The words creativity and insight are usually thrown around for greater gravitas in sales discussions. But in real business situations, the concept of creativity and insights is reserved for engineering and marketing departments. The sales teams are plainly expected to close the deals and get customers with least possible fuss.
In the presently saturated and competitive market, organizations should be nimble and flexible to adapt in changing sales scenarios. This demands a much more pressing reason to infuse better creativity to improve your existing sales situation.
In this situation, a partially or completely automated sales system can significantly improve the efficiency in your sales processes.
In this article, we will be examining the automation in different sales situations. You will also learn about factors involved in making iterations and deviations to improve your existing sales situations. This will help you achieve a faster business growth.
Role of Creativity in Modern sales Management
A regular inflow of creativity and insights is a requisite in managing modern sales challenges. The modern sales process is radically different from the tried and tested methodology.
Let’s think for a second, why modern sales management is so different?
In the traditional sense, the marketing or customer outreach program is responsible to come-up with a prospect contact list. Afterwards, these addresses are intimated through direct mailers or other conversation initiators. If you receive a customer response, your sales team can kick into action and take it forward to the final stages of conversion.
Reasons for failures of Traditional selling approach
- users are constantly bombarded with emails which drains the interest in these channels
- The success rates for regular e-mailers and call outreaches are constantly decreasing
- Usually, customers choose to reply through different channels
- It’s hard to choose between conflicting options
Now, Consider the Modern sales Approach
All the aforementioned failure reasons could be possibly overcome through following an automation-enabled selling approach.
When you take a sharper look, your selling approach could be usually represented in this form.
This cyclic process consists of various steps. It helps you understand one ultimate truth:
The automated sales approach is a process of constant evolution.
The initial stages involve simply taking forward some pre-existing sales procedures. The initial series of sales, exchanges involves obtaining focused information about the current sales situation.
Later you can make changes to your sales processes and evaluate the effect of those changes.
This system helps you understand the existing challenges and possible changes. You can also understand the effect of possible deviations in your existing sales flow. This helps you zero-in on changes that may turn-out to be the most impactful changes in the final sales outcome.
In the initial part, you will first undertake a pre-existent sales process.
Afterwards, you can understand the loopholes in your current sales procedures and possible changes that could be made to fix them. This approach also allows you to make sharper changes that bring about incremental improvements in your existing sales situations.
The success of this approach depends on obtaining a regular influx of ideas and concepts in your business. You also need to have a better understanding of implementing those ideas into your daily business process. This allows you to maintain your sales process for greater success.
For this, you need a concrete system to track and manage your entire sales responsibilities.
This allows you to follow a creative process to attain the right insights and improvements in your ongoing sales transactions.
This also means that automation by itself is way more than a simple ideation process. An automated selling approach involves multiple steps such as information collection, data management, client list building etc….
You need a comprehensive system that incorporates end-to-end sales responsibilities to make the right decisions with minimal error. Typically, this would also require greater flexibility in handling challenges and opportunities in dealing with your sales responsibilities.
Improving the structure of your sales Team
As per studies done by the HBR research team, your sales team structuring and organization is an all-important factor that determines your ultimate success.
Among them, the successful organizations have some form of strictly enforced reporting or automation procedure.
When you come to think of it, an automated sales reporting has numerous advantages.
It gives you immediate reports on revenue turnover and sales margins.
This allows you to focus on right capabilities in your concerned sales department. It also creates an inbuilt flexibility that helps you make enforced decisions and improvisations in your current selling situation.
This allows you to make the right changes to establish an optimal sales cycle.
Increasing your Market Understanding and Penetration
In a very congested marketplace, the biggest marketing and sales challenge is achieving the requisite presence in a competitive marketplace. You can learn more about achieving the right penetration in a competitive marketplace in this article.
If you are visible to the right personnel and right niche, it can immediately raise your conversion rates.
The key to achieving right penetration is customer segmentation and focused outreach.
It is achieved by customer profiling to manage customer contact data.
This allows you to maintain Omni-channel customer data required to reach multiple customers.
This system allows you to initiate secondary conversations through customer-specific mailer or other conversation initiators such as particular addresses.
Improving your customer value Exchange
In most circumstances, your ability to close deals is largely dependent on the all-important factor – improving customer value exchange.
Rather than providing discounts and offers, the automation lets you build more user-oriented approach to increase your individual customer value.
For this, you need to first understand the different elements that improve your customer value exchange.
As per this data, the ability to understand and improve on every aspect of customer interaction is very important.
These are the multiple factors that may have the highest significance:
- Customer interactions
- Personalized Interactions
- Cross selling/Up selling
- Customer Segmentation
- Creating Omni channel experience
You can control and iterate these different factors through an automated sales process. It also helps you keep a rein on multiple processes that are currently progressing in your day.
Usually,the management or sales manager can rarely spend enough attention on each prospect or customer.
If you can automate certain activities, it frees-up more time and energy on activities to achieve better returns.
An automated selling approach lets you control and coordinate activities to your own long-term sales goals.