As businesses grow, so do their teams. When new hires get on board, it calls for a sound sales process. The sales process includes everything from the initial conversation and answering queries to the convincing customer to make the purchase. This leads to the closed sale, the sales process involves numerous things.

However, it’s human to make mistakes, and today we are going to discuss the common mistakes that often occur in the sales process despite conducting a thorough sales content audit using good sales enablement software. Ensuring that you avoid these mistakes could lead to a significant change in the sales team’s success and efficiency.

Sales and Marketing Teams are Not Aligned

The sales team should use all the resources to its advantage to offer the clients the best person-to-person experience throughout the complete sales cycle. This includes using marketing materials as well that support the buyer in decision making. Sadly, since sales and marketing teams are not aligned most of the time, 60% of the marketing materials are not brought to use. These marketing materials include slideshows, social media messages, and videos. When the sales and marketing teams work in alignment, the company could benefit from a 27% higher win rate.

Sales enablement tools allow marketers to add the most recent and relevant content to the system and then put it into relevant categories according to relevant sales scenarios. The sales reps can assemble the right content at the right stage.

Giving Irrelevant Information to Customer

You cannot get the buyer’s attention or interest if you bombard them with generic and irrelevant content. About 78% of buyers want to do business with those organizations that offer a personalized experience and tailor the sales pitch accordingly. The sales professionals should use sales content management software like Content Camel to get their hands on the right and relevant content and ensure to send it to the right person and catch their interest. The software assists in providing the right content that addresses the buyer’s questions as well as pain points. The sales team can benefit from the product messaging template and get solid results.

No quick Follow-ups

About 30-50% of the buyers close deals with sellers/vendors who are the first to respond to them. When a potential customer is showing interest, that’s when you have to make your move. To get a positive buyer response, sales reps need to learn everything that the buyer needs and what they can gain from the product. Then, provide them with relevant information as fast as possible. If you are not quick enough, they might lose interest and move on. You must deliver information fast and be faster in taking follow-up from them.

An efficient sales content management software program like Content Camel integrates seamlessly with CRM. It takes information from CRM and assists sales reps in creating a personalized response for the clients in a few minutes. The content is perfectly aligned with the exact needs of the buyer according to his business plan, company size, industry, and stage of the sale process.

Excessive Time Spent on Admin Tasks

Rather than interacting with prospective buyers, salespeople spend a lot of time on administrative tasks. About 33% of their day is for customer engagement, while the rest is spent writing emails, attending meetings, scheduling calls, and data entry. It would be wise to spend more time engaging customers instead of doing admin tasks.

Poor Tracking of Buyer Engagement

Sales reps need to know the client’s intent, interaction, and insights for proper sales engagement. And they need it for the complete sales funnel. To achieve this, the sales team should be aware of how and the frequency with which buyers engage with their content. This entails learning the aspects of the content that are vital to them. Then, the sales team can optimize the company’s offering to adapt to each of the buyer’s needs.

Using an efficient and adaptive sales enablement solution assists sales reps in gathering, tracking, and storing data on client activity. This allows the sales rep to lead the client to the next stage of the sales process easily and efficiently.

Using smart tools allows sales reps to be smarter, faster, and more focused on their goals. Sales managers should use tech and innovations to engage customers, build relationships, and optimize sales.