As the quarter draws to a close, you may find yourself in a familiar situation. Your forecast numbers are going down. Sales do not close on time. You feel a sense of dread. Reason? You likely won’t have enough insight into the validity of the deal to get the trades back on track at the right time.
If you don’t know which accounts are at risk, it’s hard to train your representatives on the right deals, weed out bad leads, and scale the sales process in a transparent and collaborative way.
So what should you do about it?
When you use Success Plans, your team creates joint action plans that give you better visibility into deals, so you can guide your team to winning more often.
Read below to find out how you can guide your team to close deals faster by:
- View the dashboard for a complete view of the validity of the transaction and mitigating risks
- Buyer engagement signals to ensure you are dealing with the right stakeholders to improve profit rates
- Quick start charts to simplify the sales process and improve onboarding moves
All existing outreach clients have access to Success Plans. You do not have awareness? request for proposal.
1. Get a complete view of the validity of the transaction and mitigate risk by viewing the dashboard
Have you ever based your sales forecast on a really big deal — just so you don’t get any close in time? Or worse yet, that it didn’t shut down at all? This happens when revenue leaders don’t have a clear view of all the deals in their pipeline. Nobody wants to be left in the dark and feel out of control.
When you use the dashboard view of Success Plans, you’ll see all your team’s deals at one glance. This gives you complete insight into the health of trades at both the micro and big picture level. Managers can now spend less time researching transaction details and instead understanding at-risk opportunities that require immediate attention.
“The big payoff for directors and actors alike is making plans in a very clear format. That way, the delegates see all the pieces that have to happen for the deal to go through. It helps them make sure they’re pushing the buttons, and the directors have to rest easy knowing that actors are pushing boundaries and leaning in. to drip.”
Tyler Fujichin, Director of Sales Enablement, Gravity Payments
So when you’re worried about that big deal going to or missing your expectations, now you can see if it’s on the right track, behind or at risk in your dashboard. From there, you can dig deeper into the plan to understand it Why Postpone the deal and work with your salesperson to get it back on track before it’s too late.
2. Help your team speed up deals and improve profit rates with buyer engagement signals
One of the biggest complaints we hear from sales leaders is that they don’t know where deals have left off. And when they ask their representatives, they get unclear answers.
Through Buyer Engagement signals, Sellers and Managers will be notified of who is viewing the Joint Business Plan, sharing it with others, or downloading content. This helps you understand what information buyers or customers are dealing with and how well they interact.
From there, you can ensure that your salesperson engages with the right stakeholders and offers suggestions to keep the deal moving forward.
“With greater clarity and focus, the Patriot Software team no longer loses track of what action to take alongside progressive deals, or has to rummage through spreadsheets, chats, and emails to see where things left off with the customer.”
Ryan Coppari, Revenue Operations at Patriot Software, Patriot Software
In the distant era, spotting these cues is crucial when your reps have less face-to-face time with potential clients. Buyer interaction signals help you decide which deals your representatives should and shouldn’t spend more time on. This way, you can direct your salesperson to focus on selling time with potential customers who have higher potential for closing.
For example, if you see that the buyer has not shared the joint business plan with the decision makers on the purchasing committee, or if none of the resources that the salesperson shared have opened, this clearly indicates that the buyer is not serious about or that they have already started working with other companies . Identifying the right signals helps actors focus their time and effort on the deals most likely to close.
3. Simplify the sales process with quick start schemes
With Success Plans, sales managers can standardize and define the sales process your team should follow with quick start blueprints. Charts give managers a model for achieving consistency with clearly defined steps and promoting best practices. These best practices make it easier for new employees on the team to get more active quickly. Knowing the steps to follow helps sales teams understand how to implement the entire deal and close it faster.
When the Director of Sales Empowerment Tyler Fujichin from Gravity Payments When he heard about the success plans, he immediately realized that it was the solution his team needed. The Success Plans feature allows the Gravity Payments team to create custom templates for popular sales brochures that they can easily replicate across different sectors. Now, rather than starting from scratch with each new customer, Tyler’s team builds on a consistent and repeatable process to execute deals faster.
Create joint action plans to help you win
At the end of the quarter, you want your team to finish strong. Success plans not only give you confidence in the correctness of the deal, but also help with overall business planning, budgeting, and risk management.
Ready to create your first outreach program success plan? All existing customers who have the opportunity enabled can access it.
Get started with Success Plans today