As a business consultant, I have had the opportunity to work with countless small business owners and entrepreneurs who were just getting started. I often asked them to discuss their strategy for getting their business off the ground, and they had plenty to say in this regard. But when I asked them how many revenue streams they had and how much they planned to generate in sales each year, it floored me each time they randomly blurted out a sales figure. I heard numbers such as $1 million a year or $250,000 a month, but I knew that there was no real sale strategy behind those numbers. It was as though they were aimlessly blurting out these numbers without a substantial plan that justified their sales goals. My next question to them was “How do you plan to make $1 million a year or $250,000 a month?” That’s when the look of confusion appeared – as they were completely unaware of how they’d go from little to no sales, to a $1 million dollars in sales. Because obviously having a great product or service alone will not generate a million dollars in sales.
They were completely unaware of how they’d go from little to no sales, to $1 million dollars in sales.
I have also witnessed entrepreneurs who are really great at what they do, but have absolutely no sales experience or know-how when it comes to capturing new customers and keeping a steady stream of new prospective clients in the pipeline. Sadly, most of them are clueless in this regard and are puzzled by the lack of response their product or service is receiving in the marketplace. If you’re struggling with placing your product or service into the marketplace, below is some helpful information that may be very useful to you.
Why Many Small Businesses Struggle with Sales
Many small business owners and entrepreneurs do poorly in sales because most of them have only learned how to develop and hone in on the skills that are necessary to deliver quality products and services, but they never learned about generating sales. For example, a music producer may be great at producing songs but can’t sell water in the desert. The same holds true for other professionals as well; such as accountants, attorneys, dentists, and more. Each of them has taken the time to acquire the skills necessary to render quality services but have little to no marketing and sales experience. For others who have taken the time to find quality products to resell, many still face the same challenge of not being able to generate adequate sales. Many ask themselves, “Why aren’t my products or services selling?” And the answer is simple; it’s basically because most of them don’t realize that selling is a specialized skill within itself. It takes sales training to properly launch products and services into the marketplace. It takes much more than just having knowledge about a product or service. It takes an experienced sales team.
Barriers to Entry
Many businesses may have experienced some level of sales, but not enough to put them on the map. Many have run into challenges and were blocked by various barriers to entry, such as competition, who have already captured a large percentage of the market share; or other barriers, such as pricing, legal and compliance issues or other factors that are preventing them from getting products into the marketplace.
Businesses that are experiencing success have something that poorly performing businesses don’t have. Such as:
• Knowledge about the sales process
• An experienced sales team
• Specialized industry experience
• The ability to identify target markets and market segments
• A short-term and long-term sales strategy
To be successful in sales, a company also needs to have a step-by-step, strategic sales plan developed by first identifying potential customers that will provide you with realistic sales goals based on justifiable facts
Inside Sales Staff vs an Outside Sales Team – Key Advantages
Some advantages of working with an outside sales force as opposed to hiring an internal sales staff consist of the following:
1. Savings on payroll taxes – An outside sales force is responsible for paying their own taxes.
2. Savings on sales-related expenses – You will not be responsible for additional selling expenses, such as office space, telephone expense, travel expense, and other related expenses.
3. A better match of the product mix with the market segment. Because of their industry experience, a knowledgeable sales team can better match multiple products and services with the right market segment. Primarily because there is an industry specialist representing each product or service.
What it Takes to Succeed in Sales
In order to succeed in sales, you need a sales team whose knowledge of sales equals your knowledge of your product or service. You need someone who knows sales and marketing strategies, who is also able to get around all forms of barriers to entry. An on-demand sales force is a team of highly trained sales professionals capable of helping business owners and entrepreneurs get their product or service into the marketplace. They can make your life easier by combining their expertise and knowledge with critical information about your product or service to come up with the best marketing and sales strategy possible. They can leverage businesses’ current contacts and begin building a list of more realistic prospects.
To be successful in sales, a company also needs to have a step-by-step, strategic sales plan developed by first identifying potential customers that will provide you with realistic sales goals based on justifiable facts, as opposed aimless goals that are not supported by anything.
How an Outside Sales Team can Be of Assistance to You
A professional and experienced outside salesperson, such as the sales professionals on Swarmsales, can assist you by changing the way sales is done. They are already strategically positioned to work with key industry leaders in a variety of market sectors, and they are ready to go to bat for you. They can easily develop a plan that puts your product or service in the heart of quality sales leads based on the demands in the current marketplace. This will allow you to do what you do best: focus on delivering great products and services. While you are focused on your job, they focus on putting your product or service in front of the right audience.
Swarmsales sales professionals are seasoned and have established relationships with other top sales agents in designated industries. Their on-demand sales services can become an added value to your current business operations. Not only will they assist you with reaching your sales goals, but they will also provide you with measurable results.
This process will lend itself to increasing brand awareness, customer loyalty and ultimately, repeat sales.
Article created by Monica Stewart from Newzlet