In order for people to take an interest in your business and, as a result, sell more, it is essential to create a marketing strategy. sales clearance.
After all, with so many resources and tools available in the market, there is a need to leverage each of them to meet business goals and requirements.
The main objective of developing such a strategy is to prepare the sales team, in order to create the most favorable scenario for the conversion.
However, do you know what it takes to create an effective sales support strategy for the success of your business and what skills are needed to play a productive role in this process?
Read on to get all the facts on the subject and increase your sales performance!
What is sales assistance and what are its benefits?
Before we show you how to apply a sales support strategy, it’s essential to understand what it means.
In practice, this is collaborative planning that involves different areas of the business to create Content and materials that make the seller’s job easier.
In a fiercely competitive market, consumers increasingly appreciate a positive experience with every contact with businesses.
Therefore, the objective of applying a sales support strategy is to facilitate and bring closer the relationship between the two parties, thus increasing the sales potential of the team.
The main advantage of this strategy is to increase the efficiency of your company’s actions.
The idea is that the salesperson has as much information as possible about the potential customer, thanks to the integration between the Sales and Marketing teams.
The alliance between the two areas tends to generate more useful information for your business.
It aims to avoid wasting time and resources on unnecessary content, which, according to a SiriusDecisions survey, represents the 60% of what companies produce.
Thus, you can provide relevant content for the consumer and, in addition to the work of lead generation, facilitate your team negotiations.
What Should a Sales Support Professional Keep in Mind?
Professionals and experts in sales support strategies should consider their main challenges and tasks.
The first is to create content that is relevant to the audience and that can be used by the seller.
In addition, it is also their responsibility to prepare the professionals involved in the process to use the solutions correctly.
As for the tools, they are essential for effective sales support work, as they will allow your team to obtain more practical information on the consumer.
It is also the job of this professional to find and use strategies that increase the possibilities of doing new business, such as cross-selling or cross-selling, for example.
What skills are needed to be successful in this position?
There are certain characteristics that are essential for the professional in this role, otherwise they will not be able to improve the performance of the sales team. These features or capabilities are as follows:
Be a good communicator
Communication is essential for the success of the professional responsible for implementing a sales support strategy.
After all, he will have to deal with different professionals and make the link between different areas of the business.
Therefore, communication should be as transparent as possible to ensure that everyone understands their role.
Another critical point is the organization, since professionals will have this type of request in their work routine.
It is necessary to organize all the required functions, so that departments work in an integrated manner, avoiding reshuffles and planning errors that undermine the whole strategy.
Be a data-driven thinker
Having the technology and the sheer amount of information that a business generates is essential.
For this reason, a necessary skill to be successful in the role is to be data-driven, that is, to use it to make more accurate and efficient decisions, always on the basis of study and knowledge. detailed analyzes.
Promote a healthy organizational climate
Whether it’s adding a new member or getting the most out of each salesperson, knowing how to deal with team members is essential.
The leader responsible for implementing the sales support strategy must manage the professionals well.
Focus on constant improvement
Another important skill is to always look for ways to improve performance and work.
In other words, it means not being satisfied with the results obtained and always looking for tools, solutions and ideas that can make the project even more efficient and precise.
How do you create a sales support strategy from scratch?
How can you create and implement an effective sales support strategy in your business?
To help you do that, we will walk you through a step-by-step approach below with all the tips and points to keep in mind if you want to start your own strategy from scratch and get more sales.
Step 1: set clear goals
The first step in implementing an effective sales support strategy is determining your goals and aligning them with actions.
In other words, do a deep analysis and find out the mistakes, failures, and difficulties. Then think about the situations you want to improve.
Step 2: talk to the sales team
What follows is the time to understand the difficulties of the department that will benefit the most from the implementation of this strategy: the sales team.
So talk to your members and identify what you can do to improve your focus and, of course, increase sales.
This will give you information to make your strategy really effective.
Step 3: Understand your audience’s behavior
Understanding the behavior of your audience is another fundamental point. It’s not just about demographic data and information, but also what they are looking for and what their main challenges are.
So find out what can help you get their attention that will increase your chances of selling.
Step 4: don’t forget the customer journey
It is also important to configure your sales activation strategy in sync with the customer journey.
Analyze the sales funnel and consider the needs of your potential customers right now.
As a result, you will also be able to more accurately identify which content is most appropriate.
Step 5: select the content
Now is the time to figure out what content you will use in your sales support strategy.
What will be effective at each point of contact? How will the seller use this content to promote the conversation and increase the chances of the potential customer making a purchase?
Step 6: Prepare the team for work
When defining the strategy, it is necessary to prepare all professionals to implement these actions.
Marketers, for example, need to create content with a specific purpose.
At the same time, salespeople need to understand that they should always analyze their conversations to identify areas for improvement.
Step 7: grab your tools
The next challenge is to put together all the tools you will need to implement your sales support strategy.
What resources and solutions can be used to facilitate human work? These points must be carefully evaluated, especially when choosing tools that are useful for your goals.
Step 8: Analyze
Even when the strategy is in place, the work is still far from done, as now is the time to regularly monitor the results.
What difficulties arose? What materials work well? The analysis must be constant.
What content formats work well in a sales support strategy?
Now that you know what sales support is all about, why it’s important, and how to implement it, how about discovering some content formats you could use?
For inspiration, look at some examples that your business can use for different purposes, always aiming for more sales.
To improve lead generation, you can use blog posts, white papers, and case studies.
The goal at this point is to get the user interested in your business and help them solve their problems.
As we said, it’s important to prepare your team to manage sales, since only 16% of salespeople say they’re ready for the job, according to one. IDC survey.
For this, the most suitable types of content are forms and spreadsheets that contain information on the performance of the competition.
When it comes to making sales, the ideal option is to invest in some really interesting content.
A growing trend is the personalized interactive content, which can be produced using tools like Ion Interactive.
You can generate better sales results.
Creating a sales support strategy is key to increasing the performance of your entire team.
Since there is so much competition, you should do everything possible to ensure that users always have a good experience with your content and most importantly, that your sales team is ready to face these solutions.
Interactive content not only captures the user’s attention, it also provides the information the marketer needs to take a more precise approach and have a better chance of driving conversions.
How about learning more about Ion Interactive and its features?Here you will find all the information!