No, we’re not talking about hitting the gym- we’re talking about giving your sales plan a workout!
What better way to kickstart 2021, than with a refresh of your sales tools, training, and content plan. Check out our 6 tips to get in shape for the new year:
1. Reflect and Refocus
To say 2020 was unusual is an understatement. So spend some time reflecting on what was achieved over the past year and what didn’t quite go to plan. Ask your team:
- How they found the adjustment to remote working?
- If their prospects have changed from 2019 to 2020?
- Whether their clients are facing different challenges to this time last year?
- If they feel confident pitching 3CX as a smart working solution?
Their answers will help to inform your activity plan for the next year. For example, if the prospects you are engaging with have changed in size, demographic, or sector you will need to adjust your marketing funnels and buyer personas to focus on these new needs. Similarly, if you know your staff are struggling with remote working, you can plan a training session to make them more comfortable.
Also, consider your 3CX partner status. Whether you reached your target or not, let us know what your aspirations are for the year ahead. Give your channel manager a call and see how you can work together on a business plan for 2021.
2. Forecast, Forecast, Forecast
If you want to hit those partner targets, you need to get in the habit of forecasting. Forecasting enables you to understand what your pipeline looks like and crucially, whether you’ll reach your sales goals for the year. Don’t leave it to chance!
Start by tallying up the license renewals and maintenance due across the entire year and make you sure know exactly when to expect it. Then add prospective deals that you’re working on with a high chance of success.
From there you’ll easily be able to see if there is gaps between where your forecast expects you to be and your annual target, so you can work with your 3CX channel manager to plug them.
3. Dedicate Time to Marketing
If you’re running a small business, marketing is often the first thing to fall by the wayside. But as the most effective and most sales tool you have at your disposal (70% of buying decisions are made before talking to a rep), it’s well worth the investment.
The good news is that you don’t need a full marketing team to perform well online. By setting aside just two or three hours a week, you’ll have time to keep your website and social media channels up to date and post insightful content that attracts customers. They say it takes three weeks to form a new habit, so start yours in time for the new year!
4. Establish a Regular Workout Routine
With any fitness regime, consistency is key to success. And for your sales team, success depends on their knowledge of 3CX, the market, and their confidence with clients.
Set up a regular training session for your team to address any weak spots or concerns. Our sales webinars and technical certifications can form part of your plan but you could also introduce workshops on soft skills such as:
- Objection Handling
- Social Media Prospecting
- Upselling
- And any other focus areas your team requests!
5. Create a Content Calendar
If your forecast reveals gaps that can’t be filled with your current pipeline, it’s time to fill that funnel. (Lucky we already made marketing your New Year resolution hey!)
Creating a content calendar is like Marie Kondo for your marketing efforts, it saves time, keeps you organized, and guarantees consistency. Your calendar can be as complex or simple as your time allows, but make sure you’re planning at least one insightful post a month. You can even theme your pieces around 3CX releases to make it even easier.
Don’t know where to start? Hubspot has templates available for FREE.
6. Get Chatty
If 2020 was the year of video conferencing. 2021’s the year of chat. In a world where 41% of people prefer business messaging, don’t relegate your sales team to calling alone. Set up 3CX’s Live Chat, SMS, and Facebook messaging features to give them more ways to connect. Customers will appreciate being able to choose the method that best suits their needs and you’ll receive even more inquiries as a result.
Get 3CX Fit This New Year
Unlike traditional post-holiday workouts, you don’t need to put your sales and marketing teams through rigorous strength and conditioning exercises to get 3CX fit this new year. By working on your sales training schedule, forecasting, and marketing efforts, you’ll be able to get fast results that last beyond 2021.
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