Achieving sales target is vital to the success of any business. According to IMF, the US economy is expected to grow by 6.4% this year. However there are still no guarantees in a pandemic. The latest economic numbers are showing strong consumer demand, but we could encounter stagnation in the months ahead. All this uncertainties is causing entrepreneurs and business owners a lot of headaches and stress. Before COVID-19, it was relatively easy to make all kinds of projections on revenue growth, but now not so. This is why focusing on your sales pipeline is so important today than ever before. Since companies are becoming more intentional about the businesses they reach out to, you need to understand which qualifiers they’re measuring. In order to remain competitive in today’s landscape, you need to make sure that all of your efforts are complementing one another.
If you relied on technology to give your business an edge in 2020, you may no longer have this advantage in 2021. Everybody is now using the same sales engagement technology that has helped some of the leading businesses in your field grow over the past couple of years. So, if you are doing just an average job selling, how can you go a level beyond and truly excel at it? While you do need to leverage your sales engagement platforms, you also need to be the motor that drives the entire process. Here are some ways you can achieve sales target during a pandemic.
1. Enhance Aspects of Messaging
We are now living in a time where digital communication has become the new normal since a lot of businesses are working remotely. Your prospects are receiving more sales emails than ever before, so you need to find a way to stand out. This starts by perfecting the preview text, which is something that a lot of sales professionals consider to be the most important part of the email. The preview text is pulled from the body of the email and is displayed after the subject line, which is also an important element of the message.
While you need to be firm during the sales process, you also need to empathize with your customers and show them that you understand what they are experiencing. Since this is also a very important aspect of your message, it is a good idea to check your message with multiple people who have different viewpoints. If they wouldn’t open your email, then you need to make some adjustments.
2. Interact with Prospects
In today’s business climate, there are a number of things that can cause your prospects to delay or abandon making an investment or purchasing decision. This means that you will need to expand your pipeline if you would like to come close to your usual sales velocity. You also need to be more creative in terms of how you are meeting new prospects and engaging with them. Since there are so few in-person events, calling people is very important nowadays. Therefore, take advantage of any opportunity you may have to contact somebody, even if it’s just to check-in.
You should also think about hosting an online event showing off your product or services and share relevant insights. Remember, even if you don’t manage to close a particular deal this quarter, the opportunity to do so is still on the table. Keep establishing and growing your relationships and success is sure to follow. You can use contacts management app like k’nectary to kick start the conversation by sending virtual business card to a prospect. That way they will have some frame of reference of who you are when you follow up. This is especially useful when hosting or attending virtual events.
3. Expand Your Online Presence
The term “omnichannel marketing” has become somewhat of a buzzword recently, but there is a good reason behind its popularity. Omnichannel messaging campaigns elevate the expectations of your clients and drive more sales. For example, as many as 85% of digital consumers start the purchasing workflow on one device yet finish it on another. Therefore the sales process might start off by a customer reading your email on a mobile device, researching your company on their laptops, and then scheduling a Zoom meeting. Since you can’t expect a whole lot of in-person meetings, you need to make the most of all the digital touchpoints.
4. Set Realistic Expectations
Achieving sales target based on pre-pandemic numbers may not be realistic. And if you do set your benchmark high, it could lead to demoralizing your sales team. Therefore, you need to keep asking yourself “How are we helping our sales professionals meet their numbers?” A good start would be to create realistic objectives that will help your team establish a pipeline cushion to offset some of the uncertainties caused by the pandemic. You might also want to schedule a meeting with your team where you go over all of the risks to make sure that you are seeing the big picture and spotting the potential pitfalls. If you and your team can predict some potential issues that might be encountered down the road, you can brainstorm some possible ways of resolving these problems.