While a magic template outlining the perfect sales cadence doesn’t exist, it is possible to determine the right rhythm for prospecting within your own industry. Developing processes around a contact cadence that’s simple but effective is an important part of software sales team management.
Sales cadence: It’s not just about the number of touch points.
In terms of software sales, the length of the sales cycle may be between six and nine months, with a number of decision-makers involved from various departments of an individual company.
When a prospect is at the top of the sales funnel, it may be more appropriate to email educational information to maintain their interest rather than call on a weekly basis. Toward the bottom of the sales funnel, having more call cadence and touch points is going to help them stay engaged and get the deal done.
However, establishing sales cadence goes deeper than dials per day.
Injecting a rhythm into your sales processes should affect cadence (or consistency) on the way in which you operate your software sales team in order to best manage time and the flow of information.
Sales Team Management: Creating A Foundation For Cadence
The following four factors are ways to improve sales team management by incorporating cadence into your strategy:
- Regular Reporting And Reviews: Strategizing isn’t a one-off endeavor. Rather, it’s an ongoing effort that requires regular reporting and reviews to analyze what is working and what isn’t.
Quarterly, take a big picture view, sit down and analyze where sales doesn’t align with larger business goals, technologies and processes. This also benchmarks your sales reps’ performances, so they know exactly where and how to improve.
Weekly, your teams should review lead movement through the funnel, tactical successes, and opportunities for improvement. Document these simply to inform quarterly strategic reviews.
- Daily Touch Points: Meeting with your sales team on a daily basis helps you prioritize key opportunities and continually establish and perpetuate cadence. If you’re not meeting every day with your team, important issues may easily be overlooked.
- Ongoing Training: Regular intervals of training ensure your sales team is supported and help to develop more skilled salespeople. A consistent training schedule injects another level of cadence into your sales processes.
- Document Sales Processes: You’d be surprised at the number of software sales teams that don’t have a playbook or some type of established guideline for best practices and established processes. Greater still are the teams who have playbooks that are out of date.
Document the process and document changes to the process by date in a simple spreadsheet – this simple step puts gives you the sales super power of data analytics and experimentation.
Having an established process to encourage the flow of information for your software sales team is critical. This helps you engage with prospects looking to purchase your software products and solutions, while also creating sales processes that are repeatable and scalable.
In other words, you’re identifying guidelines for consistency and the type of persistency that makes the most sense to drive revenue. Cadence is what keeps your sales team and processes working together with an established strategy that works by strengthening your individual reps and improving areas.
Ready to launch your new sales cadence processes in under 45 days?