A key factor that will drive the success of your business for a long time is the level of sales you make. This is why businesses that don’t make enough sales to cover their costs end up closing down due to huge losses.
A fair result is where your level of sales is at least 20% - 25% higher than your costs and expenses. With such profits, you can sustain your business for a very long time.
Because of this, you need to continually make huge sales, and to do this, you would need a sales team (especially if your business is medium-scale) to grow the business sales by acquiring more customers and retaining the existing ones.
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Who should be part of my sales team?
To effectively increase your sales, you will need to have a sales team. Some other large-scale businesses can develop their sales team into a sales department. Your sales team should be made of at least 5 roles consisting of:
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A Sales Representative:
A sales representative is the face of your sales team. The sales representative is responsible for qualifying leads, connecting with the leads, and communicating any recent updates to the other team members. Your sales representative should be very experienced in convincing prospects and turning them into paying customers and should also be able to empower team members to uphold best practices.
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A Customer Success Planner:
This can otherwise be called a customer success operative. Customer success operatives are to ensure that the customer is happy and satisfied with the sales. They are also to follow up on customers to retain them. They can also be tasked with providing some sort of support for financial analysis, creating annual operating plans, and can be kept in charge of special projects that relates to customers.
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A Sales Administrator:
This can be seen as the assistant to the sales representative even though it isn’t fully pronounced in the title. Sales administrators should typically be able to perform the same functions as a sales representative (especially where the sales representative is unavailable). In some other instances, the sales administrator is superior to the sales representative or at least is of the same rank.
Generally, the sales administrator would be in charge of delegating sales targets to the other team members and developing sales strategies, implementing them, and ensuring other employees adhere to them.
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A Sales Operations Manager:
This is most common in a sales department. The sales operations manager is the head of the sales department. Sales operations managers lead the team and oversee all the functions performed by every member of the team or department. They are in charge of measuring the performance of their team and taking decisions affecting the entire team. They also devise strategies and techniques to achieve planned sales targets.
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An Account Executive:
Account executives are experienced professionals that can spot lucrative business deals with customers, negotiate the deals, and are qualified enough to close those deals on their own. They usually get in touch with potential customers after the sales representative has qualified them as prospects. Sometimes, they assist with business cases and are tasked with developing cost-effective solutions in communicating the sales plans to the relevant stakeholders.
Can’t I just recruit fewer roles to cover all these tasks?
It would not be wise to recruit fewer roles to perform all these tasks. This is because the customer’s environment is dynamic and to serve customers better, this environment will need to be regularly studied. Fewer roles may not be able to keep up with this.
Having fewer individuals performing all these tasks will make them overworked and they would end up being productive in one task at the expense of another task, or they may end up not being productive in any at all. Separating the tasks across individuals will help them become more focused and specialized in their responsibilities.
On the other hand, they should not be many roles having the same responsibility. This would tend to make them redundant. There should be just enough roles to handle to major sales concerns of your business.
Conclusion
If you are a business with prospects to grow, you should have these 5 roles at least as part of your sales team. They would work together to help your business rapidly increase sales.
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