If you are getting good engagement from your blog, newsletter and social sites, but are not seeing the results on your bottom line, you may be unaligned on your sales efforts. Just like you would go to a chiropractor for alignment issues in your spine, you’ll need to address this issue in your business. We can help!
Sales Goes Beyond Marketing
Many people confuse sales with marketing. Marketing is the effort you make to get the word out about your product or service. It is the advertising, the networking, the blog posting, the social media contests, etc.
Sales includes this marketing effort, but also involves the many other steps that go into determining what is being purchased, processing the transaction, delivering it to your customer and making sure they spend a lifetime pleased with their purchase. These efforts are just as important to the health of your business and should get equal, if not more attention than your marketing efforts.
Many small businesses spend the vast majority of their resources “getting the word out” with their marketing efforts, and very little time considering the thought and effort that should go into the other phases of the sales process.
Understand the Rest of the Sales Process
We developed our Doing Sales Right: The Small Business Guide to Customer Happiness to explain all of the different efforts that go into a successful sale. It is an ongoing process of discovery, unique to every business, determining what steps apply to your business, what workflow works for you and how you should staff and finance these efforts.
Today we are releasing a new Resource Planning Worksheet that will help you budget your staff and financial resources so that you will have many happy customers (and a happy team, too!). The Resource Planning Worksheet will help you better understand all of the different steps that can be considered part of the sales process and guide you through prioritizing and budgeting how your business should spend your staff time and financial resources.
This worksheet includes:
- An outline of the 6 phases involved in most sales plans
- Examples of efforts that would fall into each sales phase
- Examples of activities both product and service businesses use to manage their sales process
- The ability to input the staffing and financial resources available to your business
- A dynamic worksheet for allocating those resources across your different sales activities
Once you have completed the prioritization exercise in the worksheet you will have a printable budget, which you can share with your team to make sure you are getting the best results from your marketing efforts. You can use Batchbook to keep track of who is responsible for which steps and make sure none of your potential new customers fall through the cracks.
Let me know what you think of this new worksheet. If you'd like to be added to the mailing list for notifications when we add new materials to the sales guide, just send us a message at firstname.lastname@example.org