What do you do if your outside sales strategies are falling behind new market trends?

1 Assess your current strategies

The first step is to evaluate your current outside sales strategies and identify what is working and what is not. You can use various metrics, such as sales volume, conversion rate, customer satisfaction, retention, and referrals, to measure your performance and compare it to your goals and benchmarks. You can also solicit feedback from your customers, prospects, and colleagues to gain insights into their needs, expectations, and perceptions. This will help you pinpoint the strengths and weaknesses of your sales approach and the areas where you need to improve or innovate.

2 Research the market trends

The next step is to research the market trends that are affecting your industry, niche, and target audience. You can use various sources, such as industry reports, trade journals, blogs, podcasts, webinars, social media, and online forums, to stay updated on the latest developments, challenges, opportunities, and best practices. You can also attend events, conferences, workshops, and networking sessions to learn from experts, peers, and influencers. The goal is to understand the market dynamics, customer behavior, and competitive landscape that are shaping your sales environment and the value proposition that you offer.

3 Adjust your sales tactics

The third step is to adjust your sales tactics to align with the market trends and customer needs. You may need to modify your sales pitch, presentation, proposal, or follow-up to emphasize the benefits, features, or solutions that are most relevant and appealing to your prospects. You may also need to update your sales tools, materials, and channels to leverage the latest technology, platforms, and formats that can enhance your communication, engagement, and delivery. You may also need to diversify your sales methods, such as using a mix of online and offline, inbound and outbound, or direct and indirect approaches, to reach and influence your target market.

4 Test and optimize your new strategies

The fourth step is to test and optimize your new outside sales strategies and measure their impact and effectiveness. You can use various methods, such as A/B testing, surveys, polls, analytics, or CRM software, to track and analyze your results and feedback. You can also experiment with different variables, such as timing, frequency, duration, or tone, to optimize your sales performance and outcomes. The goal is to find the optimal combination of strategies that can generate the highest return on investment and customer satisfaction.

5 Learn and grow from your experience

The fifth step is to learn and grow from your experience and use it to enhance your outside sales skills and knowledge. You can use various techniques, such as self-reflection, coaching, mentoring, training, or peer review, to assess your strengths and areas for improvement and identify the lessons and best practices that you can apply to future situations. You can also celebrate your successes and achievements and reward yourself and your team for your efforts and results. The goal is to develop a growth mindset and a resilient attitude that can help you overcome challenges and embrace changes in the market.

6 Keep an eye on the future

The final step is to keep an eye on the future and anticipate the next market trends and customer demands. You can use various tools, such as forecasting, scenario planning, trend analysis, or SWOT analysis, to predict and prepare for the potential changes and opportunities that may arise in your industry, niche, and target market. You can also monitor and evaluate your outside sales strategies and performance on a regular basis and make adjustments as needed. The goal is to stay ahead of the curve and maintain a competitive edge and a loyal customer base in a dynamic market.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?