If the core product is unsatisfactory, even the best sales team will have difficulty getting new customers. Your product should be fully functional and helpful for the tasks it claims to be valid for. You also need to do some research and make sure your pricing and positioning are competitive. Otherwise, your target customer may choose a competitor instead of you. This may seem obvious, but surprisingly many people missed this step.
Finding the ideal customer is not easy. Your SaaS product may be great, but you may not know who it is for. Even after conducting market research, the results may be ambiguous. Keep an eye on whether your Net Promoter Score is low or high. If it is low, and you think the problem is not with your product, your customer match may be flawed. You may need to review your marketing methods or adjust customer profiles to solve this problem.
Potential Customer Quality
If your sales representatives only need to deal with low-quality potential customers, they will not complete the transaction.
High-quality potential customers have been prequalified, have an actual demand for your product type, and have a genuine interest in your product. If your potential customers are of low quality, it is usually the result of weak marketing and advertising efforts. This could also be due to a lack of collaboration between your sales and marketing teams.
One of the most significant responsibilities of a sales representative is to find a way to overcome customer objections. However, if these objections are too challenging or too diverse, it can be challenging to develop a coherent strategy. You need to find out why people are unwilling to complete the transaction and use new information or logical reasoning to solve these problems.
Sales teams rely on performance incentives like any other tool. If your reps don’t care about the success of your business or don’t have work to do, they won’t do their best. Usually, this requires a combination of tangible incentives and abstract incentives. For example, you can offer bonuses to outstanding employees and set goals and privileges to achieve those goals.
Representing your team’s knowledge/training will only perform as well as the training you have received. You need to provide them with the education, training, and resources they need to achieve their goals. If they don’t understand the product, don’t understand your customer base, or don’t know where to answer their questions, they won’t be successful, and it may not even be their fault. Invest in high-quality training, and remember that training is not something you can do overnight.
SaaS Scaling Benefit
One of the main benefits of scaling the SaaS model is its ability to scale. However, scaling is still an issue, depending on your sales model. For example, relying on personal interactions to close deals with individual subscribers, means you will have to hire more and more salespeople to handle a larger pool of leads. This may not be sustainable.
There are solutions available to solve this problem. One solution is to introduce more automation and self-service for the customer. You can encourage salespeople to follow a different process, allowing them to complete transactions more quickly and efficiently. Invest time in refining your SaaS model and the results will be forthcoming.
Photo by Austin Distel