In any organization, sales department plays a key role in business success. A unique and important role in sales is to bridge the gap between potential buyers and products/services that the organization offers (and can meet needs).
Below are some ways in which sales affect the organization’s success:
Sales „leads“
As already mentioned, sellers overcome the gap between customer needs and products/services that meet this need. Sellers often deal with already lost odds of customers having existing awareness about a company through marketing and advertising, and the seller’s job is to close the deal by presenting the next information and helping the client establish the connection.
Let’s take for example car sales. You usually go to a car dealer knowing you are looking for a car. Your car dealer will usually ask you questions about your personal life, including your family size, a typical daily routine, and so on, so that the salesperson can get useful information about what you are looking for from the car. The seller can then provide information on various car dealerships that will suit your needs and guide you in making an informed decision about what car is for you.
Since sellers interact directly with a potential buyer, they have the advantage of collecting personal information that helps them deliver their sales position and adjust their offer to their audience. This is often an attractive aspect for the buyers because they can see the salesperson as a specialist, who builds credibility and therefore trusts them.
Business growth
Sales plays a key role in building loyalty and trust between buyer and business. Trust and loyalty are the main reasons why a client should choose to recommend your business to a friend or family member or write a great review of your product or service online.
Referrals and reviews have always been appreciated by clients as they come from third parties, and the perception is that they are testimonials and recommendations independent of the seller and therefore bring more credibility. In the digital age they are extremely influential due to the reach and strength of social media and online media. During sales interactions, encouraging customer to recommend a friend or giving positive feedback can affect business growth through increased awareness of brand and sales.
Customer retention
Sales are personal interactions between two people, which is a very powerful thing. Never underestimate the personal relationship between two people and the potential impact that this may have on your reputation.
Excellent sellers are those who not only sell, but have a long-term influence on the buyer. Long-term customer relationships lead to repetition of orders, recommendations and increased brand reputation within the most valuable – oral way.
One of the keys to keeping customers through sales is tracking sales. Setting up a reminder after a meeting or after-sales meeting is a great way to maintain and build a positive relationship and provide the customer a chance to give feedback on their experience with the product or service. If a guest has a complaint or a problem, they can be resolved quickly and professionally. Unlucky users will often not complain, they will simply switch to another service provider and will not recommend your services or products to others. It is cheaper to keep users than to win new ones, so be careful about the existing users.
In conclusion, the power of sales in the success of an organization should not be understated or underused. Take advantage of the impact sales have not only on revenue but also on the reputation of the brand, long-term customer retention and business growth.
Izvor: Oxford college