Who doesn’t want to sell more? Of course, you are dedicated to your business and the sale is the best reward for all that effort. But when the result does not come, it is necessary to identify the points of failure, learn from them and rewrite the plan of attack.

A good sales strategy represents more profitability for the business, but for it to work, the tactics executors (team) must be aligned with each other and with the sales goals.

Keeping a well-trained team, depending on size, can be a challenge. Sales strategy usually involves multidisciplinary teams that have other side projects. In this case, a series of factors can hinder the cohesion of teams.

But if empowering the team is crucial to good sales performance, how do you ensure that it’s done in the best possible way? Online training may be the best alternative and in this article, we’ll give you some good reasons to use it in your sales strategy.

In this article we are going to talk about:

  • What is a sales strategy?
  • Difference between marketing strategy and sales strategy
  • How to make a good sales strategy
  • Advantages of a well-trained team
  • Why use online training in your sales strategy

What is a sales strategy?

It is clear that the ultimate goal of every business is to sell. In an increasingly competitive world, achieving this goal requires organization, planning and dedication. That’s where sales strategy comes in. Devising tactics to build a brand, attract and retain customers, generate sales and increase revenue is essential for a company’s survival in the market.

The sales strategy can be divided into 4 phases. Depending on the lifecycle of the company or product, they can be applied concurrently or individually. Check out:

  1. Find Your Potential Customers
  2. Win these potential customers
  3. Keeping conquered customers
  4. Increase sales to conquered customers

Difference between marketing strategy and sales strategy

Although marketing and sales have a direct relationship and must be in connection to ensure the delivery of results, the strategies of each sector are different.

The marketing strategy works to build the brand concept and customer relationship. The objective is to establish your name as a purchase option for the consumer.

The sales strategy, on the other hand, is linked to the commercial objectives and goals to be achieved.

How to make a good sales strategy

They say that there is no formula for success, but some items are proven indispensable to shorten the path to success. This is also the case for sales strategy. See what can’t be missing from your checklist for a good sales strategy:

  1. Know your persona: Knowing who you are talking to is essential to delivering the right message at the right time. Knowing your consumer’s profile is part of all phases of the sales strategy.
  2. Know the competition: Knowing what your competitor does, both in terms of product and brand actions, and how receptive the public is, helps you understand which tactics work and don’t and how to redefine strategies if necessary.
  3. Set goals: For those who don’t know where they are going, any place will do. The maxim clearly reflects the importance of point 3. Only from well-defined goals is it possible to establish actions to achieve them.
  4. Create sales funnel: Invest in relationship marketing to attract and keep your leads in your sales funnel. Remember that providing benefits and solutions to your persona’s pain by being an authority on the subject is one of the most effective ways to build and nurture your sales funnel.
  5. Train your team: Designing a campaign can be a lot of work. Plan, set goals, build the pieces. And that’s just the beginning. For it to work, everyone involved must be aligned with the company’s objectives, the campaign objectives, and the sales strategy. Information should circulate freely and customer service guidance as well!

Advantages of a well-trained team

There are managers who turn up their noses for training. They believe that productivity drops, as time spent on learning could be spent on work, and that it is easier for the team to learn by doing. They couldn’t be more wrong.

Well-trained teams feel valued, are more creative, make fewer mistakes and produce more in less time because they are clear about what is expected of them.

Types of training 

Training is not just about courses. Campaign presentation meetings, knowledge sharing, study groups. All fulfill the purpose of expanding the teams’ horizons and better preparing them for possible doubts or objections from consumers.

Why use online training in your sales strategy

The market is in constant evolution and the increase in competitiveness has given rise to a large production of content aimed at persuasion tactics, sales, consumer behaviour and neuromarketing. With all this volume of information and the growing number of people working remotely, bringing teams together for updates is increasingly necessary.

To meet this demand for constant training, the number of companies adopting the online training system is only growing.

Among the advantages of this type of training we can mention:

  • Time flexibility: If the course is recorded it can be available for a certain amount of time, or in a library. The student/employee can access it when it’s most convenient (and that includes when they’re better prepared to focus in class). Being able to revise the content when necessary is another positive point.
  • Rooms with no capacity limit: For large companies or companies with wide coverage, this benefit of online training is essential. It is no longer necessary to think about large meeting rooms or auditoriums with sound systems or turn-based presentations to cover a large number of people. In online rooms, there is no capacity limit.
  • Cost reduction: Those who have reduced offices and needed to rent space outside the company to gather people no longer need to worry about it. Hiring external tutors was also less costly as there is no travel included in the price.

Fact is, without a sales strategy it’s nearly impossible to scale your business and increase revenue. And, if keeping your team engaged depends on their level of expertise, it’s vital to invest in training. The option of making content available online is a great alternative because it solves the need for training at a low cost.