Scalable Sales Strategy
Posted: Tue Dec 03, 2024 6:43 am
Today, more important than ever, having a Scalable Sales Strategy is a must for every organization.
What are Outbound Sales?
In outbound sales , the legacy system of most sales teams, companies base their sales strategy on the actions of the salesperson. They rely on manually entered data to monitor the sales pipeline and train their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers.
Very challenging to scale and slow, companies work for the system be it Salesforce, Hubspot or Zoho and individually.
What are Inbound Sales?
In inbound sales , the modern methodology for sales teams, companies base their sales process on buyer actions. They automatically capture seller and buyer data to monitor the pipeline and coach salespeople, and they align sales and marketing, “creating a seamless experience for buyers.”
The best Scalable Sales Strategy is with a POD structure, it is super fast and very scalable.
If your marketing and sales teams aren’t aligned with the modern buyer’s risk managers email lists journey and aren’t adding value beyond the information already available to the buyer, the buyer has no reason to engage with either marketing or your sales team.
Inbound sales benefit buyers at every stage of the buyer's journey: awareness, consideration, and decision .
Inbound sales teams help the buyer become aware of potential problems or opportunities, discover strategies to solve the buyer's problems, assess whether the salesperson can help the buyer with the problem, and then purchase the solution.
They are helpful and trustworthy, creating partnerships rather than power struggles.
Power struggles often lead to falling prices and selling in kilograms instead of dollars .
A successful scalable sales strategy should have two funnels, one for your marketing process and one for your sales process .
It’s not about the best salespeople or the best football player, it’s about your strategy and talent to succeed. Every sales team should have a sales strategy plan that outlines goals, best practices, and processes designed to align the team and create consistency, so you can scale your business.
These are the essential components of a scalable Sales Strategy.
Organizational goals
Organizational goals are strategic objectives that a company’s management sets to outline expected results and guide employee efforts. Each goal should be specific and measurable, such as “sell 180% of the projected sales quota in the second quarter.”
Customer Profile and Product Offering A customer profile is a description of a company's customers based on their demographic characteristics, background, hobbies, and interests. … They will strengthen your marketing efforts by determining the best messages, offers, products, and services to deliver to attract your ideal customer. A product offering can be assembled from a reusable product specification (sometimes referred to as a product spec). In practical terms, a product offering represents tangible and intangible goods and services that are available for a certain price in the marketplace.
Hiring, Onboarding, and Compensation. Your process for onboarding new sales hires has a huge impact on the success of your new reps. Research shows that 69% of employees are more likely to stay with a company for three years or more if they have a great onboarding experience. Developing a list of criteria and attributes for sales managers to assess when interviewing candidates is essential to recruiting and retaining top talent. The next step is to develop a training and onboarding program that will prepare them to begin selling effectively and efficiently, followed by a compensation and rewards plan that will motivate them to continue performing.
Demand Generation . Demand generation is the focus of targeted marketing programs to generate awareness and interest in a company’s products and/or services. Include a detailed plan on how to target potential customers to increase awareness of your offering, such as using paid social acquisition channels, creating eBooks and hosting webinars, organizing events, Google Ads, etc.
Performance and measurement procedures. Once the infrastructure is set up, create a procedure to track performance at the individual, team, and company levels. This measurement can take the form of quarterly KPIs, weekly dashboards, monthly reviews, or some combination of the three. This section should also highlight the specific metrics the team should focus on.
What are Outbound Sales?
In outbound sales , the legacy system of most sales teams, companies base their sales strategy on the actions of the salesperson. They rely on manually entered data to monitor the sales pipeline and train their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers.
Very challenging to scale and slow, companies work for the system be it Salesforce, Hubspot or Zoho and individually.
What are Inbound Sales?
In inbound sales , the modern methodology for sales teams, companies base their sales process on buyer actions. They automatically capture seller and buyer data to monitor the pipeline and coach salespeople, and they align sales and marketing, “creating a seamless experience for buyers.”
The best Scalable Sales Strategy is with a POD structure, it is super fast and very scalable.
If your marketing and sales teams aren’t aligned with the modern buyer’s risk managers email lists journey and aren’t adding value beyond the information already available to the buyer, the buyer has no reason to engage with either marketing or your sales team.
Inbound sales benefit buyers at every stage of the buyer's journey: awareness, consideration, and decision .
Inbound sales teams help the buyer become aware of potential problems or opportunities, discover strategies to solve the buyer's problems, assess whether the salesperson can help the buyer with the problem, and then purchase the solution.
They are helpful and trustworthy, creating partnerships rather than power struggles.
Power struggles often lead to falling prices and selling in kilograms instead of dollars .
A successful scalable sales strategy should have two funnels, one for your marketing process and one for your sales process .
It’s not about the best salespeople or the best football player, it’s about your strategy and talent to succeed. Every sales team should have a sales strategy plan that outlines goals, best practices, and processes designed to align the team and create consistency, so you can scale your business.
These are the essential components of a scalable Sales Strategy.
Organizational goals
Organizational goals are strategic objectives that a company’s management sets to outline expected results and guide employee efforts. Each goal should be specific and measurable, such as “sell 180% of the projected sales quota in the second quarter.”
Customer Profile and Product Offering A customer profile is a description of a company's customers based on their demographic characteristics, background, hobbies, and interests. … They will strengthen your marketing efforts by determining the best messages, offers, products, and services to deliver to attract your ideal customer. A product offering can be assembled from a reusable product specification (sometimes referred to as a product spec). In practical terms, a product offering represents tangible and intangible goods and services that are available for a certain price in the marketplace.
Hiring, Onboarding, and Compensation. Your process for onboarding new sales hires has a huge impact on the success of your new reps. Research shows that 69% of employees are more likely to stay with a company for three years or more if they have a great onboarding experience. Developing a list of criteria and attributes for sales managers to assess when interviewing candidates is essential to recruiting and retaining top talent. The next step is to develop a training and onboarding program that will prepare them to begin selling effectively and efficiently, followed by a compensation and rewards plan that will motivate them to continue performing.
Demand Generation . Demand generation is the focus of targeted marketing programs to generate awareness and interest in a company’s products and/or services. Include a detailed plan on how to target potential customers to increase awareness of your offering, such as using paid social acquisition channels, creating eBooks and hosting webinars, organizing events, Google Ads, etc.
Performance and measurement procedures. Once the infrastructure is set up, create a procedure to track performance at the individual, team, and company levels. This measurement can take the form of quarterly KPIs, weekly dashboards, monthly reviews, or some combination of the three. This section should also highlight the specific metrics the team should focus on.