Big sales are the goal of every sales specialist. However, things are not always like that. Why? What is the problem with low efficiency and how to improve it? One of the reasons may be the lack of a proper sales strategy, which makes it difficult to control the results and implement the necessary changes.
A well-built sales strategy is one of the things necessary to achieve success. How to do that? The process comprises several stages, each of them being equally important. First off, you need a solid analysis that will present your current situation. This will show you how your competitors are doing, what competences your employees have, what the sales processes at your company look like, and where your products or services sell best. Then, together with your team, you need to set sales targets. However, you have to remember that they should be in accordance with the SMART principle: specific, measurable, achievable, rational, and trackable. Once the targets are set, it’s the time to build a strategy of actions that will match the plans. To do this well, it’s good to define which of the tasks are crucial for the company and which are less pressing, building the plan of actions on that basis. It’s also important to specify the resources we can use – not only financial, but also human. When you have done all of the above, you can proceed to delegating tasks. Here, it’s very important to consult the employees, so that none of them gets a tasks that does not match his competences. Should this happen, there will be a high risk that the task will be carried out incorrectly, which in turn may negatively affect the entire plan.
Once you have created a proper sales strategy and started implementing it at your company, you need to monitor how the plan works. The Motiveo tool may come in handy here, as it offers clear sales reports. You can easily find out if your strategy is working. The Push Effect function, which is a mechanism of temporary sales stimulation, may also be useful. It allows sales specialists to support the sales of particular products in a specific period of time. This works well especially for ‘seasonal’ products and services.
A proper sales strategy may result in huge profits for the company. However, you cannot create a strategy and leave it to work on its own. You need to constantly monitor the effects, so as to implement the necessary changes as soon as possible. If managers keep that in mind, they should be satisfied with the results.