More than a foolproof recipe, the best bet is to improve processes and organization to increase sales
Knowing how to increase sales is the desire of any company, but also one of the biggest challenges. There are those who try to increase the team, while others invest heavily in marketing. However, the fact is that no one has yet discovered the surefire recipe to sell more.
Here at Sky Marketing, we believe that it is possible to maximize results without needing this recipe. That’s why we’ve rescued 6 simple and sure-fire tips on how to increase your sales for you to put into practice right now. They can help improve processes, organize the house and, consequently, increase sales.
6 right tips on how to increase sales
1. Do business planning in advance
The sales planning is what the commercial team guide, so it is best to start the year with clear objectives for the whole team. Same practice was adopted by the team of Blue World City and it has increasingly boosted the sales.
To do this, collect the metrics from the previous year and analyze which actions brought positive returns. They can enter into next year’s planning, looking for a similar or better result. Look at the months of underperformance, trying to understand what could have been different. That way you can identify problems and work to resolve them.
It is also recommended to have a first version of the sales forecast for the year being planned. With this in hand, it is possible to have an idea of the necessary investments, from marketing actions to new hires.
Planning ahead gives you more time to organize action plans, as well as giving less chance for error when practice begins.
2. Invest in training
Keeping the team sharp and motivated is our biggest tip on how to increase sales. For this, it is important that management helps salespeople to develop more each day, recognizing the good work and supporting the resolution of conflicts and bottlenecks in their routine.
One way to demonstrate this commitment is to invest in sales training — it can be internal, external, with market specialists or given by the manager himself.
These trainings can cover both technical topics, which help to improve prospecting, approach and negotiation methodologies, as well as other skills, such as the so-called soft skills.
They are personal and behavioral skills, which also interfere in the employees’ professional performance and which, fortunately, can be acquired and improved. Examples of soft skills are:
- Emotional intelligence;
- Interpersonal relationship;
- Customer focus;
- Team collaboration;
These competencies not only improve the pace of the work itself, but can also contribute to changes in culture, the climate of the company as a whole and in the relationships between teams.
Training sellers is an obligation of commercial management. Being a good salesperson is not an innate skill that comes factory ready. To evolve, it is necessary to exercise, recognize opportunities for improvement and apply the lessons learned in everyday life.
Another tip is to encourage the exchange of knowledge between the sellers themselves. Organize monthly chats, for example, in which a salesperson is expected to share something new they learned during the period. Or tell a recent experience that helped you improve your performance.
3. Align sales goals with the marketing team
There is no way to increase sales without worrying about the alignment between Marketing and Sales. Although this synergy is essential for the success of the sales team, many companies still struggle to get both areas on the same page.
It is essential to have well-defined goals to have this alignment. Therefore, we recommend that sales planning be the guide for marketing plans. It should include:
- The customer profiles that the company wants to reach in the year;
- Profiles that are not of commercial interest;
- Sales growth forecast by quarter;
- If the company sells more than one product or service, the specific goals of each one and if any will be prioritized;
- Projected growth for conversion rates.
With this information, the marketing team will be able to create its planning with much more assertiveness. Also remember to coordinate objectives with corporate financial planning, which will be responsible for dictating the budget available to achieve the goals.
4. Use persuasion in sales
Persuasion is a technique widely used in the commercial area, which consists in convincing customers to close a deal, all without resorting to inconvenience.
There are several ways to use persuasion in sales, but here are some basic tips:
- Use the right words: call the client by name and use the personal address pronoun “you” to demonstrate closeness;
- Ask the right way: the salesperson should listen more than talk, especially when it comes to a consultative sale. Give preference to open-ended questions, those that start with “how?” it’s because?” helps you get valuable information to adapt your speech ;
- Master the mental triggers: A mental trigger is a stimulus that makes our brain make a decision. Offering benefits, getting the Lead to commit to you, and demonstrating authority are some triggers that can help you sell more.
5. Customize your communication
Just as the marketing team must strive to deliver content tailored to the interests and stage of each Lead’s buying journey, sellers also need to take a personalized approach when it comes time to make the call.
The good news is that, with the right data in hand, you can personalize all of your salespeople’s interactions with customers. This personalization is beneficial as it will make your potential customer feel special and understand that that communication was designed for them.
To leave the generic approach aside, a tip is to analyze this potential customer’s interactions with the company to find out what content they are interested in, as well as looking for more information about themselves and the company they work for — a good source of information is LinkedIn, in addition, of course, to CRM, which we’ll talk about in the next item.
6. Implement CRM in business routine
We said earlier that, in order to increase sales, it is important to have a well-structured plan aligned with the entire company. In parallel, another critical point that needs to be considered is the commercial routine itself, the processes and methodologies used in sales.
The safest way to map the commercial routine is to follow the sellers on a daily basis. Therefore, understand how they communicate, what tools they use, how they relate to customers, how long each sale takes and what obstacles arise in their routine.
But it is difficult to do this personal follow-up without having good tools that automate part of the process. In small companies, the sales manager is often also the manager of marketing, administrative, financial and human resources, suffering from the accumulation of tasks. In larger companies, however, there are many salespeople per team, and there is no time to follow them one by one.
Thus, you need a way to control the business process without missing any important details, but with enough organization to detect problems and resolve them as soon as possible. That’s what CRM software is for: giving autonomy to salespeople and security for management.
In CRM, each salesperson has a complete record of their activities for the day, with space for important notes and a broad view of the tasks planned for the week. The manager also has this vision and also has the support of results reports to monitor the progress of the goals.
Therefore, our last tip on how to increase sales is to adopt a CRM to optimize the commercial routine. If you’re not using the tool yet, it’s time to research and find the one that best fits your needs.
You can get started today with a free RD Station CRM account!
Configure your business process in the tool and experience the peace of mind of following your complete sales funnel in one place.