As a business owner myself, I recognize there are many facets of business that must work together for a successful business. Some include having a reputable brand, a solid online presence, the right connection(s) in the world of PR marketing and an effective sales strategy. Each element takes time and having a plan that works is a must.
However obvious it might be, the key element of a successful business is its sales strategy. So, the question becomes “How do you develop an effective sales strategy?”
Developing a Sales Strategy
As a business owner, as well as making sure your entire team have the correct training from somewhere like mpel Dynamic, which will enable them to implement a strategy effectively, it is up to you to set the tone for the upcoming month, quarter, and year when it comes to sales. Just as you need a PR plan to stay focused, you need a sales plan and a way to communicate it to your sales team. Here are some tips that may help:
1. Take some time to look at your company’s historical trends, as well as industry. Note what approaches proved most effective, and think how to improve them.
2. Look at what you offer. Is it what the market demands? Does the business or consumer understand it? Consider how it is being marketed. Could you be more effective if you do a BOGO campaign or equipment trade in? One way to find out if your approach is working is to do a customer survey.
3. Determine if your USP (Unique Selling Proposition) matches the results of the survey. If not, determine how to match both elements. Note what makes your product/service different from your competitors. Make sure these differences are highlighted in your PR and marketing materials.
4. Develop a plan for measuring your success. Decide what metrics will be used – include your ROI, sales rep performance, and audience targets (regions, industries, age groups, etc.).
5. Document the journey. Start at the end point and backtrack thinking through each scenario between potential customer and satisfied client. At each point along the way, consider the types of questions your customers may ask and have answers ready.
Once you have a sales strategy in place, set a budget and get to work. Remember, to make money you must spend it. If you can only spend a little, then be sure it is well spent so that you get the best ROI possible.
To enhance your sales strategy, be sure you have a PR program in place. PR assets like press releases, media campaigns, content marketing, and social media can help your sales team with their efforts.
If you deal in field sales, perhaps route planner software like Badger Maps is something your business should look into to better optimize sale routes and, in doing so, increase sales.
Having a successful sales strategy is worth the time invested. Take time now, to focus on your final quarter of 20016, or perhaps to prepare for 2017. If you need help on a PR or sales strategy for your company, the pros at Alpine Communications would love to help. Give us a call today to schedule an appointment.
Tags: Marketing, PR, sales strategy