HOW TO MAKE YOUR SALES SCALABLE AND REPEATABLE

Accelerate your business with these expert tips on "How to make your sales scalable and repeatable". Analyse and discover this TIP!

Good news! You've managed to sell your product or service a few times, and you've validated the hypotheses/assumptions on which your product or service was based. business model (+), and after months of hard work, the sales start to come in. Have we reached the end of the road? Well, no, you have just stepped on its first tile. What you have built up to now is a heroic sales model, in which Each new sale has been a major effort. Unfortunately, this is not a repeatable pattern, and you are likely to lose focus if you persevere with it. Why is it important to make your activities scalable? I recommend this TIP from scalability (+). But let us not despair! If we have done our homework properly, we will have identified the sales pathway within each customer.We will have discovered the functionalities or services that make our client's eyes shine and those that leave them cold... as well as the typical doubts, objections or conditioning factors to be resolved so that the sale prospers.

Sales strategy

If all of this is integratedWe give you a form of process and anticipate the customer, we will have created a scalable, repeatable sales strategy...and, above all, does not require a heroic effort at each closure. At this point we can stop holding our horses, step back from the process as founders or CEOs, and if our business model requires itcontracting a commercial strength to execute the sales strategy, or in the case of online businesses, adjust our platform to cover the above. This model, in addition to being based on my own experience in sales and consulting work for various companies, uses the methodological basis from one of the few books that I consider a must-read for any entrepreneur, "The four steps to epiphany", by Steven Blank.

Examples of scalable sales models:

1. Subscriptions: Companies that offer subscriptions provide a consistent and predictable experience to their customers, allowing them to scale their sales as they acquire more subscribers. Examples of this are Netflix, Spotify or Amazon Prime.
2. Internet sales: Online businesses have the ability to reach a wider audience without geographic boundaries, and thanks to the automation of sales processes, they can sell on a large scale without significantly increasing costs. Examples of this are Amazon, Etsy, and Zappos.
3. Franchise: Franchise models allow a company to expand through agreements with third parties, thus allowing for rapid expansion and increased sales without the need to significantly increase costs. Examples are McDonald's, Subway or 7-Eleven.
4. Affiliate marketing: Companies that use affiliate marketing have the ability to scale their sales through a network of affiliates who promote their product and receive a commission for each sale generated. Examples include Amazon, eBay and Airbnb.
5. Automation: Companies that automate their sales processes have the ability to scale their sales without significantly increasing costs. Examples of this are software companies such as Salesforce and Hubspot, which use marketing and sales automation to scale their businesses.

Sales models that cannot in principle be made scalable 

There are certain sales models that can be more difficult to make scalable, for example:

1. Personalised sales: If the company offers highly customised products or services, it can be difficult to make sales scalable without compromising quality and customer satisfaction.
2. High value sales: In some cases, selling high-value products or services may require a more personalised and relationship-oriented approach to the customer, which can make scalability difficult.
3. Complex B2B sales: If the company focuses on sales to other companies and the sales processes are long and complex, it can be difficult to make the sales model scalable.

However, while these sales models may be more difficult to make scalable, it does not necessarily mean that they cannot be grown profitably and sustainably. Strategies can be implemented to optimise the sales process and make it more efficient, such as the use of technology and automation, the establishment of clear processes and the training and development of the sales force.

How to make a personalised sales model scalable?

To make a personalised selling model scalable, the following strategies can be considered:

1. Identify common patterns: Analyse common patterns that recur in personalised sales. In this way, customers can be grouped by similar needs and desires, which will allow the creation of an offer tailored to each group.
2. Automate the sales process: Tools such as chatbots, email automation and data analytics can be used to automate the sales process and increase efficiency. This will allow more customers to be served simultaneously.
3. Create an online sales platform: If the customised sales model is based on a physical shop, an online sales platform can be created to reach a wider audience without the geographical restrictions of a physical shop.
4. Training a sales team: A sales team can be trained with the necessary skills to personalise the offer to each customer. This will allow more customers to be served simultaneously and increase the number of sales.
5. Implement monitoring tools: Using tracking tools will provide a better understanding of customer behaviour and sales opportunities, allowing you to further personalise your offer and increase the number of sales.

In general, to make a personalised selling model scalable, it is important to look for opportunities to optimise the process and increase efficiency without sacrificing personalisation and customer service.

How to make high-value sales scalable?

To make high-value sales scalable, the following strategies can be implemented:

1. Focus on market segmentation: it is important to identify the potential customers who are most likely to buy and to target them. To do this, data analysis and data mining techniques can be used to identify patterns of buying behaviour.
2. Automation of the sales process: Sales automation software can be used to streamline the sales process and reduce errors. This can include everything from lead generation to electronic contract signing.
3. Use of sales technology: technology tools such as chatbots, virtual reality and video conferencing can be used to enhance the customer experience and speed up the sales process.
4. Training and coaching of the sales team: It is important that the sales team is highly trained and has the necessary skills to handle high-value sales. In addition, clear processes and procedures must be established to improve efficiency.
5. Analysis and continuous optimisation: It is important to constantly monitor sales results and analyse the data to identify areas for improvement. Data analysis techniques can be used to identify patterns and trends that can help improve the sales process.

How to make complex B2B sales scalable?

The following steps can be taken to make complex B2B sales scalable:

1. Identify the customer's buying process: It is important to understand the customer's decision-making process and the people involved in it. Identifying the key points in this process will help to focus sales efforts at the most appropriate times.
2. Market segmentation: It is important to segment the market into different customer groups and focus sales efforts on those who are most likely to become customers. In this way, resources can be optimised and the sales process can be made more efficient.
3. Develop a content strategy: A content strategy is a good way to make complex B2B sales scalable. Content should be relevant and useful for potential customers and should be available in different formats, such as blogs, infographics, videos, etc.
4. Automate processes: Sales process automation can be very useful for making complex B2B sales scalable. Using marketing automation tools can help automate lead follow-up and maintain constant communication with prospects.
5. Establish a relationship of trust: In complex B2B sales, it is important to establish a relationship of trust with the customer. This can be achieved through the creation of useful content, problem solving and personalisation of the sales process.
6. Measure and analyse results: It is important to measure and analyse sales results in order to optimise the process and continuously improve. Analysis and monitoring tools can be used to evaluate sales success and make adjustments accordingly.

Making sales scalable and repeatable is a key process for a successful start-up. Here are some strategies to achieve this:

1. Define your target audience: Clearly identify who your potential customers are, what their needs and preferences are, and how your product or service can solve their problems.
2. Create an efficient sales process: Design a sales process that is clear, simple and can be easily replicated. Define the steps a customer must follow from the moment they learn about your product or service until they make a purchase.
3. Use sales automation tools: Sales automation tools allow you to more efficiently manage interactions with your prospects and follow up more effectively.
4. Implement a digital marketing strategy: Digital marketing strategies allow you to reach a wider audience in different parts of the world. Create a marketing plan that allows you to reach your target audience efficiently and at a low cost.
5. Measure and analyse your results: Use analytical tools to measure and evaluate the impact of your sales and marketing actions. Identify which strategies are working and which need to be improved.
6. Train your sales team: If you have a sales team, make sure you train them on the sales process and marketing strategies you are implementing.
7. Identify new sales channels: While it is important to have a primary sales channel, it is also important to explore new channels that allow you to reach a wider and more diverse audience.

Remember that making new business sales scalable and repeatable is an ongoing process that requires constant evaluation and improvement of your strategies. A good sales strategy is essential to make a start-up's sales process scalable and repeatable. This involves identifying the sales path within each customer, discovering the functionalities or services that are most attractive to the customer and resolving the typical doubts, objections or constraints that may arise in the sales process. Once this is integrated, you can shape a sales process and get ahead of the customer to create a scalable and repeatable sales strategy that does not require heroic effort at every close. If the business model requires it, a sales force can be hired to execute the sales strategy, or in the case of online businesses, the platform can be adjusted to cover these aspects. By doing this, you can step back from the process as founder or CEO and trust that the sales strategy will work effectively to drive the company's growth in a scalable and sustainable way over time.