# 5 Tips to Optimize Your Company’s Sales - **Written by Mauricio Kigiela** - **Published on July 26, 2019** **Introduction** Sending thousands of business proposals is not synonymous with productivity. Often, we see decreased sales as a result of undefined processes, bad communication with customers and unstructured follow-up. In a highly competitive scenario, optimizing sales is key to increasing revenue and reducing the flaws that cost the company. Want to know how to make your business team more productive and focus on the right activities? Keep reading our e-book and find out how you can increase your company’s sales capacity! ## 1. Develop effective business proposals Opening a new lead is a difficult task and often requires a lot of time and effort. Therefore, when it comes time to submit the business proposal, we need to be highly convincing and assertive in order for the sale to be successful. ### 1.1. Organize information The purpose of this article is to show you how to optimize sales, right? So we cannot waste time at the proposal stage since the delay in sending or presenting such an important document can cost new contracts for your company. ### 1.2. Prepare a template Another key point to make business proposals agile and efficient is to set some standards for the sales team. Think about how to customize your proposals so that they are easily identified by customers, either on letterhead or in a presentation with the company logo. ### 1.3. Identify the proposal This may seem like an obvious tip, but many companies forget to identify the contractor and the service they are offering in the proposal, making it impossible for the client to understand what is proposed or even remember that he considered doing business with you. ### 1.4. Detail the scope of work Scope is the timing of the proposal where all deliverables, deadlines and conditions must be detailed so that there is no surprise or frustration in the future. ### 1.5. Automate the process Agility and efficiency are directly related to simple processes and the ease with which your team can generate, send, and control business proposals. ## 2. Learn how to handle objections in sales Hardly a customer will sign a contract without questioning some point of the proposal or without negotiating values. However, knowing how to deal with objections without harming the relationship is critical to getting the negotiation going and improving your team’s performance. ### 2.1. Record customer information Keeping an up-to-date and complete history on customer interactions is a great benefit you can use in favor of sales. ### 2.2. Hear more The more your sales people know how to listen, the greater the chances of awakening the client’s empathy, ### 2.3. Do not push the sale No one can like a “bad” seller who says he owns the truth and does not pay attention to the client’s needs. ### 2.4. Beware of unnecessary clashes Think that you are initiating a relationship with a new person and therefore you should be careful not to scare her. ### 2.5. Track objections Keeping a history of the most frequent objections and classifying them according to importance and recurrence is a great way to prepare your sales force. ## 3. Learn how to use Spin Selling to your advantage Ever heard of Spin Selling? The sales strategy presented by Neil Rackham is already quite old, but has revolutionized the way of selling by making the process much more agile and efficient. ### 3.1. How Spin Selling can help you By applying Spin Selling to your sales team you can anticipate objections and choose language that engages the customer. ## 4. Find out how a sales pipeline can help your business. The sales pipeline consists of identifying and structuring steps through which a lead passes until signing the contract and becoming a customer of your company. ### 4.1. Sales pipeline in practice Imagine that each sales step corresponds to a portion of a funnel. ### 4.2. What the sales pipeline can do for your business The sales pipeline is an excellent tool to visualize how the negotiations and the performance of your team work. ### 4.3. Sales Pipeline Vs. Forecasting When we talk about sales pipeline, the big goal is to understand how the process works in your company and market. ## 5. Understand how to execute follow-up on sales Now that your team is already putting together commercial killer proposals and you use the sales pipeline to understand the customer and make the process more efficient, it’s time to follow-up. ### 5.1. Keep an up-to-date history It is worth emphasizing again the importance of keeping the information about the clients always updated and complete. ### 5.2. Create tasks and schedules Your sales team needs to collect feedback and establish a routine of calls and visits. ### 5.3. Be agile Agility can make a difference when signing up for a contract. ### 5.4. Stay in touch Once you return from a visit or submit a proposal, schedule a thank-you letter to the clients with the next steps. ### 5.5. Invest in a CRM A management software is your great ally to organize all the information about the customer and create tasks and reminders for the sales team. **Conclusion** Optimizing the sales of your company is a constant process that demands a change of culture and investment in tools that allow to automate and make the steps faster.