Customer journey mapping is a useful practice for adapting sales processes according to the expectations and needs of B2B customers.
Understanding how the customer interacts with the company at each stage of the sales funnel allows you to optimize changes that improve the experience and increase the chances of success.
7. Collaboration platforms
Microsoft Teams, Slack, Trello, and Asana, for example, loan officer email list make it easy for sales, marketing, and support teams to communicate and manage tasks during the transition.
This ensures everyone is aligned on new processes or approaches.
8. Sales training and enablement tools
Tools like Brainshark and Lessonly allow you to quickly train sales teams on new products, processes, or strategies , ensuring everyone is prepared for the changes.
9. Data analysis tools
Tableau, Power BI, and Google Data Studio provide visibility into sales performance and the impact of changes . These tools help you measure the success of your change and make quick adjustments.
How to evaluate the success of changes in the B2B sales area?
Evaluating the success of changes in the B2B sales area is crucial to ensure that the transformations are bringing the expected results and that the sales team is adapting effectively.
Here are the main ways to carry out this assessment:
1. Define KPIs (Key Performance Indicators)
The first step is to establish measurable indicators that reflect the impact of the changes. Some common KPIs in B2B sales include:
Conversion rate : increase in the proportion of leads converted into customers;
Sales cycle time : reduction in the average time required to complete a sale;
Revenue growth : assess whether the change is generating an increase in sales and, consequently, revenue;
Churn rate (cancellation) : reduction in customers who abandon the company after implementing the change;
Adoption rate for new tools/processes : the percentage of employees who are using new technologies or following new processes.
2. Comparison of results before and after the change
Perform a comparative analysis between performance before the change and the results obtained after implementation. This involves collecting previous data and continuously measuring the defined KPIs.
For example, if the goal was to optimize the sales cycle , compare the average time to close deals before and after the change.
3. Sales team feedback