Paddle with the Current: Three Ways to Make Sales Easier

by | Jun 8, 2020 | Blog

Sales can sometimes feel like paddling against the rapids. 

You can put in long hours, perfect your pitch, and still see little more than some polite rejections for all your efforts. 

This can be discouraging. But before you throw in the towel, let’s take a step back and think about your overall sales process. 

Much of the frustration salespeople experience in their day-to-day work can be caused by issues with their sales process. 

Rejections are a part of the job, but process issues don’t have to be. 

To alleviate these issues, consider these three ways to make your sales process smoother. 

1. Invest in a Customer Relationship Management (CRM) Program. 

CRM programs are a game-changer for the sales process, yet research shows more than 22% of salespeople are unfamiliar with CRMs. (

At its most basic level, customer relationship management uses data and analysis to track the current and potential customers of an organization. 

How you track your customers depends on your needs and budget. At Sales Arbiter, we recommend you invest sufficient resources to this task. 

Think of your CRM as a collection of what you “need to know” and “would like to know” about your customers. 

Keep track of the progress of deals, the frequency with which you are reaching out to prospects, and the preferences of individual prospects. 

A solid CRM program enables you to stay up-to-date on your current customers and future opportunities. 

2. Create an organized sales plan… and stick to it!

Don’t reinvent the wheel. The more standardization you add to your sales process, the better. 

Every sale and customer are unique, but the bulk of the process should be the same. Standardizing processes and creating documents covering offer features, cold-calling scripts, etc., saves you a lot of time.

This is particularly important if you have a sales team. This standardization process serves as both a time saver and a quality control mechanism.

The more you standardize your sales process, the better you are able to invest your time and energy into the unique aspects of each deal. 

3. Keep your selling process consistent. 

Sporadic selling causes burnout and encourages mistakes. 

A consistent plan for prospecting and cold-calling improves your results and keeps sales from dominating your work life. 

If you are a business owner, it’s easy to get caught up in other functions of the organization and neglect your sales process. 

Neglect makes deals to go cold and opportunities slip away.

Sales follows the same principle as exercise. You can’t get fit by doing 10,000 pushups in one day. It’s a slow and steady process. 

Focus on form, consistent practice, and overcoming objections. Over time, you and your team become stronger and more effective salespeople.

Remember to keep pushing and keep fighting the good fight. Sales is a marathon, not a sprint.

4 Steps to Doubling Your Customer Base in 90 Days

4 Steps to Doubling Your Customer Base in 90 Days

Everyone wants more sales; sometimes the way we think about our sales pipelines is a little flawed, though. People tend to assume that if they want more sales, they need more leads. Sometimes that’s true, and sometimes, less leads can get you more sales.  How...

Your Sales Team Is Broken with Crispin Cruz

Your Sales Team Is Broken with Crispin Cruz On this episode of The PIPE, Crispin is joined by Eric Holtzclaw. Eric is a marketing expert and the Chief Visionary Partner at Liger Partners. Sales and marketing are often listed together but really are not the same. Eric joins the...

7 Traits to Look for When Hiring Sales Reps

7 Traits to Look for When Hiring Sales Reps

The average salesperson spends just over two and a half years on the job and takes almost five months to train and ramp up (Hubspot), and that’s if your new hire works out. What if they don’t? You could end up making a considerable investment in someone who doesn’t...

5 Sales Metrics You Should Be Measuring

5 Sales Metrics You Should Be Measuring

In the digital age where we have CRMs and online tools to measure and keep track of everything, our problem usually isn’t having enough data; it’s having too much. There’s an endless list of metrics and reports you can generate, and with all of those numbers, it can...

5 Things to Look For in a Sales Development Consultant

5 Things to Look For in a Sales Development Consultant

If you’ve never hired sales consultants to develop your sales team, you might wonder what the process is like, how long it takes, what kind of support you get, etc. (Don’t worry; it’s a new process for most of our clients!) You might also wonder how you know you’re...