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As medium-large companies grow, scaling your sales strategies becomes crucial to sustain, expand and scales your business. Scaling your sales strategy involves optimising processes, leveraging technology and aligning resources to meet the increasing demands of a larger customer base. In 2020, more than 60% of consumers have tried a new shopping behaviour as a result of stores closing, economic pressures, or changing priorities, one-third of whom experimented with a different brand of product.

The recent dramatic shift in the way consumers need to be reached moving forward is addressed in Coraggio’s 7 steps, exploring key considerations and strategies involved in scaling the sales strategy for medium-large organisations.

Assessing current sales processes

Prior to scaling your sales strategy, it’s essential to assess the current sales processes and identify areas for improvement. Evaluate the effectiveness of lead generation, qualification, sales enablement and closing techniques. Identify any bottlenecks or inefficiencies that may hinder scalability and determine the necessary adjustments to optimise processes.

Additionally, a “new age” shift is the fact customers are seeking a brand’s purpose as a primary reason for buying and should be factored into your sales strategy if you want to stay ahead of your competitors. It is no longer just about price point!

In essence, traditional brand building, driven by TV ads and other broad-reach vehicles are being replaced with performance marketing, or the data-driven measure of online activity. This new wave of on-line consumer behaviour provides marketers with the added responsibility to identify a greater understanding of what customers want and why, not only to capture new acquisitions, however to guarantee the loyalty of existing clients is maintained.

Your consumers are at in the different stages of their buyer’s journey leading them to the product or service with the intention of buying, however all customers are seeking a relationship with your business.

Streamlining and automating sales processes

Streamlining and automating sales processes are crucial for scaling the sales strategy. Implementing customer relationship management (CRM) software can centralise customer data, automate routine tasks and provide sales teams with valuable insights. Automation assists to increase efficiencies, reduce manual errors and enables sales representatives to focus on building client relationships and closing deals.

When somebody visits your company website typically do not know who you are or what you do. To guide these visitors to what to do next you need to propose a call to action enabling them to opt into your market offering on a deeper level.

Research demonstrates more than 96.7% of people will leave your website or app without purchasing anything. To capture these new visitors introduce a quality call to action to guide them through the various stages of the buying process by building and fostering relationships and provide solutions.

If you are catering your digital marketing efforts to everyone, you are catering them to no-one

Investing in sales training and development

Scaling the sales strategy requires investing in the training and development of the sales team. Provide ongoing sales training programs to equip sales reps with the necessary skills, product knowledge and sales techniques to effectively engage with customers and close deals. Continuous training ensures that the sales team is well-prepared to handle increased sales volumes and meet customer expectations.

Is your sales team able to demonstrate how your product or service solves problems (or provide a solution) and why it can solve it more effectively than other companies?

Precise solutions to their problems make them believe in your potential of catering to their needs resulting in customer retention and repeat business.

Implementing sales performance metrics and KPIs

Establishing clear sales performance metrics and measurable key performance indicators (KPIs) is crucial for scaling the sales strategy. Define metrics aligned with your company’s sales objectives, such as revenue targets, conversion rates, average deal size and customer acquisition costs. Regularly track and analyse these metrics to identify areas of improvement and measure the success of the scaled sales strategy.

Leveraging technology and tools

Technology plays a vital role in scaling the sales strategy. Explore sales automation tools, customer analytics platforms and communication tools that can enhance sales effectiveness and productivity. Consider adopting sales enablement platforms that provide sales reps with easy access to relevant content, training materials and sales collateral. Leverage technology to streamline processes, improve data visibility and enable more effective collaboration within the sales team.

A strong sales strategy aims to nurture leads, convert clients, build a loyal brand following and influence customers decision making process towards a conversion.

If you are catering your digital marketing efforts to everyone, you are catering them to no-one.

Enhancing sales and marketing alignment

To scale the sales strategy effectively, it is crucial to foster strong alignment between the sales and marketing teams. Collaborate closely with the marketing team to ensure consistent messaging, effective lead generation strategies and a seamless handoff between marketing-qualified leads and sales-qualified leads. A synchronised sales and marketing approach ensures a steady flow of qualified leads to support scalable sales efforts.

Developing scalable sales structures

As your company grows, it may be necessary to restructure the sales team to accommodate the increased workload. Evaluate your sales structure and consider creating specialised roles, implementing team-based selling approaches, or expanding sales territories. Develop a scalable sales structure that can adapt to future growth and evolving market dynamics.

Scaling the sales strategy for medium-large organisations requires a strategic and systematic approach. By assessing current sales processes, streamlining and automating workflows, investing in sales training, implementing performance metrics, leveraging technology and tools, enhancing sales incorporating marketing alignment and developing scalable sales structures, businesses can effectively scale their sales efforts and drive revenue growth. With careful planning and execution, scaling the sales strategy becomes an opportunity to unlock new markets, serve a larger customer base, and achieve long-term sales success.

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