Sales Accelerators are one of the most powerful sales tools available to salespeople. When appropriately used, accelerators can be one of the best investments you can make in your sales process.
Accelerators come in many different shapes and sizes, but they all work on similar principles: giving salespeople access to information to help them close more deals. The question is not "should I use an accelerator?" but rather "which type should I use?"
This article will explore the types of accelerators, how they are used effectively, and why some are better than others for specific situations.
Some accelerators help salespeople find leads, sell more effectively, and close deals. While accelerators vary in their function and form, they all have a similar goal: expanding salespeople's access to information that will help them close more deals.
There are three primary types of accelerators: Lead Generators, Sales Intelligence tools, and Pipeline Management Tools. Each type serves a different purpose for your sales process and sales teams' needs.
Knowing how each works is essential to select the right one for your business,is essential Knowing given its size and goals. Here we go over what these specific types do:
Lead generators work by giving salespeople instant access to new prospects that fit their ideal customer profile (or "ICP" - ICP stands for Ideal Customer Profile).
By automatically finding and providing sales leads matching a company's specific criteria, lead generators help salespeople focus on selling rather than prospecting.
Because all the legwork is done for them, sales reps can spend more time talking to qualified prospects and less time sorting through irrelevant data.
Sales intelligence tools give salespeople critical information about their customers, including what companies they work for, what products they sell, how much money they've made in past transactions, and so on.
Armed with this valuable insight, salespeople can tailor their pitches and product demonstrations specifically to each customer's needs - increasing the chances of making a sale.
Pipeline management tools track deals from beginning to end and help sales teams stay organized by allowing them to see at-a-glance where contracts are in the sales process.
With this information at their fingertips, salespeople can quickly identify roadblocks and work together to get stalled deals back on track.
Bonus: A bonus is a financial incentive offered to salespeople that encourages them to sell a particular product or service more quickly.
The most common type of bonus is a commission accelerator, which pays out a percentage of the sales price after a certain number of sales are made within a given period.
Award: An award is an incentive offered to salespeople as a reward for meeting or exceeding sales goals. Awards often take the form of trips, gift cards, and other types of prizes that can be used by sales reps for personal use or business operations.
Discount: A discount is any type of reduction in price from list value offered to customers who purchase one or more products at a single time.
It's also common among many retailers to offer discounts on their products during slow periods such as late-night hours, early morning "happy hour,” etc.
The goal is to draw in new shoppers who might otherwise not have been interested in shopping during those times and encourage sales reps and store employees to work more quickly.
Accelerators are one of the best sales tools available to sales reps. Like any other sales tool, there is a correct way and an incorrect way to use each type - which means it's up to you (or your sales manager) to select the right accelerator for your business needs.
The most popular accelerators include Inside Sales Call Recording Software, CRM List Management Tools, Email Templates & Autoresponders, Business Negotiation Processes. How to use sales acceleration tools?
These tools will not only save you a significant amount of time every week, but they can produce better results as well. Organizations with tightly aligned sales and marketing teams have seen 38% higher sales win rates.
The best way to think about these tools is this: what would your job be like if sales were effortless for you because all the information was at your fingertips whenever it's needed most? You'd have an advantage over everyone else.
Inside Sales Call Recording Software: These systems let salespeople record their calls with customers so they can replay them later and identify opportunities where they could have handled things better or said something more effectively.
To get even greater value from call recording software, many companies transcribe recorded conversations into a text form that can be searched using keywords at a future date by anyone in the company who might benefit from that information.
Here we offer WhisperSign as Inside Sales Call Recording Software, which does just that.
CRM List Management Tools: These tools manage salespeople's contacts and relationships with their customers in a CRM system by automatically updating existing records or adding new ones as they interact via phone calls or email exchanges.
To get even more from your sales automation tool, you can use it to monitor lead quality - ensuring sales reps are talking to the right people at each stage of the sales process, so they aren't wasting time on leads who have no chance of buying what they're selling.
Email Templates & Autoresponders: Email templates help sales teams save time sending personalized emails to prospective buyers. All salespeople need is a template filled out once, then everybody uses it for future sales communications.
Autoresponders are even more helpful because they allow sales reps to create a series of automated messages sent over time to new and existing customers.
LinkedIn Lead Generation Tools: LinkedIn, lead generation tools, help salespeople quickly identify potential leads among their LinkedIn connections.
Sales Navigator, for example, is a tool that helps sales reps find the right people to sell to by providing insights about their professional backgrounds, interests, and contact information.
There are many different types of accelerators on the market - from lead generators to pipeline management tools - so it's essential to select the ones that will work best for your business needs.
It is essential to know how each type works to use them effectively and increase sales productivity.
An accelerator in sales commissions is an incentive offered to salespeople to sell a particular product or service more quickly.
The most common type of accelerator is a bonus, which is typically paid out after a certain number of sales are made within a given period. Other accelerators include awards (such as trips or gift cards) and discounts on products or services.
Accelerators can be highly effective at motivating sales teams to sell more quickly, but they should not be used indiscriminately - only products and services that are critical to the business’s success should have an accelerator associated with them.
When used correctly, accelerators can help sales reps close deals faster and increase overall sales productivity.
There are many different accelerators on the market, each with its own set of benefits and drawbacks. To get the most out of sales acceleration tools, it's essential to be familiar with how they work.
Some of the benefits of using sales accelerators include:
When used correctly, accelerators can help sales teams close deals faster and increase overall sales productivity. They are an essential tool for businesses looking to boost their sales performance.
The best sales acceleration tools have a strong ROI because they provide sales teams with actionable data that helps them close deals faster, increase sales productivity, and generate positive results for their company as a whole.
- Lead generators: These types of sales acceleration tools help sales reps identify potential customers by providing insights about professional backgrounds, interests, contact information, etc.
Which enables them to reach out immediately instead of waiting until later in the buying process when it might be too late.
- Pipeline management software: This type of tool is beneficial because it provides insight into every stage of your pipeline - from new leads through to closed sales - so sales reps can keep track of their progress and make necessary adjustments along the way.
- Sales coaching: Coaching helps salespeople improve their skills and become more effective at sales. It can also help them understand what is working well for them and what needs to be changed to achieve better results.
When selecting sales acceleration tools, it's essential to consider the specific needs of your business.
The most effective accelerators provide sales teams with actionable data that helps them close deals faster, increase sales productivity, and generate positive results for their company as a whole.
Different accelerators provide insight into every stage of your pipeline.
Sales coaching helps salespeople improve their skills and become more effective at sales while understanding what is working well for them and needs to be changed to achieve better results.
Selecting accelerator tools, it's crucial considering the specific needs of your business. While some require significant investment, using them can cost companies on budget exceptionally if not correctly designed with false positives/negatives leading reps in the wrong direction.
- Cost: Not all sales acceleration tools are free - some require a significant investment to use. This can be a downside for businesses that are on a tight budget.
- Time commitment: To get the most out of accelerators, sales reps need to be willing to invest time in learning how they work and using them effectively.
- Difficulty understanding data: Some sales organizations have trouble using the information provided by sales acceleration tools because they don't understand it or cannot implement it properly due to company culture issues, lack of training, etc.
This can lead them to disregard critical insights that could help boost their sales productivity and close more deals in less time.
- False positives/negatives: Accelerators must be carefully designed not to provide misleading results.
For example, if an accelerator says one person is qualified when they aren't or vice versa (no business wants two sales reps contacting the unqualified lead).
If misused, sales acceleration tools can generate false results that lead sales reps in the wrong direction and cost their companies a lot of money.
No, you don't need a sales acceleration team. However, if you want to use accelerators effectively and achieve better results for your business, it's essential to be familiar with how they work.
Having at least one person on your team knowledgeable about sales acceleration tools and can help other sales reps make the most of them is essential for success.
Sales teams with a sales intelligence solution integrated with their CRM system have seen quota attainment increase by 36%
Many sales acceleration tools are available for individual sales reps to use on their own. However, if your sales organization is more significant or you have a lot of sales reps who need access to these types of tools.
It might make more sense to invest in an internal sales acceleration team that can handle the technology and keep everyone up-to-date with training so they can get the most out of sales accelerators.
Yes, sales acceleration tools are essential to help sales reps achieve better results for their companies.
Sales acceleration tools are worth the investment for businesses that want to increase sales productivity and results.
When used correctly, knows accelerators can help sales teams close deals faster and generate positive results for companies as a whole. They provide critical data that helps them make adjustments along the way.