How to Grow Small Business Sales

Posted 3 years ago in Small Business Tips
by Brad Hanks

The people-first approach

If you want to be a small business who sees a consistent increase in sales, take a people-first approach. When hiring your sales team and expanding your customer base, think about how you can hire people who already know how to foster great customer relationships. As you allow these employees to solve complex problems according to their experience and training, they will be able to bring in new customers and keep them.

When it comes to acknowledging your team for the work they’ve done, reward the steps they’ve taken to go the extra mile for your customers.  Ensure your sales team feels like they can call on their judgment and experience. They’ll be empowered to make complex decisions that will address each unique interaction with a customer.

Make sales the focus

When sales are your focus, you can continuously welcome customers through your door. But if you only think about sales once in a while, your company won’t be equipped to relate to your customers. Someone needs to be in touch with sales data daily to know how your company is suiting those who use your product.

So ask yourself these questions:

What type of person do I need to hire to find customers for my business?

What experience do they need to have to understand our consumer base?

What approaches are they going to take?

The most successful employees continually seek new customers while retaining the customer relationships they already have.

Target relevant markets

Although it isn’t a bad idea to pitch to the largest market possible, you also want your sales team to reach out to those target markets your company can benefit best. That way, you’ll build relationships that are valuable for your customers as they profit your company.

Rather than trying to fit a broad range of customers to your product, try to sell to particular industries and consumers. This can make your customer relationships more substantial. Rather than laboriously trying to convince everyone in the world that they should use your product, your sales team can simply do their research and show people who need your product how it can benefit them.

Keep your sales organization hierarchy pretty flat

Only introduce a reporting hierarchy as you really need to. It’s better to place the right people in the right roles, and then divide your team into areas of expertise. Place just one director over the team, at least until you’ve reached about a dozen salespeople. Just make sure you’ve got someone experienced in place to evaluate the sales process on a daily basis.

Hire employees to be customer-oriented

A really effective sales team can attract customers that would greatly benefit from using a company’s products or services. Then, they can show customers exactly how to benefit from those products. If you hire people you can train, or if you hire people with some expertise, they can then effectively reach out to the customer.

Use a tool like ZipBooks to manage your team

An accounting software like ZipBooks can help your sales team get organized. From a free ZipBooks account, you can add team members, give them permissions, and begin assigning them tasks. They can track their hours from within the team’s account, and you can review the work they’ve recorded. Everyone can access and edit company data simultaneous.

Look ahead

A successful small business will usually hire someone to concentrate on growing sales, monitoring customer satisfaction, and find ways to incorporate customer feedback. This job is essential enough that it should be its own position with its own daily tasks and goals. Someone’s always got to know where your customer relationships are at so that you retain customers. Those relationships will encourage customers to recommend their friends or talk about how well-suited your products are to their needs. That way, your sales grow and your business stays on solid ground.

About Brad

Brad Hanks is in charge of Growth at ZipBooks.

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