Scaling sales is the ultimate goal of any company. Scalability occurs when your business manages to create an attractive solution and offer, with strategies and actions to serve all potential customers, from their first contact with the company, generating value and gaining their trust.
However, those who think that this is a mission that can be done with ancient practices are mistaken. Or with habits from the past.
Without having the technology in the process, it is impossible to be able to deliver value in the form and time that a potential consumer needs.
And, well… timing is essential. After all, there are very few markets in which competition has not grown and is no longer aggressive in prospecting customers.
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, then yes, technology to accelerate your business.
That’s what today’s article is all about: how to scale sales in your business, with structuring and continuous positive impact on customers.
Let’s check it out?
First of all: why is it important to scale sales?
Scalability is when you create something not just an attractive product or service. It is also about how to attract customers , relating and generating trust in them.
But here, the first addendum: these strategies and actions should not be limited to the commercial team. The entire company’s sales force is involved.
So, answering the question asked in the title of this paragraph, let’s go to the first answer.
Everyone is providing customer service and therefore needs to be aligned, focused on the customer and always having a positive impact.
It’s critical that everyone think about the different stages of the buying journey. And that they contribute insights to improve it.
From the first contact (there, with the form filled out on a landing page ), to support: how can you improve this experience for your customer?
How to deliver value to him always? Delivering value, read: how do I add and give something beyond what he expects?
You understand? Escalating sales is a process where you solidify, with each contact, the relationship of trust. And then the sale will be the inevitable consequence.
After all, the customer – at this point a prospect – will see you as something he or she needs a lot to achieve the desired success.
This is a “pain” for many companies, whether they are startups or larger 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.
After all, you can increase your sales, but if you don’t sell right, the churn number 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
Achieving notoriety in the market in which one operates is thinking 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 entrepreneurs not to limit the growth power of their businesses.
So don’t sell to a restricted audience or venture into an already saturated market if you don’t have something really innovative.
The homework to be done at this time is:
- define well your target audience and consequently the ideal customer profile ( ICP );
- seek the differential that your product or service has and expose it;
- clearly understand how you help people and companies resolve their pain.
To understand how to scale sales, it is necessary 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 fall for you? Like? How much?
Then we will start to progress and seek the much desired scalability in sales.
How to scale sales? Structure yourself with these 6 tips!
The first point of this topic is the structuring of the sales process .
One that 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 company’s goals and objectives ;
- ability to measure results to be constantly improved;
- ability to adapt to changes to always make sense to your customer.
Structured process is competitive advantage over your competitors. And if you have an advantage and you work it well, you’re 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 the target audience by studying the competition is good practice and you need to get started as soon as possible.
Another thing: which companies can partner with you 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 plan .
Don’t make a plan for 3, 4 years. Make it for 1 year – and rate it halfway through.
It is an important job for you to know the structure needed to meet your demand. It’s an important guide: don’t neglect.
3 – Fortify the internal culture
No company can scale sales without having a strong culture as a business. It is something that is reflected in customer delivery.
So, the organizational climate is important, but also having a standard of understanding about what the business is and how to act.
It’s not about acting robotically, but understanding the company’s purpose and how this will be reflected in everyday actions.
4 – Assemble 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 it or he doesn’t.
So, prioritize professionals with good values, used to putting the customer first (customer first !).
5 – Integrate between sectors
Sales and marketing united, focused on the customer, with the first demanding for the second, and the second providing insights for the first, is the bê-a-bá.
Integration needs to take place as a whole. All areas are correlated. After all, they all have a single goal, right? The customer success.
The Develops culture is important to developing (if you’re a SaaS company) functionality that really makes sense to the user.
But think of every department in your company: marketing can help pretty much everyone. Support with sales. The 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 improve overall customer service.
6 – Structure the steps of the business process
To generate customer value, you need to have a process in place for it. This means not burning any steps. Don’t “push” the sale.
How is this achieved? Structuring the commercial process, with several stages so that you, little by little, gain the trust of your potential customer.
So, keep in mind that you will need to go slowly, taking the following steps:
- Preparation of leads (time to attract potential interested parties);
- Lead nutrition (more than one step is needed for this, sending good content to the lead);
- Qualification (time to assess needs to know if the company really serves the customer);
- Pitch / Presentation (the seller takes action and demonstrates the product or service to the qualified customer);
- Outline of objections (if the customer still has doubts, time for a new contact clarifying the outstanding points)
- Follow up (you have submitted the proposal and need to get the answer, so do this step to get the customer’s “yes”);
- Closing (final act, when the client gave you the green light. Now, the “ball” is with the CS team).
The pains of scaling sales without technology
Okay. I followed the steps you told me. So now I’m going to start scaling up my sales. I went!
In truth no. You won’t be able to impact the customer if you don’t know what’s going on.
Can you scale sales if you simply don’t see and don’t even know how to control sales in your company?
By managing your business opportunities in a spreadsheet, can you tell which stage of the buying journey the prospect is at?
Can you quickly tell if he read your email with that impactful content you prepared?
Has he already received the call from your SDR? What was said?
If you don’t know how to answer any or none of these answers, you are far from being able to escalate sales.
Remember we talked about the importance of technology in this mission? That’s where the role of CRM comes in to definitely impact your sales routine.
Its scalability may be impaired
Many are the pains of those who manage sales in a, let’s say, “rudimentary” manner. What prevents companies from scaling sales.
It is common to have difficulty in:
- Structuring the sales pipeline, being able to follow up on all opportunities;
- Control and expand the sales process;
- 100% manage the commercial process;
- Data organization of 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 analysis;
- Integrate activities, proposals and contracts.
You certainly identify with one, many, if not all of these problems, right?
This is common for those who do not have the technology within the sales sector, nor do they have it to integrate into marketing.
So what to do?
How does a CRM help you to scale sales in your company?
Let’s take the pains mentioned above point by point. In a good CRM, you can create as many funnels as you like: 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 greatly 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 on each opportunity.
And you can control so that no salesperson sees your colleague’s opportunity – if you wish.
You’ll also know what’s been done with that prospect: If there’s already been a call, you can listen to the recording; if the email has already been sent, see if the client has already opened it.
Find out how and what your sales team is working on:
- is there anyone idle?
- Who is dealing with what type of customer?
These are all relevant data that you analyze quickly and intelligently.
Take individual or step-by-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 to close, how about that?
The truth is, you’ll only know this if you manage your sales through CRM. With spreadsheets, with each salesperson having theirs, how is this possible?
Escalating sales is knowing where your best customers come from
The technology allows all of your customer’s data to be organized and automatically.
As soon as a lead enters the system, it is already registered in your customer base and appears in the funnel you set up.
There will be data from the marketing automation platform that you integrated with the sales software.
Speaking of marketing, for those looking for scalability, what better than knowing where your best customers come from?
Place tags to know the origin of your leads that come from your marketing actions.
Do you attract more consumers through email marketing? Facebook? Google Ads? LinkedIn? Rich materials (which)?
Know what you’re best at – and what you’re 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 see if they really stick with the business before passing them on to the seller.
Features that accelerate 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 acceptance of the last two with one click as well – use the electronic signature functionality!
Can you measure the time saved on this? If you save time, you save resources too, of course.
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?
Enjoy and read two articles that will help you sell more, better and faster.
The first talks about sales metrics that are very important to know your performance in real time.
The second discusses what is a sales play book and how this guide is essential for your sales team.