In this challenging economic climate, increasing sales are essential for small businesses to survive.?? Below are some strategies that would help catapult you and your business to a more successful year.
Commit your sales and business goals to writing.
Studies show that people who write their goals have a higher percentage of achieving it than those who didn?t commit it to paper.? When the physical action of writing takes place, a greater focus happens resulting to the goal being achieved.
By committing your sales goal to writing, you and your team can clearly see the direction of where you need to go and create actions that facilitate in achieving the target.
Recently a sales coach did some research and worked with numerous individuals who at one time had written their goals, but in recent years had got out of the habit.
When asked how it was that working for them, every individual confirmed that they had greater success before when they had the habit of committing their goals in writing.
Prepare scripts to overcome sales objections.
Equip your sales team with thoroughly prepared scripts to overcome potential sales objections.? These scripts should be prepared from joint cooperation within your sales team incorporating strategies used by your experienced sales people to turn around those objections.
Preparation helps to achieve success and increase sales by identifying potential obstacles.? Reducing sales cycle time will result to more sales for your company.
Align your sales goals to company?s strategic plan
Review first the company?s strategic plan, before the marketing or sales team can establish their own sales goals.? Any sales goals should support the overall strategy of the company.? If no strategic plan exists, then the executive management needs to develop a strategic plan immediately.
Track your written sales goals
As the old saying goes? if you cannot measure you cannot manage? which is definitely true when it comes to sales goals.? By tracking those key performance indicators including sales, keep a daily focus on the actions of all those involved.? Tracking should not just be limited to actual dollars, but number of leads, appointments, meetings and number of close sales.
Utilizing a consistent Customer Relationship Management (CRM) system
The traditional rule of having contact with someone at least 6 times before he or she remembers your name has greatly expanded to 12 or 13 times due to the growing onslaught of emails a person receives or from information overload.
Most companies utilize a CRM system to be in touch with their customers.? However, the key is consistency.? Having a consistent CRM system helps build a subtle relationship as well as impression of ethics and values.? However, it is important that you should have permission to contact your clients if using email.
Commit to ongoing professional development
The company?s strategic plan should include plans for ongoing professional development not only for sales force training, but providing opportunities for the sales force to experience further from a variety of resources.
Integrate sales training and professional development with corporate coaching
Ongoing learning is essential to improve sales given all the new technologies and ideas in the global market place.? Integrating corporate coaching after initial training or developmental sessions have been completed strengthens the sales team and supports them in an ever changing global market.
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Source: http://www.blackboxmethod.com/strategic-selling/strategies-to-improve-your-business-sales/
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