How to Win Big in Sales

Feb 12
There is no denying that sales are a competitive field. It has always been this way. However, with digital selling channels coming to the fore and new players entering the field all of the time, this competition is only getting fiercer. Don’t worry, though, as this guide will take you through everything you need to do to win in B2B sales.
Work for a progressive company with a good product or service

There is only one place to begin, and this is by working for a progressive company with a strong product. If you do not believe in the product you are selling, you will struggle to sell it with conviction.

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In terms of choosing a progressive company, this is the sort of business that welcomes change and innovation. A company that thinks outside the box will win big in sales as it sets itself apart from its competitors. In addition, by choosing a business that is not afraid to do things differently, you will ensure that you do not get left behind whenever new trends come to the fore.

Choose a product or service that excites you, which will go directly to your motivation to sell.

A good base of potential customers to target

To win big in sales, you need to ensure that there is good demand for the product or service. Look at the territory or profile of customers the company expects you to sell in. Are you going to find it easy to locate companies that will spend and importantly prioritise purchasing your product or service?

Are there sufficient larger sales opportunities and you are not driving (or flying) for miles for sales calls with customers. Do your research to ensure that there is an excellent base of possible customers for you to target.

Make sure there is plenty of training provided by the company

The best companies do not leave you in the dark when it comes to selling their products and services. They have great sales enablement teams to support your every need and teach you what will ensure you win big in sales.

Onboarding training is great, but you need to consider what other opportunities to progress your skills are available moving forward as well. For example, how good the company is at acquiring new business and how strong the enablement team is.

Strong marketing department generating leads

Another important ingredient when it comes to winning big in sales is the people who will be working with you. There is a process involved when making any sale. To close a sale is only part of the sales process, and there are going to be some steps before this, which you will be relying on other people to complete.

Lead generation is the prime example here. You need to make sure that there is a strong marketing department that has a proven track record for generating a lot of high-quality leads so that you can continue to make more sales.

Look for a good compensation plan with great incentives

When you are carving a career in sales, you need to carefully look at the incentive plan you receive and the base salary. First and foremost, is the minimum you will earn every month sufficient? Companies paying low base salaries need to prove that their incentive plan is real and others are achieving incentive payouts.

There can be different conditions to be eligible for incentives that are at play for sales incentive plans. You need the company to present examples of your territory or customer segment plan of what you can earn. Check out are they showing real numbers or idealism.

How big is your sales goal in comparison to others in the team? How long did it take other team members to hit their straps and deliver monthly sales numbers?

Aside from this, are there any bonuses? For example, will you be awarded if you reach certain milestones? You also need to find out whether there are any other benefits, such as health insurance or pension contributions.

Great sales tools to use in sales appointments

The world is increasingly moving digital and virtual selling is a core skill salespeople need to win the deal. While we cannot ignore the value of face-to-face meetings when securing a deal, you need to make sure that the use of great sales tools powers these meetings and your sales conversations with prospects.

You can use sales tools to find out more about your customers, to keep everything organised, and to track your performance as well. Technology can make a huge difference in your success and productiveness as a sales professional, so make the most of it.

A great customer onboarding program when you sign new deals

A big challenge for salespeople is being caught up after-sale, assisting the company get on board. You want to move on to your next deal and keep earning incentives. The company benefits, and you benefit. You want the customer to be successful too.

The best companies to join today are those with a customer onboarding program. You need to make sure that the onboarding experience is positive and effective so that all of your hard work does not end up being undone. There is nothing worse than securing a deal to lose out because the customer backs out.

Customer success or customer onboarding programs is something many sales professionals do not think about, as they have moved onto the next sale by this point, but it is incredibly important.

Good referrals from happy customers

Last but not least, if you want to win big in the sales world, it is important to build up a solid portfolio of positive feedback from companies you have dealt with before. If people can see that you have helped others and they have placed their trust in you, they will be much more inclined to do the same themselves. The importance of this should not be underestimated.

So there you have it: everything you need to know about the steps you need to take to win big in the sales industry. We hope this has given you some inspiration and ideas to take your sales to the next level and win big in sales.

While it is a competitive industry, don’t get disheartened. There are always ways to achieve more and clinch that next big deal.

You may also be interested in reading - 20 Ways to Succeed In Sales and Out Run Your Competitors

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