How to increase sales volume in 8 steps

December 18, 2020

How to increase sales volume in 8 steps

It’s not rare that a business owner finds themselves searching “How to increase sales volume” on Google. Boosting sales is virtually every business’ dream. Even those with more than decent profits. 

Knowing how to increase sales when numbers are on the low is a skill every good leader should possess, or at least their team of employees. But to increase sales it takes more than doubling the number of cold calls or pouring more cash into your Google Ads account.

How to increase sales in your company steadily and consistently

The following tips come from well-versed entrepreneurs whose businesses practically depend on their sales skills. Both of them run successful companies: Silvia S. Li is the founder and Lead Sales Strategist at Altezza Advisory Group, and Casey Halloran is the co-founder and CEO of Costa Rican Vacations.

To say they know a thing or two about how to increase sales would be a great understatement of their capabilities. Follow their tips to boost sales and we promise 2021 would be a year to remember for your business.

Create a sales strategy

The first tip when the time strikes to increase sales is you better HAVE a sales strategy. Very little happens in business until a SALE is made. So you’ve got to have a basic understanding of how to design, build, measure and motivate a sales team if you want to grow and boost sales.

Retain your top sales talent

Given the economic challenges the global financial system is likely to face post-pandemic, our focus is on retaining our top sales talent. There will be time for growth and record-breaking later…but improving sales is near-impossible to do if the best sellers leave for greener pastures.

Boost sales by offering incentives

Not for the buyers, although that’s not a bad idea to show appreciation to your customers, but for your sales team. Figure out the incentives that really motivate the team to do great work and be sure those are aligned with the behaviors you want. Amazing how often this is out of whack. An employee should feel appreciated in order to be motivated.

Measure, benchmark and report KPIs

Leading indicators vs lagging – you need a sales discipline focused on daily habits. Don’t stare at the scoreboard. Know what baby steps are required to move the football inch by inch. What are the pushups and situps of the sales routine? 

Measure, benchmark and report on those KPIs. If you build a team’s habits around a good process and the leading KPIs that actually matter, you’ll increase sales and get consistent results.

Measure and track your prospect engagement activities and know their ROI

Without a clear understanding of what prospect engagement activities actually yield most sales success for you, any entrepreneur can easily veer off course and lose focus. The urge to be everywhere and be everything to everyone can easily overtake even the most well-meaning strategic plan when one doesn’t deliberately measure and track their activities and see clearly the progress they’re making/not making towards their sales goal through those activities. They can also unfortunately burn out easily and quickly from such an unfocused approach.

To prevent that, my suggestion is to start tracking, assessing, and reviewing critically and candidly where you’re spending your time on a weekly basis and whether it’s helping you get in front of your most ideal clients and what kinds of progress you’re making towards your business growth goals.

Understand your buyer’s path to yes

By better understanding how your ideal buyer will decide favorably on your offer and what they need to do to actually buy, you will save time and energy from including in your sales strategy unnecessary parts that instead of increasing sales they inadvertently add noise or even delay to your end goal.

For instance, not every buyer needs a 30-day trial to make a yes/no decision. By assuming in your sales strategy that that’s a need within the buying process, you might actually be doing everyone involved a major disservice by diverting precious time and resources away from what’s important: Solving the buyer’s pain or problem.

Focus on your ideal clients

FOMO is common among newer entrepreneurs, yet just taking any deal or new client without being fully discerning about fit and alignment can be extremely draining. A bad deal is worse than no deal is something I’ve learned in my 15 years of leading sales and now as an entrepreneur.

Learning to move away from simply adding a bunch of leads at the top of the funnel in the hopes of being able to close a bunch of them and boost sales will be key to success for more sustainable growth in your business. Instead, replace that mindset with firm know-how, confidence, and fluency in disqualifying the non-viable/unfit leads early and promptly so you can spend time and mindshare on engaging your most ideal clients.

Optimize your social selling efforts

One of the most high-yield yet often overlooked parts of an entrepreneur’s sales arsenal is social selling.

Social selling is not the same as simply having a social media presence or doing social media marketing.

A social selling strategy leverages a seller’s / provider’s social media channels to more effectively gain access to and reduce the friction in directly building meaningful rapport with more of their ideal prospective clients.

As 55% of all buyers do their research by using social networks, someone without a strong social selling strategy is missing out on a key opportunity to intersect and interact with potential buyers.

This is now especially critical during the pandemic, as the usual in-person socializing and networking opportunities, such as conferences or trade shows, have been reduced significantly or eliminated altogether. A strong social selling strategy and approach can help you get to your ideal buyers better and faster, thus increase sales.

Conclusion

How to increase sales volume is not an easy question and there’s not a simple answer to it. But if you make sure you tick the boxes of all advice given above, rest assured an increase of sales will follow and stay.

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