With this week’s announcement of a professional league for Esports, it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Closing the deal involves a playbook of emails, phone calls, social outreach, or, gasp, in-person meetings. Just as sports has been “Moneyball-ed“, sales is being scrutinized in new ways to arbitrage the best people and tools.
Who are the sales MVPs?
The hallmark of most great sales executives is their relentless drive to do their job better. Better ideas, streamlined workflows, obsessive measurement and attention to key success factors, all enabled by ever more apps in the pursuit of bigger deals.
Do you have the right equipment?
Weight training, cardio, specialized trainers, customized eating plans, even the sports psychologist all come together to improve an athlete’s performance. While personalized communication is the MVP of the sales cycle, how can one athlete do it all? Frequently, sales teams bring apps on board to improve their performance. Top sales teams use an average of 5 apps, many use more. Sending emails, making calls, doing the follow-up, logging data, scheduling meetings, sharing slide decks — each of these tasks comes with its related app.
Do the offensive line and the special teams coach get along?
Each app comes at an additional cost, and with its own learning curve, set-up and maintenance burdens. Additionally, once your team brings more than one app on board, you have to worry about the attendant risks of redundancy, lack of interaction, inability to on-board everyone and the cost and time associated with monitoring the connections, maintaining the updates and reviewing the analytics.
Are the players worn out from overtraining?
Multiple apps also take a human toll. Studies show multitasking drains the brain’s energy reserves and increases anxiety. Each new interruption increases the amount of time it takes to return to the task. More interruptions also mean more mistakes and the attendant cost of re-work.
A lot of games turn on transition. Successful executives know time is everything. Not timing. Time. How long does it take to close a deal gets broken down into its component parts: how long each call takes, how many calls are required to close, how fast can we send emails and how do we do it faster next time? If a salesperson has to switch apps or platforms between each of these tasks, it can add up. A lot of time can be lost switching between apps.
How are your stats?
Are you a closer? A rainmaker? You only get there by automating repetitive tasks, and integrating your selling tools so that you only need a single interface. Empower every salesperson to connect in a personalized way with each prospect while simultaneously being as productive as possible. Platforms that give the athlete the tools they need all in one place make for a smoother more error-free workflow. So you’ll have more time to make those all-important fantasy player picks.
This week’s post is by guest author Jill Carpenter, VP of Marketing for Cirrus Insight. Professionals use Cirrus Insight for email tracking, email templates, drip campaigns, follow-up reminders, and meeting scheduling. Designed with real-time analytics, and powered by Cirrus Insight, Attach.io empowers users to track what happens once they have shared a document.