May 19, 2020

5 keys to creating a sales plan that works

sales
tips and tricks
contributors
Adam Groff
3 min
5 keys to creating a sales plan that works

When it comes to sales, just about every business out there has a different strategy for success.

If you want to increase sales, then it's time to come up with a sales plan that works best for your business.

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With successful strategizing in mind, here are a few ways your business can create a winning sales formula:

1. Set realistic goals

One of the most effective ways to create a winning sales formula is by first setting goals.

Having sales goals gives your sales associates something to strive for and, more importantly, it gives your business a benchmark in which to measure success.

With that said, it's important to set realistic goals for the future of your business. To do this, you'll need to base your goals on past sales performance.

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Take a look at your sales numbers from the last three years and pay particular attention to sales increases.

If you have a steady increase from one year to the next, you can set your future sales goal even higher than the previous year's sales.

Setting realistic goals will help get everyone at your business on the same page, which is always a winning formula.

Think of customers as individuals

Whether your business sells one product or thousands, there's a good chance you have many different types of customers interested in your brand. By thinking of each customer as an individual, you can better hone your sales approach.

The article "50 Shades of Sales. Are There Any Black and White Rules for Sales?" mentions the fact that just because one customer likes something doesn't mean another will.

In other words, by segmenting your customers into niche groups, you'll make more sales through personalized service.

Network like there's no tomorrow

Sales don't just happen out of the blue. It takes time, strategizing, and plenty of networking.

Your sales team should network whenever possible. Whether it's through a corporate event, an industry conference, or the local community, networking leads to referrals and recommendations.

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And, with referrals comes increased sales.

Deliver on your promises

Saying anything to make a sale is absolutely fine, but only if you deliver on every promise you make. This isn't just a winning sales formula, it's a rule that your business and your sales associates should never break.

Delivering on promises increases customer loyalty and, when your business has loyal customers, you can rely on repeat sales.

To avoid breaking promises to customers, make sure your sales team knows exactly what's possible with sales terms such as pricing and availability.

Make sure you follow up

Jumping through hoops is only worth it if you actually follow up with a successful sale.

Customers love being catered to, especially after they've decided to do business with you.

By sending a follow up email or making a courtesy call after a sale, you'll show your customers how much you appreciate their business, which is an effective sales formula.

If your business needs a sales boost, consider trying some of the winning sales pointers above.

 

About the Author: Adam Groff is a freelance writer and creator of content. He writes on a variety of topics including sales and customer outreach. This article was originally published on our sister site Business Review Canada.

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Jun 14, 2021

Giving efficiency the full throttle at NASCAR

CDW
NASCAR
3 min
CDW is a leading provider of information technology solutions, optimized business workflow and data capture systems for the auto racing company.

The NASCAR organization has long been synonymous with speed, agility and innovation. And so by extension, partnerships at NASCAR hold a similar reputation. One such partner for the organization has been CDW – a leading multi-brand provider of information technology solutions to businesses, government, education and healthcare customers in the United States, the United Kingdom and Canada. CDW provides a broad array of products and services ranging from hardware and software to integrated IT solutions such as security cloud hybrid infrastructure and digital experience. Customer need is the driving force at CDW, and the company helps clients by delivering integrated services solutions that maximize their technology investment. So how does CDW help their customers achieve their business goals? Troy Okerberg, Field Sales Manager - North Florida at CDW adds “We strive to provide our customers with full stack expertise, helping them design, orchestrate and manage technologies that drive their business outcomes.” 

NASCAR acquired International Speedway Corporation (ISC) in 2019, merging its operations into one, new company moving forward. The merger represents an important step forward for NASCAR as the sport creates a unified vision to embrace its long history of exciting, family-oriented racing experiences while developing strategic growth initiatives that will drive the passion of core fans and attract the next generation of race fans. CDW has been instrumental in bringing the two technology environments together to enable collaboration and efficiency as one organization. Starting with a comprehensive analysis of all of NASCAR’s vendors, CDW created a uniform data platform for the data center environment across the NASCAR-ISC organization. The IT partner has also successfully merged the two native infrastructure systems together, while analyzing, consulting and providing an opportunity to merge Microsoft software licenses as well. 

2020 turned into a tactical year for both organizations with the onset of the pandemic and CDW has had to react quickly to the changing scenario. Most of the initial change included building efficiencies around logistics, like equipment needing to be delivered into the hands of end users who switched to a virtual working environment almost overnight. CDW’s distribution team worked tirelessly to ensure that all customers could still access the products that they were purchasing and needed for their organizations throughout the COVID timeframe. Okerberg adds that today, CDW continues to optimize their offering by hyper-localizing resources as well as providing need-based support based on the size and complexity of their accounts. Although CDW still operates remotely, the company commits to adapting to the changing needs of their clients, NASCAR in particular. Apart from the challenges that COVID-19 brought to the organization, another task that CDW had been handed was to identify gaps and duplicates in vendor agreements that the two former single-entity organizations had in place and align them based on services offered. CDW further helps identify and provide the best solution from a consolidation standpoint of both hardware and software clients so that the new merged organization is equipped with the best of what the industry has to offer. 

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