What sales strategy cannot do without: changing business cards into data.
It is not an overstatement to say that business cards, which are the starting point for sales, are a resource for companies in an information-based society. For example, when an employee is moved to a new department and different people are asked to handle sales accounts, a lot of relationships need to be rebuilt, thereby requiring time until results can be attained. However, if the person who had handled the accounts before changed all their business cards into data, and shared the information, this would become a powerful weapon for the company’s sales activities.
Going from individual sales to team sales.
Until now, we have worked in an era where sales were driven by individuals, depending on each person’s skills and abilities. However, in this age of ever-increasing information and ever-changing situations, we have reached the limit of what salespeople can accomplish purely by themselves.
When salespeople meet their prospects, this is purely on an individual basis, or what could be called ‘points,’ and moving this to be conducted as a system, or what could be called a ‘surface’, has been considered to be costly and time-consuming. With that being said, when business isn’t going well and there is no time or money to develop leads, we often see a sales style that connects these two approaches.
When sales reps change, all the data you have may also change. If you are managing your business cards on a daily basis, by changing them into a database, it is easier for the company to have “surfaces” instead of “points”. By using this surface, it is easier to find a new sales strategy.
Changing a sales strategy starts by sharing information about clients
Thinking of business card management as a way to break down barriers in the sales department, the information and lead data held by sales reps should be a resource for the company and the basis of a network that will help the company improve.
However, when sales reps use this data only individually, it becomes hard to use this information as an organization. For companies to grow, resources and human networks need to be shared beyond the section divisions of the company and, ultimately, it is necessary to use a system that allows information to be used in accordance with the direction of the company.
Understanding the problems faced by the sales section
When sales aren’t going well, and you aren’t achieving results, it can be hard to ascertain why this is happening?.Just thinking about it won’t change anything and, if you don’t clearly understand what the problem is, results will not improve.
Given this, let’s think about what problems are often discovered in sales activities.
The first problem is when what is being offered clearly doesn’t meet the needs of the customer. When an executives or managers read sales reports, they check how many visits a sales rep made, and if it leads to a sale. In addition, they tend to overemphasize the importance of a quick sale.
However, for a company to grow, it is important to make not only short-term plans, but mid-term plans and long-term plans; you can’t identify trends by merely looking at daily reports. You need to analyze and divide contacts into those who will buy soon, or those that should be considered as a future prospect, with a new product or business. If this is not clarified, it is hard to give directions on how to approach these contacts.
To succeed using this kind of systematic sales approach, it is necessary for data to be shared; put simply, the starting point for this is business card management.
By sharing the data you have on your customers and leads, you can move from a sales approach based on individuals to a truly collective sales approach. In addition, by sharing this company around your company, a plethora of positive ideas will arise, increasing cooperation between different departments.
However, if you transcribe into data randomly, there are times when you won’t know how to use it. This is another situation in which we see problems with changing to SFAs (Sales Force Automation tools).
With this in mind, start with merely changing business cards into data. Merely from those business cards, there are a lot of things you can see. Take this opportunity to share the business cards gathering dust in your desk drawers with your colleagues!
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