Sales is the means through which a business lives its purpose of making a difference in the lives of its customers. Thus, sales is about helping your customers buy.
If there is anything honourable in business as a whole, then it is the way a business makes sales happen. The sheer experience of sales and its outcomes can be infinitely rewarding and satisfying. When you know that your product or service has impacted not only the lives of people who received it but the people around them for whom they care. Every sale, hence, contributes to the building of brand that lasts.
Sales: Growth enabling. Relationship building. Delivering value.
The perspective to see sales is that of growth enabling, relationship building and enormously satisfying in the in the context of delivering value to your customers. Holding this perspective and evangelising your growth path would require the deeper knowledge and skills to create, augment and consistently deliver to your customers.
Sales is not a one-time pursuit but an ongoing one for every organisation striving for sustainable growth. As your customers grow and as you grow, the sales in your business evolves to make it be more relevant to the changes and expectations on both sides.
Sales: Key pillars
The three key pillars on which the success of a sales organisation depends:
Why should a business continuously invest in creating a structured and formal sales organisation?
Simple statistics to support the above question especially in project and service-oriented industries is as below:
How We Can Help
Over the years, we have helped clients shift their perspective from seeing sales as an energy-draining exercise to creating a fully functional, remarkably rewarding and continuously growing sales organisation.
A sales organisation is the growth engine and the identity carrier for a business. With every sale that this sales organisation makes, a customer is helped in his/her growth.
Our approach is to begin with the foundation of the business: its purpose, reason to exist and carefully design the sales organisation’s structure, processes and practices that makes the purpose enliven with every sale it makes.
Most businesses make the mistake of getting consumed in the trap of More contacts/references/calls = More sales. Ofcourse a business requires to connect with its audience but that is only a small part of the entire sales process. Sales begins with who you are as an organisation and the promise you are intending to serve to your customers.
We have helped our clients in creating a sales organisation that is aligned to their purpose and strategy We have helped our clients in creating a sales organisation that is aligned to their purpose and strategy enabling them to attract, manage and grow their customers over the years.
We understand that as an owner, deciding where to invest to grow revenue and improve sales We understand that as an owner, deciding where to invest to grow revenue and improve sales performance can be overwhelming. Also, it is costly and time consuming to take your team out of the field for training. And let’s be honest, after a short-term boost, most sales training fails to have the long-term impact you need.
At SOCH, behaviour change is at the core of our framework, and we make sure that the changes stick, gets adopted and drives business results.
Our clients say: “Not only are we seeing increase in our customer base and behaviour changes in our sales teams – our customers have repeatedly said about our businesses’ ability to help them pivot, engage and provide value in their new world.” To re-iterate, the goal is to build a highly profitable, honourable and purpose-centric organisation.