Sales, i.e. the sale or distribution of products and services, is one of the most important functions of any company. Without sales, there is no turnover, no profit and no future. This is especially true for start-ups and small and medium-sized enterprises (SMEs), which have to hold their own in a highly competitive and dynamic market environment. But how can you improve your sales performance and close more deals? In this blog article, you will find out which factors are important for a successful sales strategy and which quick wins you can implement immediately to achieve your sales targets.

What factors influence the success of your sales?

Sales performance is influenced by numerous factors, both internal and external. Here are a few examples and what you can do:

• Sales Enablement:
  Offer training and support your sales staff with the necessary knowledge, skills and resources.
• Productivity:
  Optimise the number and quality of sales activities. This can lead to more leads, conversions and deals.
• Customer experience:
  Offer your customers excellent service. Customer satisfaction leads to loyalty, recommendations and a higher customer lifetime value.
• Cross-functional orientation:
  Work closely with the marketing team to define common goals, hand over leads, provide feedback and adjust the sales strategy.
• Corporate culture:
  Create a positive and motivating atmosphere that promotes the performance and commitment of your sales employees.
• Market conditions:
  Adapt continuously to demand, supply, competition, regulation and trends in your market.
• Customer needs:
  Understand your customers' problems, wishes, expectations and preferences and offer them the right solutions.
• Distribution channels:
  Choose and utilise the best ways to sell your products and services to your customers, such as face-to-face sales, telephone sales, online sales, e-commerce, social selling, etc.
• Distribution technologies:
  Use the tools and systems that support and automate your sales processes, such as CRM, analytics, communication, controlling, etc.

What quick wins can you implement to increase your sales performance?

Quick wins are quick and easy measures that can bring you immediate benefits and quickly improve your sales performance. Here are some tried and tested quick wins you can rely on:

• Define your ideal customer group. Focus on those who are most likely to make a purchase and have a high value for your company.
• Create a sales plan with clear goals, strategies, activities and key figures that you regularly review and adjust.
• Use a CRM system to record, organise and analyse your sales data and to automate and optimise your sales processes. You will be amazed at how much you can achieve with free versions.
• Combine marketing and sales and create appealing and relevant content that informs, convinces and inspires your customers. Use different channels to distribute them and generate leads.
• Build strong relationships with your customers by listening to them, understanding their needs, offering them added value and providing them with excellent service.
• Harness the power of referrals by asking your existing customers for feedback, inviting them to provide testimonials or case studies, and encouraging them to recommend you to other potential customers.
• Improve your sales skills by regularly undergoing further training and attending courses. Use proven sales techniques and methods, such as open questions, benefit arguments, objection handling, closing techniques, etc...
• Measure your sales performance by tracking the most important key sales figures. This includes, for example, the number of leads, the conversion rate, the closing rate, the average sales time, the average order value, the turnover per sales employee, etc...

Find out more in our Master's programme in Entrepreneurship and Sales Management. https://www.campus02.at/marketing/master/masteresm/

This part-time degree programme offers you the following advantages:

• You will receive comprehensive and practice-oriented training in the core areas of entrepreneurship and sales management, such as networking and financing, business plans, strategies, customer-centred company orientation, automation of core sales processes, negotiation skills and much more.
• You will learn from experienced lecturers from business and academia who will provide you with continuous feedback and valuable suggestions to strengthen your skills as an entrepreneur or salesperson.
• You will work on real projects and case studies with partner companies, which will give you the opportunity to apply your acquired knowledge directly and expand your network.
• You will qualify for a variety of professions in different industries and sectors, such as Head of Sales, Key Account Manager, Entrepreneur/Founder, Product Manager, Startup Investor, E-Commerce Manager, Sales Analyst, Business Development Manager, Management Consultant, Channel Manager, E-Commerce Manager.