How is a Sales Team of Just two bagging the work for a staff of 50+ without any sweat?
What comes to your mind when you hear Sales?? Commission, Incentives, Perks,…. But, let me be honest, Sales is Tough, Brutal, Non-forgiving, and all sorts of negative adjectives you can give to it. It takes more than it gives.
Having said that, on the other side, Sales if mastered properly and if one knows how to strike the right chords, the company skyrockets. After all, it’s the Sales on which any company strives and keeps it running.
Fortunately, by applying the right methods, the Sales team at Nimblechapps is able to bag work for 50+ people, and we are only a couple on the team :) There are various reasons for this success. I felt that I should share this with the Sales fraternity so that people can learn from us.
1) A gelled-up team:
A team that is free from any comparative and competitive environment always does wonders. Sales at Nimblechapps happen for the team as a whole rather than individual targets. This gives a sense of security and cultivates a cooperative environment among the teammates. Everyone assists each other in landing prospects, closing deals, communicating, and other sales activities.
Usually, this is missing in other Sales teams where everyone is involved in cut-throat competition. One might get a good sale with this but the Sales team never works as a team.
2) Targeting the right markets:
Each company has its own niche industry, be it Real Estate, Health, Food, Enterprise Apps, and so on. We understood our niche and focused on getting leads from those industries. Eventually, we mastered the industry jargon and methods which assisted us in landing deals.
Taking whatever comes the way, the approach doesn’t help in today’s competitive market.
3) Forming long-term relationships:
Rather than searching for end clients, we search for companies with whom we can tie up and create long-term relationships. This takes time, 2 years, 3 years, 6 years, and develops eventually. But, once developed, the sky's the limit.
4) Get a bit technical:
Read, understand, and learn the technicalities of the industry. Mere sugar-coated words won’t assist you. Don’t treat IT sales as some traditional Sales. Even Philip Kotler would find it difficult here :D
Customers don’t have time for multiple calls. You only have one shot at making it or breaking it. You need to acquire technical knowledge.
The last and perhaps most important virtue a Salesperson should possess. Always be honest in your actions, words, and promises. You act as a bridge between the company and the customer. The bridge is always neutral and doesn’t favor either of the ends. Yes, the company employs you but remember that it’s the clients who make you a salesperson. So, be honest in your deeds.
These golden rules have helped Nimblechapps for 8 years now, and this is the only thing that has stayed constant in our changing industry. I hope this read added some knowledge to your bank. Stay tuned for this space for more blogs from our teams.