Improve Sales Performance In 9 Steps

Sales performance can dramatically improve by focusing on a sales strategy that dives deep into the foundations of the sales cycle.  This guide is directed toward Executives, Sales Managers and Entrepreneurs and any one who is involved in improving the sales cycle 

1- Focus on your mission statement

A good mission statement describes ” who are we now”  it explains to the employees, team members, and customers why does the business exists and what it’s trying to achieve in the world. Don’t confuse Mission statement with the Vision statement. A Vision statement is about ” who we want to be in the future”.

Your company might already have a mission statement that you are not aware of, review this statement and ask your team members or employees what do this statement mean to them

1- Focus on your mission statement

A good mission statement describes ” who are we now”  it explains to the employees, team members, and customers why does the business exists and what it’s trying to achieve in the world. Don’t confuse Mission statement with the Vision statement. A Vision statement is about ” who we want to be in the future”.

Your company might already have a mission statement that you are not aware of, review this statement and ask your team members or employees what do this statement mean to them

2- Structure Your Team

Set leadership in place, focus on making it clear what is the team hierarchy. you can structure your team based on locations, product lines, or different business units

3- Define Your Target Market

Doing market research is one of the most important steps before starting a business or launching a new product or a service. According to HubSpot, there are two kinds of market research

1- Primary Research is the pursuit of firsthand information on your market

2-secondary Research is all the data and public records you have at your disposal to draw conclusions from

3- Define Your Target Market

Doing market research is one of the most important steps before starting a business or launching a new product or a service. According to HubSpot, there are two kinds of market research

1- Primary Research is the pursuit of firsthand information on your market

2-secondary Research is all the data and public records you have at your disposal to draw conclusions from

4- Do Competitor analysis

Competitor analysis enables you to identify market gaps, what other brands and companies are working in the same area of development. You need to ask yourself what are they doing right? what are they doing wrong? what is their mission statement?

5- Align Sales With Digital Marketing

Account-based marketing is one of the newest strategies in B2B marketing that focuses on aligning the resources of marketing and sales toward advertising to certain accounts and to address only individuals in the buying committee on those accounts with a personalized message that addresses each role challenges and obstacles. Without aligning your sales and marketing you won’t be able to benefit from ABM

5- Align Sales With Digital Marketing

Account-based marketing is one of the newest strategies in B2B marketing that focuses on aligning the resources of marketing and sales toward advertising to certain accounts and to address only individuals in the buying committee on those accounts with a personalized message that addresses each role challenges and obstacles. Without aligning your sales and marketing you won’t be able to benefit from ABM

6- Set Prospects Qualifications Criteria

A prospect is a person or a business who is a good fit for your business, someone who has a need and a budget and is willing to solve it using your services or products. don’t confuse a prospect with a lead. A lead is someone that showed an interest in your business by visiting a website or subscribing to your newsletter. A prospect is someone who is qualified based on your qualification criteria. For example; account qualifications criteria might be 1) Companies that have 50-200 employees 2) Budget more than 500,000 USD and so on. These qualifications criteria save time for your salespeople and prevent them from wasting their time on the wrong client.

7- Set Team Target & Goals

Though this might seem obvious, a lot of teams don’t actually have one. Set realistic goals using the SMART formula

7- Set Team Target & Goals

Though this might seem obvious, a lot of teams don’t actually have one. Set realistic goals using the SMART formula

8- Adjust Commission Structure

We all work for money. If the money is not good, we just move on. Structure your commission scheme to motivate your sales reps to score more deals. Here is the most common 7 sales commission structure

9- Ensure Sales Enablement

Anything your sales rep needs to close more deals is your responsibility to provide. From Software licenses (Like CRMs, ERPs, and knowledge sharing tools) to accessing marketing material (Like  Ebooks – Infographics – videos – PDFs – Case Studies) to providing proper training and education (Personal, social and technical skills)

9- Ensure Sales Enablement

Anything your sales rep needs to close more deals is your responsibility to provide. From Software licenses (Like CRMs, ERPs, and knowledge sharing tools) to accessing marketing material (Like  Ebooks – Infographics – videos – PDFs – Case Studies) to providing proper training and education (Personal, social and technical skills)

Empowering Sales Teams

Improve Your Sales Performance By Aligning Your Sales And Digital Marketing Efforts. Have A Free Consultation With One Of Our Consultants Today To Discuss What’s Best For Your Business

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