How to increase sales efficiency

Increasing sales efficiency is a complex procedure that requires long time costs. Each business has its own ability to improve this indicator, however, there are general principles that any entrepreneur should take into account.

Consider the sales cycle. The fact is that the time from creating a product or providing a service to making a profit for each business has its own. The longer the sales cycle, the more costly the enterprise is considered, but its profitability and reliability are usually higher. Therefore, methods to increase efficiency need to be built on the basis of this indicator.

For example, if you are creating sites, the sales cycle is an average of 7 days. Accordingly, it is necessary to develop such a proposal scheme so that it is effectively implemented precisely in these terms. On the first day, you can provide the client with design options, on the second show the functionality and so on.

Sales structure

Depending on your goals and circumstances, you can use different structures. You may need to split the sales department into several subdivisions dealing with various groups of customers (optimal for financial and credit organizations).

The number of employees also plays an important role. There are two main concepts:

- A large number of employees with medium efficiency;

- A small number of highly qualified employees.

The first option is most suitable for companies with a large number of sales and standard products (for example, training or grocery products). The second option is suitable for those who sell unique, expensive items (for example, equipment for any production).

Employee motivation

Saving on the sales department is impossible, as this will only reduce your profit. As a rule, investments in this part of the business pay off 4-5 times. Therefore, it is necessary to motivate employees in every possible way, including financially. You can arrange competitions, or you can simply stimulate the number of successful sales.

In the first case, a contest in the style of "employee of the month" is suitable. The person who concluded the most contracts receives a good bonus or ticket. In the second case, you can assign payments on the amount of work performed. These methods are perfectly combined.