Do you feel overwhelmed trying to find the strategy to grow your company’s sales? Well, stop! There is a simple and secret strategy to improve and increase your sales: simply use your sales force.
If you see a drop in sales, the first thing to look for is on the sales side … not your strategy . Are there enough new opportunities entering the pipeline? The second thing to look at is the sales process. Your sales representatives, like 85% of salespeople, probably make proposals, presentations or demonstrations too early in the process at a time when potential customers are not yet ready to make their purchase decision.
Here are 7 things to optimize before you consider changing your growth strategy.
1. Your Sales Managers must focus on execution
On sale, an efficient execution is the cement of the income of your company: “it passes” or “it breaks”. Business owners often blame the low impact of their strategy on revenue growth, when in fact their strategy is good, but it is the execution that is inadequate.
Your salespeople are the engine that generates your company’s revenue: you need to make sure that they are focused on getting information from their potential customers instead of giving them information. After meetings with prospects, make sure your sales managers debrief their salespersons to ensure that all the information necessary for the sales process has actually been gathered in the field.
Your sales managers should also develop strategies with sellers on the next step to advance the opportunity and close a sale.
Consistency is the key to boosting your sales while ensuring that everyone is in the right place.
2. Keep strategic decisions at the branch level or hire a sales PV
Hiring a VP of sales is beneficial for companies because it allows sales managers and salespeople to focus on the tactical aspect of selling instead of worrying about strategic decisions.
A good VP of sales will prepare your sales organization to the upcoming changes in the market in addition to developing strategies as compared to the competition that will grow as you grow.
A sales VP must help sales managers see the problems in their blind spots . Its role is also to define sales strategies in addition to creating strategic alliances and to hold the entire sales force accountable for the execution of a sales process and methodology.
Delegating the VP function to your sales managers will likely have a negative impact on your company’s turnover. Indeed, sales managers who have the role and responsibilities of a sales VP tend to use strategic tools to solve execution problems in the field. This situation will cripple the ability to execute the sales force, in addition to increasing your corporate risks and costing a lot of money.
3. Be intransigent about improving your sales process
Constance, constancy, the important thing is to be constant! As CEO, you know that to sell it is not enough to sit comfortably and wait until your best sellers do all their sales work. It is your duty as CEO or VP Sales to install a reliable, replicable sales process that is compatible with your sales culture .
4. Automate the sales process as much as possible
Are manual processes taking too long to the detriment of sales activities? By using sales automation software, you will greatly improve your sales process, while helping your team to focus more on selling.
Automation software helps you track your leads, facilitate pipeline management, keep your sales message consistent, and ensure that your customers’ follow-ups are made. If your team uses these automation tools, it will also help them better manage their time.
Several active pipeline management solutions are now available, including Membrain .
5. Turn your marketing into a machine that will generate leads
The most important growth factor for a company is to generate leads. Today, one of the unavoidable ways to grow is to have the ability to generate leads online from your content marketing strategy. With the tools currently available online, you can generate leads while sleeping!
Many people have declared the death of cold calls too early, but it is clear that people who make decisions have become increasingly difficult to reach. By generating your own leads, you will accelerate your volume of opportunity and thus allow for more constant growth .
6. Harness the power of content marketing combined with advisory sales
Content marketing is based on free content sharing to attract visitors, turn them into prospects and then into customers. The advisory sale takes the converted prospect and brings it to the conclusion of the sale.
Content marketing is used as a way to nurture relationships with potential customers, this way when they are ready to talk with sellers, your company finds itself at the top of the list of suppliers with whom they want to talk. Your sellers can then gently align their prospects to a sale using an advisory sales approach.
7. Stop thinking that you are special
Even if your products or services are of exceptional quality, this is not enough for customers to buy.
What is important to remember is that there is no secret strategy, the key to success lies in executing the strategy you have set for your business. A badly executed strategy gives more results than the best poorly executed strategies.
Measure the effectiveness of your sales force with our calculator now to see if it has all the elements to effectively execute your strategies.