10 Ways To Maximise Sales
Without a doubt, the sales department plays a pivotal role in the success of any business. No matter how good your operation is or how cutting-edge your technology is, you must still have a sales mechanism in place, or your business will pay the price. Here we share 10 ways to maximise your sales to ensure your business can grow effectively… maximising-sales
#1 Invest in CRM Software
With CRM software you can record your customers’ spending patterns to build up a detailed picture of their needs. This enables you to segment your customer base and target them with the right message, at the right time, increasing sales by up to 29%.
#2 Qualify leads
According to research, 96% of prospects are not ready to buy the first time you talk to them. With lead scoring technology you can easily identify which leads need more nurturing and which can be passed to sales. Your sales team can then efficiently manage their time, focusing on the “hottest” leads first.
#3 Embrace cloud
Salespeople can spend the better part of their days in the field, so providing them with remote access to customer and sales information via the cloud is ideal. Cloud computing will enable your sales team to access vital information from any device, regardless of the location, as long as they have an internet connection.
#4 Get mobile
According to research by Barclays, UK consumers will spend £53.6bn a year on their smartphones and tablets by 2024. So, be sure your website is mobile friendly!
#5 Review your sales pipeline
A sales pipeline details each stage of the sales process, from initial contact to an opportunity, through to final sale. A sales pipeline is the best indicator of your company’s health allowing you to measure the success of your sales team and monitor targets.
#6 Improve the availability of good content
Content should be used to continuously engage buyers throughout the entire customer life-cycle, from awareness to advocacy. With 95% of B2B deals influenced by content, it is imperative your sales team has access to it and shares it with prospects and customers.
#7 Get social
Sales representatives who leverage social media in their sales process are 79% more likely to reach their targets. With insights about prospects, including preferences, industry news and pain points, sales representatives can effectively drive an engaging and meaningful conversation, which can turn into a sale in no time.
#8 Measure key metrics
Many organisations are not consistently improving their sales productivity because they don’t regularly track their results. Applications such as Power BI will bring your company’s sales pipeline under a magnifying glass in seconds, helping you to forecast revenue and identify areas for improvement.
#9 Offer regular training
Studies show a well-designed sales training program can bring up to 50% higher net sales per person. Nonetheless, only 55% of companies have a formal sales training process. It is essential to provide your sales team with continuous training including selling techniques as well as buyer personas and product knowledge.
#10 Recognise achievements
Although sales representatives are used to being incentivised based on performance, money is not always what truly motivates them. Recognising their value, providing a good work/life balance and regular appraisals can be more effective, leading to increased staff engagement, higher levels of loyalty and a genuine passion for the business.