A sales team can be organized to maximize returns by implementing a well-balanced strategy. This includes segmenting target customers based on their behavioral profile and organizing the sales team accordingly. For instance, brand loyalists who pre-order every latest version of every new device can be handled by a team focused on new product sales. Late-stage adopters who are usually a few generations behind and often buy second-hand can be catered to by a team specializing in accessories and improvements for older devices. Regular training and development programs for the sales team, setting clear goals, and providing them with the necessary tools and technology can also help in maximizing returns.
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How do you juggle multiple high-priority tasks across an entire sales lifecycle? A well-balanced strategy. Plan, analyze, market, and drive your sales...
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For our example, let's say you want to segment your target customer by their behavioral profile. You have your brand loyalists and your late-stage adopters. Your brand loyalists pre-order every latest version of every new device, attend your keynote events, and convince five of their friends to as well. Your late-stage adopters are still very loyal, but they are usually a few generations behind, often buy second-hand, and tend to find ways to protect and keep their devices longer. While you don't always win them over with the latest chips, tech, and features, you can sell them more accessories to improve their older devices, like power chords, newer headphones, and new cases that extend battery life.
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