enables more efficient working will pay dividends when it comes to the employee engagement, sales numbers, customer retention, and, of course, a better bottom line.

4. Reward the top, improve the bottom and middle

When it comes to sales, you will have clear performance lines. The top performers should be rewarded for their success and those with room for improvement given the right support to do so. The top performers in your sales team often account for the majority of the revenue, so it’s important to keep those performers motivated. But while financial compensation is a primary motivator, it’s not the only one. Your salespeople want clear plans. They want to see the growth of your organization and to know that the organization will help them reach their targets. They want to understand the value in what they are selling and the value that you are placing in them. And this is not simply for the top performers. Giving all your sales team clearer instructions will help them see a path towards improving and reaching their goals.

Tempus Resource gives you better control

In such a people-focused, time-sensitive, and results-driven area of business, Tempus Resource can give sales managers more control over resource allocation and visibility.

A resource management solution like Tempus Resource will make your sales teams more productive and give you full operational control. Technology that works in real-time, which runs alongside and in conjunction with your business processes, means you can remain in control even when sudden changes or issues appear.

Tempus Resource is a digital resource management tool that not only helps allocate your employees to the right tasks but uses powerful algorithms to forecast the outcomes of possible scenarios. It’s an evolved RPM tool like this that will help you make risk-free, data-driven decisions and have a positive effect on your sales funnel. If your sales leaders and decision-makers have better control over their resources, it won’t only be projects bound for success, but everything connected and related to the sales process will improve.

To speak to us about Tempus Resource and how we can help your sales team, contact us today.

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