Thinking outside the box and broadening your perspectives often requires questioning your basic assumptions. It’s common to hear that uniformity always produces positive outcomes. However, too much single-mindedness can actually produce inadequate results when it comes to crafting unique solutions required to close a deal.
Every industry, market, and customer is unique. Customizing your sales pitch to fit your audience can make a huge difference. With the sheer volume of factors to consider, it’s important to create dedicated teams to develop and execute strategies that work best for each of your sales territories. This requires research, analysis, and well-trained sales reps who can take proactive measures to communicate with your target groups from anywhere!
Zoho CRM offers tools for proper segregation of teams and omnichannel connectivity to ensure that the show goes on, even if teams work remotely. Take a look at the following steps on how to get started.
#1 Define your differentiators
A strong foundation for a “divide-and-conquer” sales territory strategy requires identifying accurate criteria to differentiate markets and customers.
For example, the sales team of a US-based business starts to notice that a few countries in South America have been purchasing a specific product line, as compared to others. After some research, the sales team discovers that low-performing countries have a specific customs policy in place related to their industry. Hence, this gives the team an alternate angle of differentiation. They create separate territories for countries with and without such customs policies and assign teams respectively. This creates focused tasks that help specific teams educate themselves about trade laws, and modify their sales approach and messaging accordingly, without having to juggle other accounts or tasks.
Zoho CRM provides you with the tools to group your customer accounts, contacts and deals into different territories based on location, industry, deal size, and any other defining factors. You can also create sub-territories to take an even more granular approach.
#2 Define your targets
Companies work best when they follow their overarching aspirations—to be a market leader, to change the way things are sold, to make markets more inclusive. Goals are a subset of these broad statements that provide the necessary momentum for your processes.
Revenue, the volume of customers, and units sold are just a few examples of metrics you can use to track progress toward your goals. Be thoughtful about which metrics you choose, because they will form the basis for your entire sales strategy for a specific region, or across the whole company.
Set monthly and quarterly targets according to territories and team hierarchy with Zoho CRM. Customize viewing permissions to ensure that only relevant teams or individuals can view the sales figures.
#3 Define your teams
Unique goals and mission statements require a diverse set of individuals to come together.
Don’t be overwhelmed by your organizational structure when you are assembling your teams. Zoho CRM has in-depth privacy settings that allow you to share reports and documents across territories and roles.
A senior manager doesn’t have to wait for information from a field or general sales rep. Viewing permissions can be set based on a hierarchy where a senior employee’s user profile settings allow access to collaterals and sales details of reps reporting to them. Similarly, viewing permissions can be restricted or allowed between sales territories managers or the CEO, to create healthy competition or analyze trends they are noticing among territories respectively.
#4 Track results
Whether you’re considering a deal or a diet, keeping track of numbers and trends is essential to staying motivated. Identify your star performers, and shuffle team members, if necessary. Dashboards available in Zoho CRM offer flexible layouts and metrics that support your unique management style. You can also share or restrict data views to teams or individuals, and export data as a report, sheet, document, PDF, or any other format you choose.
Companies, movements, and families harness their collective power to reach their common goals. However, these different groups are all-powerful because of the individuals within them that bring their own contributions to the table.
Check out how Zoho CRM can help you and your team go the extra mile with informing your actions and project plans.
Note: This is the fifth post in a series of blogs focused on how Zoho CRM can help you sell remotely, from the comfort of your homes. You can find the entire blog collection here.