In this world of machine intelligence, artificial intelligence, robots and similar heuristic forms of learning, I say that one cannot automate sales and the fact that the only way that sales can be accomplished is by DOING IT.
Following are some of the fruitless method of trying to contribute directly to sales:
- Thinking about sales
- Analysing sales
- Finding a logic in sales
- Researching about sales
- Data analytics on sales
- Reasoning about sales
While I am not demeaning the above contributions to sales, the only point I am trying to drive home is that when it comes to directly contributing to sales, the only way is to do it!
Prepare for Sales.
If we look upon the above 4 important aspects of Sales, I would conjecture that “Prepare for Sales” is something that needs a lot of indirect contribution from various departments like Market Research, Marketing communications, Regression Data Analytics, Persona Study, Customer Buying Behaviour Models Mapping, Competition Analysis, Sales Strategy, Sales Budgeting and Sales Forecasting.
The next 3 aspects of sales has to follow the principle of JUST DO IT!
What are the steps of doing sales?
Build and Manage the Sales Funnel
The journey of sales inside the Sales Funnel , as shown above, has to be done physically one step at a time.
Relationships that translate to Life Time Value
Active methods of relationship building with your customers ensure that they develop a trust level in you to an extent that anything that they can buy from you, they prefer to come to you. This is how we reap the life time value of the customer.
More Customer Per Customer
In Sales, when we are able to do more business through existing customers in the form of Reference Selling , Cross Selling and Up selling we say that we have done MCPC (More Customer Per Customer).
In a nut shell
Let us not undermine the need to go out in the market , meet prospects, meet competitors and do sales. There are enough examples in the market which suggests that even big brands which took the automation route in sales and stopped going to market have died sooner or later. Let us do sales and enjoy the fruits of the same. Let us not expect sales to happen on its own!