Scaling sales is the biggest goal of any company. Scalability occurs when your business is able to create an attractive solution and offer, with strategies and actions to serve all potential customers, from the first contact with the company, generating value and gaining their trust.
However, anyone who thinks this is a mission that can be done with old practices is mistaken. Or with habits of the past.Without having the technology in the process, it is impossible to be able to deliver the value in the form and at the moment that potential consumer needs.
And, well … timming is essential. After all, the markets in which competition has not grown and is no longer aggressive to prospect customers are very rare.
To scale sales, then, companies need to understand that digital transformation is necessary and urgent.
But, of course: it will not sell alone. You need to structure yourself. Be prepared for technology to accelerate your business.
That’s what today’s article is about: how to scale sales in your business, with structuring and positively continuous impact on customers.
Let’s check it out?
First of all: why is it important to scale sales?
But, here, the first addendum: these strategies and actions should not be limited to the commercial team. The company’s entire sales force is involved.
So, in answer to the question asked in the title of this paragraph, let’s go to the first answer.
Everyone is doing customer service and therefore need to be aligned, focusing on the customer and always positively impacting him.
It is essential that everyone thinks about the different stages of the buying journey. And that contribute with insights to improve it.
From the first contact (there, with the form filled out on a landing page), to the support: how can you improve this experience for your consumer?
How to deliver value to him always? Deliver value, read: how do I add and give something beyond what he expects?
You understand? Scaling sales is a process where you solidify the relationship of trust with each contact. And then, the sale will be the inevitable consequence.
After all, the customer – at this point a prospect – will see it as something he needs and a lot to achieve the desired success.
This is a “pain” for many companies, be they startups, be they bigger companies: how to increase sales and sell better?
Selling better is not selling more. Selling better is having the process oiled in the terms we talked about above, targeting the right people in your business.
Because, you can increase your sales, but if it doesn’t sell right, the number of churn will skyrocket.
So, well … will you be doing the correct financial management of your business? Of course not.
Think of a solution that is scalable
To gain notoriety in the market in which it operates is to think about the scalability of the business: how much, in fact, can it grow?
In a healthy and sustainable way, of course. Ever.
So, it is up to the entrepreneurs not to limit the growth power of their businesses.
Therefore, do not sell to a restricted audience or undertake in an already saturated market if you do not have something really innovative.
The homework to be done at this time is:
- define well your target audience and consequently the profile of the ideal client (ICP);
- seek the differential that your product or service has and expose it;
- clearly understand how you help people and businesses to resolve their pain.
To understand how to scale sales you need to be clear about who the company is. And we are not talking here purely about mission, vision and values.
Purpose, differential… what makes people be charmed by you? How? How much?
Then we will start to progress and seek the much desired sales scalability.
How to escalate sales? Structure yourself with these 6 tips!
The first point of this topic is in the structuring of the sales process.
One who always has:
- the customer in the spotlight;
- clarity for everyone on the sales team, pre-sales, marketing, etc;
- possibility of being replicable;
- earnings predictability;
- clear guidance on the goals and objectives that the company has;
- ability to measure results to be constantly improved;
- ability to adapt to changes to always make sense to your customer.
Structured process is a competitive advantage over your competitors. And if you have an advantage and work well, you are on your way to escalating sales.
But in order to reach this reality, some previous steps are necessary.
1 – Study your market well
To create a successful strategy and be able to really impact potential customers, it is essential to study your market.
Assessing your target audience by studying the competition is good practice and you need to get started as soon as possible.
Another thing: which companies can be your partners and help you grow? Whether to introduce the first customers, or to complement your solution.
2 – Study and understand how much your company can grow
Time to put your objectives and goals very clear within an intelligent and efficient strategic planning.
Do not make a plan for 3, 4 years. Make it for 1 year – and evaluate it halfway.
It is an important job for you to know the structure necessary to meet your demand. It is an important guide: do not neglect.
3 – Strengthen the internal culture
No company can scale sales without having a strong culture as a business. It is reflected in the delivery to the customer.
So, the organizational climate is important, but also to have a standard of understanding about what the business is and how to act.
It is not a matter of acting in a robotic way, but rather understanding the company’s purpose and how it will be reflected in actions in everyday life.
4 – Build qualified and differentiated teams
Hiring people who are aligned with the company’s culture is another key factor for you to impact the customer and scale sales.
Tools everyone can master after training. But the values: either the person has, or does not have.
So, prioritize professionals with good values, accustomed to putting the customer first (customer first!).
5 – Integrate between sectors
United sales and marketing focused on the customer, with the first demanding for the second, and the second giving insights to the first, is bê-a-bá.
Integration needs to occur as a whole. All areas are correlated. After all, they all have a single goal, right? Customer success.
The DevOps culture is important to develop (if you are a SaaS company) features that really make sense to the user.
But, think about all the departments in your company: marketing can basically help everyone. Sales support. Customer success with financial…
Well, integrate everyone, but do it naturally. Encourage the exchange of internal knowledge little by little.
You will see that this will bring improvements as a whole in serving your customers.
6 – Structure the steps of the business process
To generate value for the customer, you need to have a process in place for that. That means not skipping any steps. Do not “push” the sale.
How is this achieved? Structuring the business process, with several stages so that, little by little, you gain the confidence of your potential customer.
So, keep in mind that you will need to go slowly, taking as steps:
- Lead preparation (time to attract potential stakeholders);
- Lead nutrition (more than one step is required for this, sending good content to the lead);
- Qualification (time to assess the needs to know if the company really serves the customer);
- Pitch / Presentation (the seller takes action and demonstrates the product or service to the customer who has been qualified);
- Outline of objections (if the customer still has doubts, time for a new contact clarifying the pending points)
- Follow up (you submitted the proposal and need to get the answer, so do this step to get the “yes” from the customer);
- Closing (final act, when the client gave you the green light. Now, the “ball” is with the CS team).
The pains of escalating sales without technology
Okay. I followed those steps that you told me. So, now, I’m going to start scaling my sales. Went!
Not really. You will not be able to impact the customer if you do not know what is happening.
Can you scale sales if you just don’t see and don’t know how to control sales in your company?
Managing your business opportunities in a spreadsheet, do you know what stage of the buying journey the prospect is at?
Can you quickly tell if he read your email with that impactful content that you prepared?
Has he received your SDR call yet? What was said?
If you don’t know how to answer any or any of these answers, you are far from able to scale sales.
Remember that we talked about the importance of technology in this mission? That’s where CRM’s role comes in to definitely impact your sales routine.
Its scalability may be impaired
Many are the pains of those who manage sales in a way, let’s say, “rudimentary”. What prevents companies from escalating sales.
It is common to have difficulty in:
- Structure sales pipeline, being able to follow up all opportunities;
- Control and expand the sales process;
- Manage 100% the business process;
- Organization of data for all customers and opportunities;
- Know the main acquisition channels to gain new customers;
- Concentrate all leads generated by Facebook Leads Ads and WhatsApp in one place;
- Have a better relationship with customers;
- Generate relevant analyzes;
- Integrate activities, proposals and contracts.
You certainly identify with one, several, if not all of these problems, right?
This is common for those who do not have the technology within the sales sector and do not have the same technology to integrate with marketing.
So, what to do?
How does a CRM help you scale sales in your company?
Let’s take point by point the pains mentioned above. In a good CRM, you can create as many funnels as you want: marketing, pre-sales, sales, contracts, success, support …
Anything that makes sense to you and has a well-defined process you will structure and monitor in the kanban model, which facilitates the immediate visualization of the main information.
This will give you complete, real-time sales management. That’s because you’ll know which salesperson is working at each opportunity.
And you can make sure that no salesperson sees your colleague’s opportunity – if they wish.
You will also know what has already been done in relation to that prospect: if there has already been a call, you can listen to the recording; if the email has already been sent, see if the client has already opened.
Find out how and what your sales team is working on:
- is anyone idle?
- Who is dealing with which type of customer?
All of this is relevant data that you analyze quickly and intelligently.
Take individual or step reports from the funnel to understand your performance.
Let’s say you can’t get past the proposal acceptance stage: so maybe you need to follow up, giving some incentive for closing, how about that?
The truth is that you will only know this if you manage your sales through CRM. With spreadsheets, with each salesperson having their own, how is that possible?
Scaling sales means knowing where your best customers come from
The technology allows all the data of your customers to be organized and automatically.
As soon as a lead enters the system, it is already registered in your customer portfolio and already appears in the funnel that you configured.
There, the data from the marketing automation platform that you integrated with the sales software will appear.
Speaking of marketing, for those looking for scalability, what’s better than knowing where your best customers come from?
Do you attract more consumers by email marketing? Facebook? Google Ads? LinkedIn? Rich materials (which)?
Know what you are best at – and what you are not – and focus your efforts and resources there!
All leads from any strategy will obviously be in the pre-sales funnel.
After all, you need to qualify them to find out if they really have a grip on the business before passing them on to the seller.
Features that speed up closing
Why waste time copying and pasting proposals and emails, changing custom fields?
You can send emails, proposals and contracts with just one click (use ready-made templates and automatic actions).
And you can receive the acceptance of the last two with a click too – use the electronic signature functionality!
With more time available and cash on hand, you can invest and further improve your processes.
That’s how the wheel turns with technology. Or can you imagine this scenario using your spreadsheets?
So, how can we help you?
If you want to learn more about how CRM helps you scale sales in your business, speak to a consultant today.
Enjoy and read two articles that will help you sell more, better and more quickly.
The first talks about very important sales metrics to know in real time their performance.
The second covers what is a sales playbook and how this guide is fundamental for your sales team.
A hug from CWT, your CRM. #CWT