Revenue Optimization Not Always About Numbers

September 24, 2013

It’s easy for business managers to fall into traps when they are so heavily focused on doing whatever they can to generate short-term enterprise growth. Small and medium-sized companies are often so eager to increase sales that they lose sight of their broader goals. As a result, their strategies may backfire and have the opposite effect of what they originally intended.

For example, Inc. Magazine said sales teams who are overly obsessed withquantitative performance metrics can easily become so entranced and narrow-minded that they miss out on valuable customers. In reality, increasing conversion rates among potential customers requires strategic planning. While there are several simple solutions, many of these steps can only be effective if they contribute to a sales acceleration while also reinforcing the need to achieve larger goals.

If you need sales now, consider following these strategic tips to witness short-term improvement without sacrificing the more important task of maintaining profitability and business success in the long run:

Be more in-tune to customer preferences and concerns
Rather than relying solely on quantitative performance measures, sales teams can take a very different strategic approach. According to Inc., businesses often experience greater success when they focus closely on the attitudes and behaviors of their own existing and potential customers. Salespeople don’t have to be constantly pitching the virtues of their products. In fact, listening to clients can be a much more powerful enterprise growth strategy. Not only does it allow employees to gain better insight into client preferences, but it also sets a precedent for quality service. Customers are more likely to continue doing business with companies that consistently make them feel comfortable about the transaction process.

Adjust your voice
Another way managers can encourage their teams to incite a sales acceleration is to take a different approach to lead generation. Fast Company said having a more casual, humorous tone when interacting with customers can be highly effective in fostering long-term loyalty. Naturally, every business has a unique clientele, and humor won’t always work for everyone. However, a distinct voice broadcast through a variety of marketing channels can have a major impact on sales execution. Customers have to sift through a lot of noise on a daily basis. Encouraging a sales team to think creatively about communication strategies is more necessary than ever.

Sales consulting services can help small and medium-sized organizations with limited time and resources take a step back and consider growth strategies that increase revenue while paving the way for long-term profitability, as well.