Does your business have a sales strategy? A sales strategy should be at the heart of your business model.
Here’s how you can build and maintain a sales strategy in your business.
Plan, Execute, Review, Adapt.
Before we know how to build and maintain a Sales Strategy, we have to know, what is a Sales Strategy?
Simply put, the Sales strategy is the big picture you want your business to look like. If you’re not thinking about how you monetise something, that’s a problem. You’re leaving it down to luck, not a plan. And when you do that, when it goes wrong, it isn’t always obvious what to do next.
Imagine you’ve got a garden that’s just soil and you want to fit it with flowers and trees. You wouldn’t just start planting seeds, you’d think about which seeds go where and what kind of flowers and trees you want. You wouldn’t just put a seed in the ground and hope to have a flower the next day, you’d have to nurture it.
Even once the flowers have grown, they need maintenance. Your hedges will start to need trimming, weeds that have gotten in need pulling out, your flowers and trees still need watering.
If your product or your service is the seed, Sales is the water and the fertiliser which helps it to grow and keep it alive.
Your business requires exactly the same. Planning. Knowledge. Strategy.
Starting from a position of strength.
You need to know where you’re stronger than other people. If you’re great on the phone, revolve your strategy around phoning people. If you’re great at networking, get to lots of networking events.
What are the pre-requisites to a strategy?
You need to have objectives.
It helps to have a clear picture of what you want, but one that you can change if it isn’t going to plan. You might have originally wanted a palm tree in your garden, but if the weather isn’t right, you either have to think about growing something else or investing seriously in infrastructure.
Questions to ask when setting your sales objectives
- What do you want from your business?
- How big do you want it to grow?
- How quickly?
You should be clear where your prospects and customers are and how they behave. If you’re B2C, B2B breakfast meetings might not be the best use of your time.
You should be correlating your sales strategy to your marketing strategy, as they feed each other.
Having a strategy you can adapt to, rather than one you strictly stick to if it isn’t producing results will enable you to still have a fully grown garden, even if it wasn’t exactly the one you imagined.
How will you communicate your strategy to a TEAM?
Would someone else sell your business the same way that you do? What about when you start to build a team, whether that’s staff members or outsourced labour.
Do they know the heart of your message? Do they know the way you want to come across?
Communication is easier when you have control over everything that’s said. But when other people are trying to communicate your business, you need to make sure you’re all singing from the same hymn sheet. You need to be crystal clear on your message before you can expect others to be.
The Sales Growth Club – The NUMBER ONE way for small business to learn how to enjoy selling (and be successful at it, too!)
What is The Sales Growth Club?
My mission is #ElevateEverywhere. Everywhere doesn’t just mean all across one business, but all businesses.
So I created the Sales Growth Club in order to help Small Businesses make a Big Difference to their bottom lines. In the past, too many good ideas led by great people have failed because of a lack of Sales. Now with the Sales Growth Club, there is an easy way for them to learn.