Until 2018, according to ABES studies, the Brazilian sector of software and services had around 19 thousand companies. In this scenario, the growth of income amid so much competition is one of the main challenges for any software company. It is therefore necessary to improve and increase sales to gain space in the management systems sector.

Therefore, the sales strategy for your management system must contribute mainly to increasing customer satisfaction and the productivity of your salespeople.

And with regard to this point, we have developed the content below with the main advice to increase sales of your company's management systems.

3 ways to increase sales of management systems

Each company can adopt a different strategy for market management systems and software, but here are 3 essential tips to achieve the goal of increasing sales.

1. Expand your portfolio through system integration

Today, it is common for each company to use a different series of software to achieve all the functionality they need in their routine. And this is a reality that extends to all areas of the company, becoming a common behavior of software users.

For retail companies, for example, it is necessary to use a marketing platform, one for data analysis, another such as CRM, in addition to ERP, which is essential for inventory management. But at the end, the main needs are the integration of systems, between all these platforms.

This is just a matter of acquiring or subscribing to software that facilitates integration and is a differential in the market to reduce costs, eliminating manual work efforts with data transfer between systems in different areas.

In this case, it is very important to have in your sales model the offer of integrations for several other systems, in which you can safely carry out a more efficient customer service process and account for even better conversion rates.

It doesn't matter how good your product or service is. If there is no integration offer linked to it, it will be more difficult to close sales. But an alternative is also to have a partner integration platform, which works with other partners.

2. Promote your business online

When approaching the B2B segment, you must carry out consultative sales, which makes it difficult to expand sales in your management system, and an effective way to improve this result is to make your company and its solutions online.

Depending on the type of system your company sells, you can choose to implement an online store even for companies, with self-service offers. But you can also use digital marketing strategies for lead generation.

The main idea of ​​using this type of online advertising is to position your company in the online searches. Therefore, the possibilities of receiving customer contacts increase considerably.

In that way, you can use actions like:

  • Systems presentation pages;
  • Contact flags;
  • Conversion forms;
  • Quantitative or qualitative discounts;
  • Special pages for new products;
  • Availability of information 24/7.

Focusing on these opportunities provided by the online environment, all customer orders can automatically arrive if you use a store. And if you invest in content and other offers, requests for contacts from potential customers will also be sent to your sales team.

3. Track sales performance based on indicators and metrics

To increase the sales of the management systems, you must continuously optimize the sales process itself. And to identify which approach works the customer profile that generates the greatest volume of sales, it is necessary to monitor the performance in terms of indicators and metrics.

When you follow statistics and more qualitative data, ideas come up that can help you start asking yourself to find growth sables. And from the answers, you can optimize your flow of sales. Some questions to show are:

  • What is the behavior of the customer during the sales process?
  • What kind of offer increases the customer's chances of acquiring the system?
  • What main action does the best seller perform when contacting customers that I can replicate throughout the business process?

But speaking of numbers, there is also a series of key indicators that support your decisions regarding sales strategies. Some of them are:

  • cancellation fee;
  • Average amount of monthly payment;
  • Time dedicated to closing a new sale;
  • Comparison of the volume of contacts handled month by month.

With this monitoring, you will start to observe patterns that will allow you to adjust your sales focus according to concrete data. And when new data is received, you can repeat the process to optimize even more your sales.

Written by

Sky.One Team

This content was produced by SkyOne's team of cloud and digital transformation experts.