A sales manager’s job is one of the most stressful jobs out there. In this article, we’ll look into the data challenges a sales manager faces on a daily basis, and reveal how implementing customer data and business intelligence platforms can relieve the burden on them.
Challenge #1 – Poor hiring and Retention
Recruiting sales and marketing professionals can be hard, and retaining them can be even harder since talented employees are demanding. In fact, they may quickly leave for another company unless you provide them with the efficient tools and platforms that can provide them with direct dials and mobile numbers for easy access to decision-makers. Your SDRs deserve better than just conventional methods of data collection and storage. Making a hiring mistake can have a bad impact on your sales team. It can hurt sales numbers, impact morale, and decrease motivation.
- Use data-driven hiring. Data can help you give a picture of the skillsets that separate the team’s all-stars from the ones who didn’t last—so you can tailor your hiring process accordingly.
- To help motivate your SDRs, InfoGenie is powered by a massive data pool of over 120 million contact and company data with 70% coverage in North America and 50% coverage in EMEA/APAC.
- We provide your sales reps with data beyond basic firmographic information like company size, industry and job titles, to include highly granular and useful insights like direct dials, technographic data, personas and more.
Challenge #2 – Vast Data Sources and Poor Data Quality
Data is omnipresent in an organization. Marketing collects data from people who attend events, webinars, or fill up a web for. Customer support and chatbots capture data about calls and chats. We live in a world that’s dynamic to its core – Employees switch jobs, companies merge and relocate. In such a scenario, the data that seems relevant to you today might become stale as early as tomorrow. In today’s rapidly changing scenario, sales and marketing teams have a hard time keeping up with the data decay rate. Considering the diversity in different channels to reach out to a prospect, customer data like phone number, addresses, and emails change rapidly and it becomes difficult to keep a track of every little detail manually. Data is stored in structured databases or repositories and it is often incomplete, inconsistent or outdated.
- Instead, you can use platforms like InfoGenie and DataGenie. InfoGenie makes it easier to collect relevant information about your customers (and their behaviors). It does this by gathering data from various sources, creating unified profiles and offering a single source of truth.
- With domain expertise and proprietary tools to slice-and-dice your data, SMARTe provides meaningful insights to cleanse and manage your data. SMARTe Identifies duplicates, inaccurate and incomplete data affecting your lead generation.
- Identify duplicates impacting leads in your pipeline and avoid wastage of marketing resources and inaccurate revenue projections. Plan out an approach to eliminate incorrect, duplicate data that is currently lowering your conversion rates.
Challenge #3 Wrong Data-driven Approach and Inconclusive Data Analysis
- DataGenie can help you organize, analyze and report so that you can easily understand the analysis and share these actionable insights with your team. Synthesize marketing data from multiple internal and external sources and consolidate this data into a single, comprehensive view of all your prospect.
- DataGenie provides a detailed analytical dashboard view of all your leads, contacts, and accounts within your CRM. It segments your buyer personas, job functions and job levels for creating impactful campaign strategies.
- Track your CRM health status to get insights on your data delivered directly to your dashboard. Audit every record on your CRM providing detailed insights along with quality scoring for each field.
Challenge #4 – Alignment with Marketing
Alignment with marketing teams have never been easy for sales teams. Alignment of marketing and sales is critical for the revenue growth of any company. It is important to ensure teams are united around common goals to help you achieve them better. Sales managers have always found it challenging to ensure the sales pipeline is always full of high-quality MQLs.
- Sales and marketing alignment requires careful coordination among a multitude of variables, including people, processes, and data. Sales managers have to keep a close eye on the lead-to-opportunity ratio, which indicates the percentage of leads that turn into pipeline.
- Whether your pipeline is fueled by inbound, outbound, or a combination of the two, your CRM and MAPs should be able to seamlessly capture each interaction with potential buyers, providing you with a 360-degree view of the customer journey. Tools like DataGenie makes it easier to securely interpret, visualize, and share business intelligence.
It has been rightly said that “With Great Power Comes Great Responsibility”. And in addition to responsibilities, sales leadership brings challenges also. Inside Sales Managers, Sales Managers, Directors being leaders themselves, encounter many challenges during the course of their careers. But they must learn to tackle these challenges appropriately otherwise it can hamper the team’s morale and consequently company revenue.