Pretty much every business and sales organization focuses on how to increase sales revenue. The following are seven specific areas where attention can be focused to try driving an increase in sales revenue.
1. Improve Sales Messaging
Usually, there is always room for improvement with sales messaging. An easy place to start is looking at your core messaging and identifying if it’s primarily focused on you, your products and/or your features, or is there an emphasis on your prospect, their needs as well as the value you have to offer. More powerful sales messaging is the latter.
2. Implement Sales Training
Every business typically has some sort of training for the sales team. Also, this is an area where there is typically always room for improvement. Selling is a skill and it’s something which can be developed in sales resources as well as something which needs to continually be developed, groomed, and reinforced.
Even with a quality sales training program and methodology in place, you can review the frequency of how often the training is given as well as how the information is supported and reinforced by sales management when looking at how to increase sales revenue.
3. Optimize Productivity
Sales people are costly. There usually are hefty salaries, benefits, and overhead that come with staffing a sales organization. Also, there is a large amount of opportunity cost with what a sales person does or doesn’t do with their time.
It’s critical to get as much out of the sales resources as possible when it comes to productivity to improve how to increase sales revenue. The key to driving sales staff productivity is a healthy balance of motivation and sales coaching along with activity tracking.
4. Improve Focus on Target Prospects
You must spend your time with the best target prospects as time is valuable and not replaceable. Clearly identifying what your ideal prospect looks like in the areas of geography, industry, size, title, and current environment and having a laser focus on spending time with these prospects while eliminating time spent with those that don’t fit helps with that.
5. Increase Target Prospect Interactions
Increasing interactions and conversations with target prospects is the biggest key with how to increase sales revenue. Search engine optimization, cold call outsourcing, use of social media, pay-per-click advertising, etc, are tools and tactics that a business can use to increase success in this area.
6. Improve Ability to Find and Focus on Pain
Having the ability to find pain which prospects are having and focusing conversations around that helps create better conversations, helps to qualify prospects as well as helps generate leads.
7. Improve Ability to Build Interest
In order to increase sales revenue, you have to have the ability to be effective at building interest with your prospects. This references messaging, but communicating value, showing how you can resolve pain, how you differ as well as sharing how you helped other clients in terms of ROI, are all effective ways in building interest.