Over the last few years, the sales landscape has changed a lot, and even more so after the start of the COVID-19 pandemic. This situation has caused an acceleration in the change in people's consumption habits, which is forcing companies to reach levels of list of bahamas consumer email digitalization that were not expected to be seen until 5-10 years from now (depending on the region of the world).
In the sales field, digital tools allow us to measure each phase of the sales process . This will be key due to the new habits mentioned, and will facilitate the detection of points of improvement on which actions must be taken so that our business grows.
Table of Contents
Evolution of the sales process
Digital Sales vs Analog Sales
Digital transformation of your sales
Advantages of Automating Your Sales Process
Grow your Business with Data
Conclusions
Evolution of the sales process
The sales pipeline follows the AIDA methodology . With this in mind, in this article we will analyze the following phases to represent the critical customer flow (CCF ) :
People reached (Attention): here we take into account all those people who have consumed our content or who have learned about our company.
Request for general information (Interest): after having heard or read about us, the user interacts with us for informational purposes only.
Request for specific information or offer (Desire): the person wants to hire our services but needs to know the last details to be convinced.
Closing (Action): here the user becomes a customer as they make their first purchase.
Loyalty (Repurchase Rate): after having made the first purchase, the customer has repeated it at least once more within a certain period of time.
sales process
In addition, we must add a key factor in this digital age:
Average purchase price : refers to the total cost of the products or services acquired by the customer in each purchase. This is a key measurement in e-commerce but can be extrapolated to any type of company.
Digital Sales vs Analog Sales
Sales departments were measured solely by their turnover, while the rest of the process received a highly subjective evaluation by the members of these sales teams.
Nowadays, the rules of the game are changing very quickly. The user already does a large part of the sales process alone, sometimes even completing it 100% without consulting any seller, as is the case with many e-commerce sites (for example, AMAZON).
A clear example of this is TESLA, which, although it has its own dealerships, the purchase must be made 100% online, so you only go there if you want to see their vehicles first-hand. If you prefer, you can complete the entire purchase process without interacting with any salesperson and customize your purchase as much as you want.
IMPORTANT! With this we don't mean that you should abandon analog sales... What we want is for you to reflect. People are adopting new ways of buying that don't require interaction with sellers, so you should rethink your company's strategy to be able to accommodate digital sales along with the conventional ones you were practicing . Which one should you focus on more? As almost always, the answer is: it depends. It depends on the sector in which your business is located, the target audience, ...
Digital transformation of your sales
Given the current situation, you need to look to optimize your sales process and to do so, you need to allocate your company's resources where you can best use them. Can you think of a way? Can you imagine if your salespeople could focus all their efforts on the closing process, interacting only with qualified potential clients? The reality is that, on many occasions, a lot of time is wasted dealing with users who really don't want to buy. Maybe they are interested in what we offer but don't want to hear about sales yet... That is why for those first phases, the process should be automated as much as possible until the user gets closer to the purchase phase.
