Sell more without hiring new people? Check out these 4 tips
Posted: Tue Jan 21, 2025 4:13 am
Our sales team frequently makes calls with large and medium-sized companies. Most of the time, we find a scenario in which there is no effective control of information. As a result, selling more and better becomes a challenge.
I have highlighted some important points to help you sell more without having to increase costs with new hires on your sales team.
It is natural for companies that have been in the market for a short time to have commercial processes that are always carried out the way they want. With more time in the market, it becomes difficult to abandon the way that brought them here.
The problem with this starts to appear at two points:
A. Company on the verge of bankruptcy due to lack of management;
B. Accelerated growth without provision of resources.
The first situation forces senior management to make a hasty decision: review all processes and quickly find a solution. The second situation is just as damaging as the first: the team loses information and is unable to meet all this demand with quality.
If the company you work for is struggling to sell and is betting all its chips on new hires, follow these steps to double your goals:
1. Selling requires processes. Define yours
The sales process involves all the steps your company will take with the customer, from pre-sales to post-sales. The number of steps in the process will depend on the complexity of your sale.
Let's look at some quick examples:
If we are talking about an impact sale (one in which the end customer can simply take a look and decide whether to buy or not), the steps can be smaller and often in a single funnel. Complex sales , on the other hand, require equally complex steps distributed across more than one funnel. Pre-sales, business and post-sales are good examples.
If the team does not have a well-defined strategic direction when it comes to selling, we have a serious problem . The lack of definition (or review) of the sales process makes it impossible for the team to mature and, consequently, for the company to mature.
Imagine a salesperson arriving at a new company with the incredible mission of only selling, no matter what. At the end of the month, he proudly presents the results: 150% of the defined target. The management, delighted, does not australia telemarketing data understand how other salespeople cannot achieve the same sales performance. What now? How to replicate this successful sales process? How to know what works and what does not?
To sell more and continuously, define the needs of your sales cycle and the standardized process they require. No company survives on profit peaks. Strategic consulting can support your company in this big step.
2. Automate to sell more
Business steps defined? Time to transform repetitive and manual processes into intelligent actions.
Some teams are so used to the “mess” that they don’t think they’re wasting time on operational activities. For example: does your team need to manually register a lead that contacted the company via Facebook or another channel? Know that an intelligent platform like Bitrix24 does this automatically .
Tell me something: When you close a sale, do you need to send an email to the finance team or shout down the hall asking for an invoice? Here at the company, with Bitrix24 , no. When a salesperson changes the status to “deal closed”, the finance team automatically receives a task to proceed with the invoice. When the finance team signals in the system that the customer has paid, a task will automatically be generated for the after-sales team to follow up on the journey of this new customer.
Each automated step in your sales process frees up time for your salespeople. This time can be used to strengthen relationships with your customer base or even with prospects that have been stuck in the funnel for a long time. How about studying each one of them? Time is money!
3. Prepare the team to sell
Processes defined and automated? Time to train the team to master what has been established. This is one of the most important steps!
It is very important to create a culture in the company where employees are increasingly encouraged through training. Isn't it time to set aside a budget for training the sales team? If not, create an environment where employees can exchange knowledge and have the means to do so.
Bitrix24, through Working Groups, offers an environment called “Wiki”, where they can formalize their knowledge and techniques, making the team increasingly stronger.
Considering that all sales activities will be controlled by an automated environment, sales representatives will no longer need to act as rivals. On the contrary, they will be partners in the company's growth path. When there is no defined process, each person is encouraged to perform their own miracles. This makes the environment cumbersome and selling becomes synonymous with competition.
I have highlighted some important points to help you sell more without having to increase costs with new hires on your sales team.
It is natural for companies that have been in the market for a short time to have commercial processes that are always carried out the way they want. With more time in the market, it becomes difficult to abandon the way that brought them here.
The problem with this starts to appear at two points:
A. Company on the verge of bankruptcy due to lack of management;
B. Accelerated growth without provision of resources.
The first situation forces senior management to make a hasty decision: review all processes and quickly find a solution. The second situation is just as damaging as the first: the team loses information and is unable to meet all this demand with quality.
If the company you work for is struggling to sell and is betting all its chips on new hires, follow these steps to double your goals:
1. Selling requires processes. Define yours
The sales process involves all the steps your company will take with the customer, from pre-sales to post-sales. The number of steps in the process will depend on the complexity of your sale.
Let's look at some quick examples:
If we are talking about an impact sale (one in which the end customer can simply take a look and decide whether to buy or not), the steps can be smaller and often in a single funnel. Complex sales , on the other hand, require equally complex steps distributed across more than one funnel. Pre-sales, business and post-sales are good examples.
If the team does not have a well-defined strategic direction when it comes to selling, we have a serious problem . The lack of definition (or review) of the sales process makes it impossible for the team to mature and, consequently, for the company to mature.
Imagine a salesperson arriving at a new company with the incredible mission of only selling, no matter what. At the end of the month, he proudly presents the results: 150% of the defined target. The management, delighted, does not australia telemarketing data understand how other salespeople cannot achieve the same sales performance. What now? How to replicate this successful sales process? How to know what works and what does not?
To sell more and continuously, define the needs of your sales cycle and the standardized process they require. No company survives on profit peaks. Strategic consulting can support your company in this big step.
2. Automate to sell more
Business steps defined? Time to transform repetitive and manual processes into intelligent actions.
Some teams are so used to the “mess” that they don’t think they’re wasting time on operational activities. For example: does your team need to manually register a lead that contacted the company via Facebook or another channel? Know that an intelligent platform like Bitrix24 does this automatically .
Tell me something: When you close a sale, do you need to send an email to the finance team or shout down the hall asking for an invoice? Here at the company, with Bitrix24 , no. When a salesperson changes the status to “deal closed”, the finance team automatically receives a task to proceed with the invoice. When the finance team signals in the system that the customer has paid, a task will automatically be generated for the after-sales team to follow up on the journey of this new customer.
Each automated step in your sales process frees up time for your salespeople. This time can be used to strengthen relationships with your customer base or even with prospects that have been stuck in the funnel for a long time. How about studying each one of them? Time is money!
3. Prepare the team to sell
Processes defined and automated? Time to train the team to master what has been established. This is one of the most important steps!
It is very important to create a culture in the company where employees are increasingly encouraged through training. Isn't it time to set aside a budget for training the sales team? If not, create an environment where employees can exchange knowledge and have the means to do so.
Bitrix24, through Working Groups, offers an environment called “Wiki”, where they can formalize their knowledge and techniques, making the team increasingly stronger.
Considering that all sales activities will be controlled by an automated environment, sales representatives will no longer need to act as rivals. On the contrary, they will be partners in the company's growth path. When there is no defined process, each person is encouraged to perform their own miracles. This makes the environment cumbersome and selling becomes synonymous with competition.