of sales report, reps spend only 28% of their week selling. The rest? Manual work, planning, maintaining deal records. Ideally, reps would spend more time with prospects and customers, but unless they have sales support to handle the 72% of non-direct-selling work, that face time won’t happen.
Learn how sales support can help free your sellers up to focus on relationships, turning your sales team into a closing powerhouse.
A new way to go from lead to close
harness crm data outside the crm with sales engagement, and engage buyers as they move across the web.
Engage buyers everywhere
what you’ll learn:
what is sales support?
5 functions of sales support
why is sales support important?
Benefits and risks of sales support
3 tools to support your sales team
what is sales support?
Sales support is a function or role that handles administrative tasks like maintaining customer records, managing sales leads, and answering customer queries. On some sales teams, this includes business development representatives (bdrs) and sales development representatives (sdrs). Above all, individuals in this role focus on streamlining the sales process for reps and enhancing customer relationships.
5 functions of sales support
simply put, the goal of support professionals is to make the sales team better at their jobs. People in support work tirelessly behind the scenes to provide the information and resources that enable sales representatives to focus on what they do best — selling. Here are some specific ways it can positively impact sales efforts:
1. Lead management: this involves tracking potential customers through the sales pipeline, and promptly following up on leads (with the help of automated technology). As an example, if a potential client shows interest in a product demo, sales support will book the demo and coordinate for a sales rep to take over the interaction.
Data management and analysis:
sales support teams maintain and organize customer data within crms. As an illustration, they might update customer contact information, record sales interactions, and track customer preferences. Crms with integrated data analysis functions can help identify sales trends and customer behavior patterns that are essential for strategic sales planning.