Skip links
How to Develop a Strong Sales Force How to Develop a Strong Sales Force How to Develop a Strong Sales Force Paradigm Marketing and Design
How to Develop a Strong Sales Force

Marketing Tips, Insights, and Trends

How to Develop a Strong Sales Force

Author: Rachel Durkan Category: B2B, B2C, Branding, Marketing, Retail Date: March 24, 2016

How to Develop a Strong Sales Force

Come January 1st, you probably made it a New Year’s resolution to become organized with your marketing strategy and have a strict communication plan in place to drive traffic and increase sales – right?! You have been efficient and effective in sticking to the social media strategy, writing new creative and insightful blogs each week for the website, and sending out your monthly newsletter.

Now what? How do you leverage your marketing toward future business success? It is time to use the force! Your sales force.

Having a talented sales team is what feeds every organization – especially those in the business to business market. But, are all your representatives positioning your business, product or service in the same way? Many organizations spend countless hours and dollars training their sales team in the art of selling but overlook the importance of training each sales representative on the organization’s messaging strategy.

Remember, the sales strategy is a critical part of the communications plan and as such should support (and be supported by) the organization’s marketing efforts and the marketing message that is being put out into the market place.

Enforce a cohesive brand strategy by ensuring every client facing member of your organization has a consistent answer to the following questions:

Who are you?

What does your brand stand for? Who are the “faces” of the company and what are their qualification? Give your customers an idea of who they will be working with.

What are your differentiators?

Simply, how do you stand out from your competition? If you don’t know the answer to this question, your customers don’t either. What makes your organization unique? Is it a service offering, a proprietary product or an organizational culture? Your marketing materials should communicate this and so should your sales team.

What are your value propositions?

A value proposition is an innovation, service, or feature intended to make a company or product attractive to customers. This is what makes you valuable to your target audience and is why they want to purchase your product, service or solution. Some organization have only one value proposition and some have many. This is the most critical part of your messaging strategy and should be communicated by your sales representatives to every prospect they meet.

The answers to the above questions are the beginning of your messaging strategy and the foundation of your brand. As you execute a successful marketing plan, you will continuously communicate your value propositions and differentiators to your audience through all your communication outlets (social media, email marketing, advertising, etc). This will help to elevate brand awareness and support your sales team as they seek new business. But remember, it is a two way street! Your sales team (and any client facing employee) should be well trained in your marketing plan and messaging strategy as they are a critical factor in the communications process and play a pivotal role in representing your brand with a cohesive message.

Have questions? Contact us

  • This field is for validation purposes and should be left unchanged.

You may also like

Laptop computer displaying Brand on screen
Author: Eileen Boh
Date: October 17, 2018
Understanding the value of your nonprofit branding There is no shortage of benefits to be gained from establishing strong nonprofit branding for your organization. Of course, businesses of all types can use their branding as a way to leverage sponsorships and generate revenue, but for nonprofits in particular, it’s an especially important point. Because as nonprofit entities you rely heavily on outside... CONTINUE READING
coin and sprouts representing growth
Author: Rachel Durkan
Date: September 13, 2018
Marketing on a Wish and a Prayer Part 1: How to prevent a business growth plateau Building and growing a small to mid-size business is a complex undertaking – one that requires a commitment to the basic, universal tenets of marketing: Attract your customers with a promise that your product or service delivers a benefit, deliver on that promise, remind them you delivered, encourage them to keep coming back for more,... CONTINUE READING
Return to top of page
Paradigm Marketing and Design Over the past 7 years, Paradigm Marketing and Design has evolved into a complete turnkey agency, but this award winning shop is still small enough to give clients the individual attention and hands-on, detail oriented services they need to be confident in their marketing effort and competitive in their industries.
330 Changebridge Rd. Suite #101 Pine Brook, NJ 07058, USA
Rachel Phone: 973-250-4995