Sales Model: How to Choose and Develop Your Own

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What are we talking about? A sales model is a set of actions for selling a company's product, described in the form of a clear diagram. It is needed to improve the efficiency of mid- and low-skilled managers, to bring their performance closer to that of the best salespeople.

How to choose? They focus on the russia email list specifics of the business, the market, the product properties, the target audience. There are no universal sales models: some are better suited to young companies, while other solutions are successfully used by large corporations.



In this article:

The concept of a sales model
Sales models by participant type
Sales models by levels
Direct sales model
The "Substrate" Sales Model
Lead Magnet Sales Model
The Simple First Step Sales Model
How to Create Your Own Effective Sales Model
Frequently Asked Questions about the Sales Model

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The concept of a sales model
The sales model is understood as the general strategy for selling products developed by the company. In accordance with this algorithm, the activities of managers of the relevant structural divisions are carried out in several stages.

For example, developing and maintaining a client base, forming a mechanism for making deals, building sales funnels. The economic result depends on the chosen model and its compliance with the specifics of the company.

Developing a sales model is a critical aspect, on which 80% of a company’s commercial success and its share in a niche market depend.

The concept of a sales model

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Sales can be classified according to different factors:

the type of product (service) offered;

consumer behavioral response;

terms and cost of the transaction;

available and applicable marketing technologies.

The main stages of communication with the client (from the first interaction to payment for the order):

Qualification . At this stage, the status of a person interested in a product (service) is determined: is he a potential client and does the business really need his application? What income can he bring?

The sale itself . Marketing activities are developed and implemented. A sales proposal is formulated. The deal is sealed by signing an agreement, which specifies the terms, conditions and methods of payment.

Accounting. Even after the buyer has made an advance payment, work on the transaction does not stop. At this stage, the order is post-processed, issues related to the delivery of products and accounts receivable are resolved. This work takes up to 80% of the time of the sales department (SD) management.

To determine the direction of movement and choose the optimal sales system, it is necessary to clearly define the position occupied by the company in the competitive market.