Small Changes Can Increase Your Sales

Updated: August 02, 2010

There are a few, easy to implement sales ideas outlined below, that I have found to be successful when trying to increase the success of a business:

Don't give up on your bottom 80%
The rule of thumb has generally been that top 20% of your customers generate 80% of your revenues. However, due the slump, don't give up on your bottom 80% of your customers. Even if people have not been regularly spending money with your company recently, doesn't mean they never will again. Consider offers and deals to entice these customers back on to your books!

Map out a sales plan
Map out a timeline for every step in the sales cycle - giving a sales team a clear direction is more likely to lead them to the correct goal. Look at researching prospects, making initial contact, presenting the product and closing the deal. If you don't give your sales team a route to success, chances are they will get lost!

Get the CEO some face time
I've always been a proponent of getting the CEO out in front of clients so he or she really knows what's going on. It also sets a great example with the sales team. And nothing says "I really want your business" more than a CEO who makes the effort to meet with potential customers. People deal with people and clients are more likely to have confidence and trust in a brand where the CEO is involved and interested in their business.

Listening vs. Boasting
Successful salespeople listen a lot more than they talk. They're able to ask focused questions, such as "What is the greatest challenge you see your company will face in the coming year" and listen closely to the answers. This will likely reveal the customer point of pain which you and your company can address, giving a perfect opportunity for you to solve their problem. Or, on the flip side, get your potential clients to paint a picture of success and inquire what has stopped them from achieving their dreams. Figure out what you can do to help them get there.

Be realistic on what you can deliver
Your salespeople might be landing business at prices lower than your cost. Talk to your team and make sure they know they can go this low, but no lower.

Featured Research
  • How VoIP is Transforming the Healthcare Industry

    The healthcare industry, like many industries, is in the midst of an era of rising costs and an ever increasing pressure to drive down expenses. Now, what if we were to tell you that there was a simple solution to these problems? The answer is VoIP. And to make it sweeter, it allows for your hospital staff to utilize modern mobile devices as resources instead of antiquated phone systems. more

  • Don't Make These 10 CRM Mistakes

    Finding and buying a CRM is exciting. It is also quite daunting as you want to be as prepared as possible so as to avoid making a costly mistake. We have seen that many businesses fail when implementing a CRM, as they repeatedly make the same errors over and over again. more

  • Video Conferencing Goes to Court

    Think technology can’t be utilized in the courtroom? Think again. Video Conferencing within the court system can be extremely cost-effective, efficient, and time-saving. Courtrooms can benefit greatly by video conferencing in expert testimonies, translators, witness testimonies, and much more. more

  • Can Gamification Improve Contact Center Performance

    We have all heard the phrase "all work and no play". Well, would you believe us if we were to tell you that by implementing gamification you can INCREASE contact center engagement, morale, and overall performance? Spoiler alert: 89% of contact center employees believe that a point system within their contact center would boost their engagement! more

  • [Infographic] 8 Common Pain Points UC Eliminates

    Every company has moments of frustration, it is when these moments become extended periods of inefficiency, or pain points, where we start to see loss in productivity and employee morale. What truly sets a successful business apart from those of its competitors, is how they take these pain points and use them as opportunities to improve upon procedures and systems to eliminate pain points and move beyond what was the status quo. more