Developing that crazy idea of yours into the next big thing and getting everybody talk about it is not good enough if you are not making enough money out of it.
In the business world, it is not a celebrity contest - I don’t give a
about how popular your company is, if you are not living up to expectations in
terms of money (profits).
Whether you run a small business or a mega business, you have to pay particular attention to the sales department and the relationships between sales people and customers.
Sales=Money…… No sales = No money. So in planning and carrying out an effective and systematic growth strategy, pay ATTENTION to sales.
I did some research and drafted out these proven principles to help boost your sales. Understanding these principles will help establish a sales culture in your business that will foster maximum sales growth.
Do not read this alone. Also
force get your sales people to read this article.
DO YOUR HOMEWORK: Before you seek information from customers, learn as much as you can about industry trends so you can ask informed, intelligent questions. Look for facts, figures and trends that will help you shape your product or service for the next round of sales effort. Use all available resources: online trend data, websites, annual reports for public companies, demographics, industry publications, competitors, industry guides, trade shows, customer surveys, even a good walkabout in your own retail store. These sources will tell you about your customers’ needs raise your IQ and set the table for future business ideas.
ANTICIPATE CUSTOMER NEEDS: Regardless of whether you’re involved in business-to-business or business-to-consumer sales. If you are going to sell as much as you can, you’ll need to develop strong, long-term relationships with your customers. The best way to do this is to anticipate what your customers need in order to customers need in order to be successful at whatever they are doing. Since sales people are on the front line in contacting customers, they should know more than anyone else does about what customers needs. The more you know about your customers’ needs the better you can anticipate what they need to buy from your company. Ask them about their short- and long-term initiatives; they will be happy to tell you. Listen as they explain their problems to you. Try to be the solution to their problems.
EXPAND YOUR NETWORK: As you are selling, work hard to branch out through your current customers. If you have many individual customers, get to know more about them after they purchase your product or services. Find out the names of those who are using them, how they are using them and why. Do they use the product alone, or do they use it in conjunction with other products? If it’s the latter, can you provide those other products as well?
If your customers are other businesses, try to work your way into the fabric of the customer’s company by expanding your reach into other parts of it. Meet people in as many different departments and other operational areas as possible. Just do all you can to expand your rolodex. The information you get will give you a huge head start on your competition.
MOTIVATE SALES: It is very important for your sales force to be extra motivated to sell (especially pre-sell) whether you’re trying to expand your business by promoting new products or services, or by going into new markets.
Few things are worse for your bottom line than a sales force that’s just going through the motions. Sales people need to care about your product or service. If they don’t, that gets communicated, and the prospect wonders, why should I care?
The sales force should never lack for motivation to succeed in a new business development arena. That’s why it’s important to give your sales people incentives to help develop new product and services, as well as new customers.
So get creative. Think of ways to get your salespeople think more about the business growth. Bribe them,
shoot them, feed them, just do anything that’d
motivate them – you know them better.
On a final note, also develop your talent (your employees) enroll them in trainings that will help them help your business grow. Promote internally, don’t be afraid to give opportunities to those at lower levels. Work with them as your company grows and give them the opportunity to rise to the occasion.
What do you think about these principles and kindly share with us what works for you and your business?
You can also follow me on twitter @sadiqspeaks to get more tips on business, marketing and
Photo Credit: Entrepreneur via shutter stock