10 Ways to Scale your Sales Process
Do you feel your company is at the point where scaling your sales operations has become a realistic option? Are you looking to scale the sales process by outlining the steps, keys, and tools to boost the sales arm of your business? Scaling is defined as increasing or decreasing-in this case, increasing-operations of a company while maintaining the same efficiency and quality of service.
During scaling, an organization will typically ratchet up personnel, production, and purchases. In order for those things to happen, however, first, there must be a culture created that speaks to the intended objectives of the scaling process.
Define your sales mission statement.
Just as your company has a mission statement that defines the role your company plays in the world and in the marketplace, you should adopt a sales mission statement that briefly and concisely outlines the purpose and creed of your sales division.
This statement should be meant to focus and motivate your sales team. This will help to keep your company’s values in the forefront of your team members in the sales division. All sales representatives should have the sales mission statement committed to memory.
Crunch the numbers.
What has prompted your company to consider scaling its sales operations? There is something special about your recent sales performance that made the thought of scaling a reality. You need to determine what scaling looks like.
Look at your statistics over the past year, and determine how much you want to scale your sales operations by. Look at the number of deals closed, the number of reps closing deals, and the amount of revenue earned per deal.
Develop a sustainable, scalable process.
Your team needs to implement a sales process that is designed to be sustainable over the long haul and able to scale when the time is right. Using the feedback of your top sellers, develop a repeatable sales process that is shared by all sales representatives.
After you have defined your target customer and sales proposition, it is easier to create a process that has structure. Each phase of the sales process needs to be explicitly explained.
Train, Train, Train
Proper training is the cornerstone for building a powerful sales team. Sales training sessions should not end after the initial new-hire training. Regular training sessions and role-playing sessions should be an ongoing practice.
Coaching also provides the needed guidance that new employees require when starting in sales. Having new recruits shadow a successful sales rep is another excellent way to give them a great head start.
Beef up your sales meetings.
Sales meetings present a prime opportunity to generate excitement among your group. Inject some enthusiasm and energy into your sales meetings by making it more engaging and incorporating cheers, chants, and recognition of the star sales reps for the time period. You can also make your sales meetings more productive by encouraging reps to share sales stories that can inspire the rest of the group.
Find exemplary leadership.
The people placed in leadership over the sales team must be shining examples of what the company expects from all of its account executives. Having leadership in place that know sales in and out is the way to assure that the right example is set from the top down.
Pursue account-based sales methods.
Account-based marketing is a strategy that focuses on landing accounts with other businesses rather than marketing to the consumer market. Account executives spend time communicating directly with people of influence at the target company, with personalized transmissions.
By selecting businesses that will place large orders over marketing to the public hoping to make a sales quota, is a much more effective approach to cast a broad net to the public.
Revisit your commission structure.
If you intend to scale your sales operation, you should consider revisiting your commission structure. Depending on how you are paying out commissions currently, you may determine that your commission should be increased or decreased.
If you want to decrease the commission, don’t merely cut the commission. You can create a tier system that pays out based on overall performance and is subject to increase once a certain goal is surpassed. In other words, they can ultimately earn what they currently do for commission after reaching sales objectives.
Friendly competition is a plus when it comes to sales. If you want to see your group productivity boost, separate your group into various teams. Create competitions where the winning teams get prizes and recognition. This will cause the numbers for all teams to grow because of the competitive nature of the challenge set forth.
Managers that micromanage employees kill morale and have an adverse effect on your sales staff. Salespeople should be trusted enough to be left to tend to their pipeline without a manager breathing down their neck every fifteen minutes. Show your staff how much you trust them, by letting them work at their own pace and saving any feedback for the designated times and not constantly throughout the day.
Is your company ready to take its sales division to the next level? Scaling your operations is a process that takes time and patience. Keeping morale and spirits high should be seen as a priority.
Most of the ways to scale your sales process revolves around increasing and expanding operations. If you are able to maintain your quality of service during the process, your core scaling objectives will have been successfully achieved.