Building an effective sales engine

A sales engine is the driving force of every business. An effective system streamlines every aspect of sales performance management (SPM) – from lead generation to projecting revenue. A company should be a finely-tuned machine that can handle any task without hiccups. 

The main purpose of every sales engine is to motivate agents to sell high volumes of goods or services. Managers should integrate their common practices to ensure that their employees have the necessary tools to close major deals and find new clients. Additionally, new software has made it easier to create a sales engine that can push a vendor to great heights. 

Mix marketing and sales
Marketing and sales departments should always work together to maximize the potential of future campaigns. Agents understand who comprises their enterprise’s customer base and can help develop advertisements that appeal to consumers who share similar traits. Market research is an important aspect of finding potential buyers, especially in an uncertain economic climate when most people are working with limited budgets. 

Supervisors can base sales compensation plans around lead conversion rates to ensure that employees from different fields are combining their efforts. Rewards and commissions provide ample motivation to representatives who have to try new tactics. 

Selling Power Magazine writes that integrating marketing and sales helps build a more efficient sales engine. Teamwork reduces the amount of time it takes for salespeople to follow up on leads generated by marketers and increases the likelihood of a successful deal. 

Introduce new technology
New technology has simplified every aspect of business, and sales is no different. Managers can implement applications that streamline data management and help employees monitor their own performances. Software can instantly update sales databases so that agents can see if they’re on pace to meet regular quotas and earn their sales incentives

Selling Power Magazine also notes that many vendors aren’t stopping at simply installing new software – they’re also using their programs to turn sales in a game. “Gamification” makes sales even more competitive than it already is by pitting co-workers against each other for the top spot in the rankings. These professional competitions are more interactive than workers simply updating their monthly logs whenever they close a new deal, and is intended to create additional motivation for representatives to increase sales.