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How Hatch is Changing the Way Small and Medium Businesses Do Business

February 10, 2020

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Lauren Mecca
Written By
Lauren Mecca
Topic
Strategy

Last week, a prospect told us, "my competitor posted a job and one of the position requirements was for experience with Hatch."

Mind. Blown. 😳

As we continue to watch how our customers apply Hatch to their organization, it actually comes as no surprise that some companies are beginning to structure their sales process around Hatch.

We've seen office administrators do so well with Hatch that they get hired to sales positions, sales reps get promoted to sales manager, and we have a track record of helping our users earn "salesperson of the year" awards at their companies.

...but, that's just the immediate surface-level benefit of adding Hatch.

With the introduction of Hatch Mobile and Teams, Hatch can support your entire sales team - not just your manager or customer relationship representative.

The Evolution of Remote Sales Reps

Sales managers emphasize following up with new customers frequently because it helps build trust. We know customers that know and trust their sales rep are more likely to buy.

We also know that sales representatives are busy people – always on the road meeting new clients, pitching new projects, and trying to close deals. It’s hard to also expect those reps to follow up with leads if they don’t have a simple, easy process to make that possible.

Taking stock of how our companies are using Hatch Mobile, we've found that giving your reps a tool to remotely qualify leads in the field and follow-up with prospects has been extremely powerful.

Another unexpected outcome of this outside rep evolution has been the way companies are  restructuring their sales departments to take advantage.

How High-Performing SMBs Structure Sales Teams

What we've found most interesting is how our most successful customers are beginning to structure and divvy up roles within their sales department.

Titles and roles are becoming less-defined - as I mentioned before, a lot of Hatch companies are seeing office administrators play a role in communicating and following up with prospects.

I wanted to dive in and show you a few examples of how you can start to think outside the box when structuring your sales team.

The Traditional Model

traditional

We define this model as traditional because its how most sales teams are structured from the get-go.

For an SMB, sales managers simply monitor incoming leads and ensure that everyone plays by the rules. They often coach reps to ensure proper product knowledge and provide insights to help lower-performing reps reach their goals.

Typically, there is no one above them in the sales hierarchy, and they simply report numbers and metrics to the executive team.

The reps pull double-duty on inside and outside sales and are largely responsible for running demos and setting appointments.

How Hatch Benefits This Structure

  • Hatch gives direct insight to conversations, so sales managers can better coach reps and tweak talk tracks or selling points.
  • These insights also allow the manager to track accountability - improving the time it takes for reps to reach out to inbound leads and stepping in if there's a recurring issue in a sales process.
  • With Hatch mobile, reps aren't tied to a computer inside the office and can respond to inbounds or reply to prospects via text, email, or call in the field.
  • Managers can also handle conversations if the rep is busy in a meeting or needs assistance with a question.

The Owner-Led Model

ownerlef

As many SMBs are primarily sales-oriented, we've seen this interesting structure pop up. This organization typically sees the entire organization play some role in sales, from the owner down to the office administrator.

Although it may not always be an owner, the top of this hierarchy is someone above a sales manager who has insights to the organization's sales efforts. The sales manager is free to coordinate and run rehash/re-engagement campaigns from within Hatch.

What is most interesting about this model is the inside sales rep role that an office administrator takes on using the Hatch platform.

This administrative role monitors inbound leads, schedules appointments, and passes information along to reps who are barely in the office, effectively performing the functions of an internal call center.

How Hatch Benefits This Structure

  • With the owner/VP-level insights, the organization can be on the same page from top-to-bottom.
  • Utilizing the office administrator to qualify leads and schedule appointments frees sales reps up to be in the field. With Hatch, they'll receive notifications when the admin has passed them a lead or set an appointment on their calendar.
  • The sales manager can focus in on coaching and hitting numbers and spend less time on monitoring and scheduling appointments for their reps.
  • As we mentioned before, this is also a great way to coach up new sales reps from within - we've seen plenty of admin members become some of the best reps for companies because of the success they have in using Hatch.

The Rehash Model

fieldrep

Coming back full-circle to the first paragraph of this blog, we consider this to be perfect end-state sales structure for companies using Hatch.

It is a scenario where a dedicated inside rep owns Hatch. They run and manage rehash campaigns, respond to inbound leads within minutes, set appointments for reps, and are encouraged to make sales within the platform.

In this scenario, everyone has access to Hatch and uses it for visibility into the entire sales process.

How Hatch Benefits This Structure

  • Outside of a CRM that houses customer data, this model sees Hatch as the sales department's primary tool. Organizations with this structure can often eliminate other overlapping tools and tremendously cut down on internal expenses.
  • For organizations that don't have the overhead to fund and staff a call center, this structure is the perfect cost-efficient alternative.

 

Interested in learning more about how Hatch can fit your sales structure?

Check out our Hatch for Sales page and learn more about how you can refine your sales process, increase close rates, and gain insights into your organization.

Current customers! Here's how you can access Hatch Mobile today. 

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