Just about every business and sales organization has of focus of how to increase sales revenue. Here are seven distinct areas where attention can be focused to try to drive an increase in sales revenue.
1. Improve Sales Messaging
There is usually always room for improvement in the area of sales messaging. A quick place to start is to look at your core messaging and identify if it is primarily focused on you, on your products, and on your features, or is there an emphasis on your prospect, their needs, and the value that you have to offer. The latter is more powerful sales messaging.
2. Implement Sales Training
Just about every business will have some sort of training for the sales team. And this is also an area where there is usually room for improvement. The function of selling is a skill and it is something that can be developed in sales resources and something that needs to be continually developed, groomed, and reinforced.
Even if there is a quality sales training program and methodology in place, you can look at the frequency of how often the training is being delivered and how the information is supported and reinforced by sales management when looking at how to increase sales revenue.
3. Optimize Productivity
Sales people are expensive. Not only are there typically hefty salaries, benefits, and overhead that comes with staffing a sales organization. But there is also a tremendous amount of opportunity cost with what a sales person either does or does not do with their time.
To improve how to increase sales revenue, it is critical to get as much out of the sales resources as possible in terms of productivity. A healthy balance of motivation and sales coaching mixed in with activity tracking is the key to driving sales staff productivity.
4. Improve Focus on Target Prospects
Time is valuable and not replaceable so you must spend your time with the best target prospects. To help with this, clearly identify what your ideal prospect looks like in terms of geography, industry, size, title, and current environment and have a laser focus on spending time with these prospects and eliminate time spent with those that don’t fit.
5. Increase Target Prospect Interactions
The biggest key with how to increase sales revenue is to increase interactions and conversations with target prospects. There are tools and tactics that a business can use to increase success in this area like search engine optimization, cold call outsourcing, use of social media, pay-per-click advertising, etc.
6. Improve Ability to Find and Focus on Pain
Being able to find pain that prospects are having and focus conversations around that will help to create better conversations, will help to qualify prospects, and will help to generate leads.
7. Improve Ability to Build Interest
At the end of the day, in order to increase sales revenue, you have to be able to be effective at building interest with your prospects. This goes back to your messaging, but communicating value, sharing how you can resolve pain, sharing how you differ, and sharing how you have helped other clients in terms of ROI, are all effective ways to build interest.
Launch Pad Solutions helps businesses with how to increase sales revenue and increase sales growth.
|This article was published on Thursday 17 May, 2012.|
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