The role of salespeople within a business has always been important.
However, recently there has been a lot of talk about how we can make the most of this valuable resource, demystifying old schemes and obsolete sales processes that, beyond providing us with useless information, end up scaring away our potential customers.
But let’s start at the beginning.
What Is A Sales Force?
The sales force of a company is the team of commercials or sellers that is in charge of increasing the demand for the product or service that you offer. They are in charge of carrying out commercial promotion through a sales strategy or plan previously established by the commercial management of the sales department and following a series of objectives.
Sales members are selected, trained, and paid to perform this activity. Thanks to the technology of current management systems, sellers can be much more efficient.
Below we will present 5 steps that your business must follow to empower your sales team and make sales much more successful.
5 Steps To Have A Successful Sales Force
- Design A Strategy To Market Your Product Or Service
The action plan of a sales team cannot be improvised. It is not about offering the product or service to any random person and trying their luck. This will only waste your time, money, and effort.
The key to a successful sales strategy is customer segmentation so that your sales representatives can offer personalized value propositions.[bctt tweet=” The key to a successful sales strategy is customer segmentation” username=”mdempresa”]
You must be able to identify your customers and prioritize them so that your sales force offers them differential attention for each segment.
The Marketing and Sales departments will be in charge of designing the marketing strategy for your company’s sales force. For this, they must have verCRM for prospecting,y good communication and work together.
Specifically, the Marketing area must:
1. Segment customers.
2. Design a value proposition for each segment that takes into account the products and services offered, distribution channels, prices, promotions, and communication.
On the other hand, the sales department will be focused on organizing and structuring the sales team, prioritizing commercial efforts, and developing the commercial strategy that they will carry out.
- Apply Smarketing To Your Sales Force
When we refer to marketing, we are talking about the fact of integrating the tasks of the sales and marketing departments of a company. In the previous point, we mentioned separately the tasks that each one should have when carrying out a sales strategy. However, are we aware of the importance of this collaboration?
Many times, both departments have rivalries and describe each other negatively, even though they share the same goal. Today, the commercial activity of a company will decline if no marketing team attracts consumers with proposals tailored to their needs, and with interesting content.
On the other hand, we must not forget that the client will always feel more confident making a face-to-face sale with a salesperson. It doesn’t matter how convinced the customer is before meeting a salesperson to buy your product or service, if they don’t connect with them, they won’t close the sale.
- Get The Most Out Of Management Tools
Paperwork and manual control of customers is a thing of the past, sellers should not waste time. We know that defining sales objectives and following up with clients are extremely important within a sales force, but they are the processes that take the longest.
By making use of customer management tools such as CRM for prospecting, you can make your sales team more efficient.
These apps allow you to:
Manage the data of your clients and prospects easily and quickly.
Real-time monitoring of the customer’s purchase cycle.
Customize services according to customer needs.
Have timely and valuable information for the Marketing and Sales departments in one place.
- Your Sales Team Must Be Trained
Seller training goes beyond studying all the advantages of your product or service. You must provide them with follow-up, continuous training, and coaching.
It is about developing key skills for each of the stages of a
a sales process that should be based on:
1. Identify the need of the potential client.
2. Resolve any questions or concerns that the customer has regarding the product.
3. Make a purchase decision and close the sale.
It is true that for some simple sales only a call is enough. However, depending on the complexity of the service, sometimes not one but several approaches by phone, visits, or contacts are required.
1. In this way, you must train your sales representatives in the following aspects:
2. Planning and collecting important data about customers.
3. Ability to identify and help the client to express their needs.
4. Conflict resolution.
5. Communication skills “face to face” and listening to identify in which phase of the purchase process the customer is.
- Make Your Customers Find You
Brochures, campaigns, and commercial events are in the past. Digital transformation requires a change in the way we sell and communicate with our prospects.
Currently, marketing teaches us that relevant content is the most effective means to attract the attention of your prospects and make them the ones who are interested in learning more about your products and services.
Valuable content generates the interest, proximity, and trust necessary for your prospects to become customers. Remember that you should not focus on talking about why your product is the best, but on what interests your target segment and, above all, on what they need.
Many brands think they know the needs of their customers, but a true sales force carefully observes, questions, and listens to each prospect. It is not about finding a generic sales formula that works for your entire segment.
Talking from person to person is how your sales team will be able to make a commercial proposal that solves a need or problem in the life of your client.