What is sales engagement?

What is sales engagement?

Sales engagement can be described as a sequence of interactions that take place between a salesperson and prospect during the sales cycle. These sequences of interactions can take place either face-to-face, by email, by phone, or social media. The way the interactions take place will depend on the company's preference. Sales engagement is seen as a process which includes the stages of research, connection, nurturing, relationship building, and closure with prospects. The sales person is responsible for all stages of the sales engagement process which takes a prospect from the first pitch to the closure and feedback stage.

Why is sales engagement important?

There are many reasons why sales engagement is an important aspect to any business. The first is that having a successful sales engagement process helps to generate more revenue overall. This is due to having a structure to your sales process, meaning that your sales cycle will be smoother and your sales team will be more productive.

Another reason why sales engagement is important is that it will allow your salespersons to be more successful. Having a structured sales engagement process will ensure that all your sales team are consistent and will help you have an easier onboarding process.

Lastly, it is important as it allows businesses to easily track, evaluate and review their sales team’s performances. This will help you return good profit and allow you to reach your goals quicker.

How to improve your sales engagement?

Below are several ways you can help to improve your sales engagement:

- Lead with value - the best way to sell to your prospects is to lead with the value your product or service will bring to them. Ensure you build in a value-driven aspect to your sales engagement process for your sales team to successfully use. Take a look at Business Case Platform to learn how our software approaches this important aspect of your sales engagement process.

- Follow-up with your customers - the success rate of turning prospects into leads will all depend on how well your sales team follow-up and engage with potential customers. Managing the follow-up section of your sales engagement process is particularly important as this is one of the first stages of getting your customer through the door.

- Identify your ideal customer - it is no good targeting every single potential lead. You need to ensure (or at least try to qualify) that your leads are going to follow through with purchasing your product or service by identifying your ideal customer and focusing your sales engagement process on targeting them.