Currently, small, medium and large companies are struggling to maintain the consistency of their sales. In order to maintain a good rhythm, the sales team needs to be aligned with the institution’s objectives and have a good sales strategy, otherwise, the essential thing does not happen: the closing. So what better sales strategy?
Structuring a good strategic sales plan goes beyond setting goals for each salesperson. It should contain your customer persona, a calendar of actions, guidelines, paths and other important analyzes for your business.
Several specialists concluded that what makes the customer close a deal is not the presentation of the product itself, but the whole experience of the shopping journey, after all, he has already looked for your solution and already has information about it. What really matters to the modern consumer is the seller’s approach.
Sales strategy should not be confused with sales techniques. The first is the orientation so that the objectives and goals are achieved, in which way and in which period. The techniques are the skills that can be developed by each salesperson to achieve the strategies.
If your sales team has problems with strategy, it’s time to invest in high-performance sales training, in addition to creating a sales plan. So, take advantage of the fact that we will teach you, on today’s blog, a step-by-step guide to setting up your sales strategy. Good reading!
Read more: How to create a persona in 3 steps
What are the steps of the best sales strategy?
A sales strategy is a set of actions aimed at generating more sales closures. The company’s revenue will only increase when more customers are won by your company. For this to happen, you need to come up with a good sales strategy.
What is the best sales strategy? Each institution, through an in-depth study of the market in which it operates, defines the ideal strategy to be followed. But basically, we can divide a sales strategy into 4 steps:
- Market research
- Action planning and strategies
- Development of an action plan
- Follow-up of results
This type of commercial intelligence helps your business to seek strategic and concrete ways to boost sales. In the following topic, we will explain step by step how to develop a sales strategy.
What is the best sales strategy? A guide to assemble your
Keep in mind that a good sales strategy is not created overnight. Therefore, be patient and correctly follow the step by step to maintain the efficiency of strategic sales planning.
Anyway, what better sales strategy? Follow the steps below:
1- Analyze the market
Using the SWOT matrix (Strengths, Weaknesses, Opportunities and Threats), you can start building your sales strategy. Analyze the macro environment and discover all the potential of your company. Only thus, you will know how to position yourself in front of the market.
2- Define your positioning
Your company needs to have the 4P’s very well defined (product, price, place and promotion). Based on this, you can consider the best way to position yourself, whether for the best product, best price or best solution. This step is important, as it will be part of all communication, external and internal, of your business.
Incorrect positioning can result in loss of credibility, as the company communicates what it does not have.
3- Set goals
Define what goals you want to achieve. Have a clear definition of what differentiates your business from other companies so that you can think of tangible goals. Be sure of the degree of risk you will be exposing yourself to when setting such a goal, as there will be investments.
Start by setting some small goals in order to reach the main goal. Also specify the period in which you want this objective to be accomplished.
4- Structure the sales funnel
When designing your sales funnel, each stage of the cycle needs to be well structured so that there is data control and follow-up. Your sales team needs to be assertive and this stage brings essential comparisons for the growth of the team and sales strategies.
Accurate information helps in decision-making, minimizing the possibility of mistakes and directing the efforts of the sales team towards better autonomy, safely.
A sales process is ideal to help structure the funnel. If you don’t have one ready yet, learn how to create a sales process to be your team’s execution guide.
5- Understand the metrics
Measuring results is always important in an analysis. However, you need to know which metrics really matter to your business. They need to provide a holistic view of the company and serve as a basis for future actions.
Bear in mind that sales strategies can be evolved during the process, so don’t worry about putting them in a plastered position. They can and should be modified when necessary.
Count on ASB Marketing to increase your sales
If you want to implement demand generation strategies in your business, it is of paramount importance to start with planning.
In this scenario, understand your audience, online behavior, preferences and, especially, make an analysis of your competitors and current demands of the market.
Then understand how your sales process works and what characteristics need to be changed to meet your ideal customer profile.
In addition, it is essential to keep in mind that demand generation does not only occur by paid media, on the contrary, inbound marketing actions (attraction marketing) and demand generation generate very advantageous results for organizations when well employed.
Finally, you can count on an experienced marketing and sales company to support the implementation of these strategies, such as ASB Marketing.
With the best innovative methodologies and tools, ASB Marketing finds its ideal customer and qualifies them through fully automated and personalized email cadence.
When the lead arrives at the purchase decision phase, we only passed on to your commercial team to close the negotiation. With this, we guarantee increased sales, reduction of trade cycle, cost optimization and support in long -term business expansion.
Do you want to know more? Go now and see how ASB Marketing can help your business!