- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
Digital and virtual business environment has accelerated non-physical sales.
This is even more pronounced in SaaS companies.
💡 Some smart companies SaaS or otherwise, innovating new ways of bringing sales revenue.
Let’s look at who else is doing active sales apart from traditional field-sales
✅ 1. Sales Development Reps (SDRs) or Inside Sales Reps (ISRs)
We know, such Reps already generate qualified leads for field sales
In some SaaS companies, Reps started taking the ownership for end-to-end sales. And doing so successfully
Guess what? these Reps cost significantly lower compared to field-sales. It means, greater margins for companies and higher incentives for Reps.
SaaS companies are increasingly changing the mix in the favour of SDRs Vs. Field-sales
In fact, some SaaS companies’ have higher sales quota assigned and achieved by SDRs
Also, digitally savvy B2B Buyers prefer engaging with sales virtually. This further blurs the SDR and Field-sales reps roles.
✔️ 2. Customer Success Specialists
As we know, customer success is a NEW sales channel
Such teams directly impact the retention, satisfaction and growth of customers
Culture, structure, training and incentives motivate team to transform every customer transaction into an interaction. Thus, building trust and relationships with customers
By elevating B2B Cx and customer-centric mind-set, team is able to improve customer life-time value (CLV) through cross-sell/up-sell opportunities
Also, this team is directly responsible for improving customer advocacy, improving referral business
💡 3. Selling is ALL employees’ business
Sales savvy companies realize that employees is one of the best sources for sales revenue
Such companies create programs, incentive plans for non-sales employees to bring in sales. And reward them accordingly
When ALL employees cutting across different functions are aware of Sales goals and appropriately incentivized, can lead to surprisingly new sources of revenue
And why should employees’ be limited to “referrals” for new hires, why not new customers?
#sales #salesmanagement #b2bsales #sdrs #fieldsales
