This article is based on a strategy I have developed with a phenomenal hands-on team to be their north for sales success and the values to orient their sales team. 

The company at that time had an incredible product. They developed their production facility to produce personalized mattresses based on their customer necessities, setting them apart from the average mattress companies.

Having a stunning product is part of the recipe for sales success. However, it is not all. The way you set a go-to-market strategy will be fundamental to achieving high sales numbers.

Without further ado, here are the 4 pillars we set for the sales team to serve their clients and achieve sales success.

• Know Your Target Audience.
• Know The Sales Magic.
• Chaise Constant Improvement.
• Manage Your Time Wisely.

Know Your Target Audience

“before trying to serve our customers, we need to understand them.”

I often see sales teams trying to push sales at all costs, trying to contact as many customers as possible, which will lead them to frustration and dry their energy talking with not enough qualified potential sales leads.

A practical example of that is a story that happened to me a few years ago:

I bought some tools on an online marketplace, as per usual, they started sending me email marketing offering more products.

However, the problem was, instead of sending me related products, they started to send me all sorts of things like nail polish, hair products, clothing, travel offers, ladies’ shoes, musical instruments.

Maybe you are thinking, “Ok, Marcos, what is the problem with that?” 

The problem is, they got me bored with those offers, and I decided to unsubscribe from their newsletter. They wasted their money, time, and effort sending me products out of my interest and lost communication with an actual customer.  

I have seen this kind of lousy example over and over again. It shows a self-centred company instead of customer-centred. 

The first question I ask any entrepreneur when we are talking about understanding their customers is:

Which CUSTOMER PAIN your company solves?

There is a quote that I personally love and illustrate the understanding we should have clear in our minds.

“People don’t buy products. They buy better versions of themselves” 

Yes, people don’t buy your product or your service. They buy benefits and solutions for their problems. 

This image illustrates precisely what I mean by that.

The feature of your products doesn’t matter as much as the problem they can solve. 

When we understand that concept, we start to comprehend that more important than closing a new deal is to make sure our clients or customers buy for the right reasons.

And that way, the perspective changes. There are no sellers but buyers.   

“There is no customer for sales professionals that don’t know how to listen.”

Know The Sales Magic.

I have written an entire article about that. You can check by clicking on this link: The magic of sales: Discoer the hocus pocus behind sales performance

In summary, sales are way closer to a science than “mystical magic,” As a science, it needs to be backed up by numbers.

Having a deep understanding of your numbers will help you make the right decisions on optimizing your sales success. Suppose you have hard times generating leads. You will need to be phenomenal in converting conversations into sales. In that case, you have no problem with lead generation but don’t have the same quality in converting those leads into sales. You can solve it by increasing your lead generation.

“You will have big sales numbers when you start to understand the game of numbers.”

Don’t get me wrong. I am not saying you should not work to increase your performance throughout the sales funnel. What I am saying is you can increase your sales success by understanding your situation and working with those numbers.  

That being said, we get to our third pillar.

Chaise Constant Improvement.

“Think Big, and You Will Be BIG!”

The formula is simple:

More Deals 

Work to generate more leads, and you will have more deals.

Bigger Deals

Working to increase your value proposition will make you have bigger deals.

Increase Conversion

Optimizing your sales funnel and making it more efficient will help you have more sales with fewer leads.

Spend Less Time

Working on your time management focusing on the tasks that bring more sales will make you perform better and spend less time. 

“If you want something new, you have to stop doing something old.”

Talking about spending less time, we get to the last pillar.

Manage Your Time Wisely.

We need to understand that there is no point in asking for a more extended day to have time to do everything, The person who doesn’t know how to manage 24 hours will not know how to manage 48 hours.  

Don’t lose your focus:

• Schedule time to prospect
• To demonstrate
• To close deals
• To follow-up
• To prepare yourself
• Schedule time to do not lose time.

Getting to a state of flow is essential. When you get there, keep the focus to do not get out of it. Keep working well with your time, and it is just a matter of time for the results to come.

“The bad news is that time flies. The good news is your job to manage it.” 

I hope those 4 pillars to achieve sales success can help you think about how you are dealing with your customers and your time. I really would love to receive your thoughts and ideas about that. You can share in the comments or send me a message by clicking here.