Salesforce’s State of Sales report contained the following findings: (1) the number of Inside Sales Reps, around the world, increased by 7% since 2015; (2) Sales Reps are spending significantly more time in front of a screen; and (3) yet, they only spend 32% of their daily time selling – the rest of their time is spent on (A) looking up information; (B) planning which leads to contact next; or, (C) closing tasks by wading through multiple systems. Ouch!! On average, the report finds that Inside Sales Reps use six different tools to do their job thereby, negatively impacting their ability to close new businesses. This has to change!!
High Velocity Sales
Salesforce High Velocity Sales at the rescue! It is a set of tools that automatically prioritize leads, based on the probability of its conversion, using Einstein lead scoring. The High Velocity Sales includes tools such as Einstein Lead Scoring, Sales Cadences, Work Queues, Lightning Email and Lightning Dialer (at an extra cost). Each of the above features makes the Inside Sales Reps more productive and efficient thereby, helping them to reach out to more leads in less amount of time.
Advantages of using High Velocity Sales, as an outreach tool, includes:
- Speedy conversions by removing potential choke points or leakages.
- Consistency set of specific and common procedures for reps to follow.
- Monitoring and tracking the best activities for each lead.
- Reviewing real-time rep progress on important KPIs.
- Demonstrating the effectiveness of different prospecting initiatives.
Before going ahead, let us discuss the Sales Cadence.
What is Sales Cadence?
Acquiring leads is an important step in any marketing effort. Once Inside Sales Teams have a list of leads, they are ready to undertake outreach. But, wait! Let us take a step back and ponder following questions as a preamble to understanding Sales Cadence: (1) How often do you want your reps to reach out to leads? (2) How would you like them to reach out to lead – using call or email? (2) How do you want to capture call disposition? (3) etcetera. Read the rest of this entry!