As with “just on time inventory” or “six sigma,” being a “sales-driven company” is something that almost every large or medium-sized business across the globe has dreamed of at one time or another. Many see it as one of a number of buzzwords and barely-used management theories.
However, for the most aggressive few, there’s even more – it’s an opportunity to totally beat the opposition.
What is a sales-driven organization? Simple: it’s a business that has everyone from the CEO or the one who cleans the floors in the evening is focused on getting the new companies. It’s the understanding that sales are the only aspect of the business that must always earn money and the attitude to promote anything that can help to attract customers.
The main benefit of growing an organization that is sales-driven, as you could imagine, is the ability to generate increased revenue… and, in many instances, much more. This is because when whole teams of both women and men are directed toward the same direction and are able to boost those of the frontline workers. Instead of hearing from one salesperson at a time, the potential customers quickly discover that the entire organization would love to be a part of their business. Most of the time, they’re not familiar with this, and this can make them willing to give your business an opportunity.
As you’d expect, they are simple ideas to discuss; however, they are challenging to implement. Here are seven helpful tips for executives and business owners who are looking to create an enterprise that is driven by sales:
Get everyone involved:
If you want to create a company that is driven by sales, then nobody will be left out. Everyone on staff should be aware that selling is an integral part of their job at a minimum, if not directly. In the case of some employees, this may lead customers to an account representative who will help them further with their sales, while for others, it might be having the ability to discuss the additional services and products which are available. The exact mix doesn’t matter in the long run, as long as each employee knows their role and is directed towards the proper direction.
Reward sales performance:
Naturally, you’ll need to motivate your salespeople to sign up for accounts. More importantly, ensure that a small percentage of commissions will find their way to the support personnel who are helping to push the sales efforts. Being involved in the accomplishment or default of the company’s goals and quotas could help other departments become more active and engaged.
Create the mood from the top:
Selling emphasis shouldn’t originate from the bottom. The upper management and, in the ideal case, the CEO of the company must be transparent that opening new accounts is the top priority. If the leadership isn’t there, You can be confident that middle managers and employees at lower levels will view the idea of the creation of a sales-oriented business as a marketing ploy and will not be part of it.
Focus on the importance of customer service.
It’s not a good idea to bring in a lot of new accounts in the event that they leave within a few weeks or even months after. Since the majority of earnings are earned after the customer’s first purchase, so it’s sensible to do everything feasible to keep your existing customers. Consider customer service to be one of your top priorities as it’s the only method to prevent a vast selling effort from becoming unproductive.
Maintain the sales team on top… however, not far ahead.
Salespeople, especially the best ones, are a rather arrogant lot in the way they are. If you place them in a workplace that is centered around sales, and they could be a nightmare to manage. The competitive, confident quality of top salespeople is an excellent thing. Allow them to sabotage other employees, and you’ll end up with a situation in which the employees who aren’t sales reps resent those who are bringing commission payments. It’s certainly not an ideal situation for everyone affected, so be sure to keep a check on your sales staff and ensure that they’re satisfied and confident… however, not enough to cause discord with others in the company.
Get feedback:
Selling, whether between two individuals or an entire company it shouldn’t be an all-or-nothing affair. Instruct your staff to keep a record of what they learn from clients and customers. Sometimes, small pieces of feedback can provide immense knowledge. Perhaps you’re not selling the products that customers are looking for, and one of the most significant advantages of a sales-driven business is that you will be able to identify and respond swiftly.
Keep it in mind:
As I said, the importance of having a sales-driven company is an excellent objective, but one that most companies aren’t able to stick with. Expect it to take months or even years to make your new strategy stay. Changes in the organization are never simple, and the outcomes don’t always occur quickly. If you’re able to remain focused and keep going, you’ll end up with a business that’s set to take on the competitors.
