Hitting Industrial Sales Targets in a Two Tier System

In the past, face-to-face interactions and personal connections played a significant role in industrial sales. However, the rise of technology and the digital revolution has transformed the way B2B businesses operate. How are industrial sales professionals hitting industrial sales targets?

The COVID-19 pandemic further accelerated this shift, forcing companies to rely solely on virtual communication and online tools to conduct B2B business. As a result, industrial sales professionals must now find innovative ways to engage with potential customers, build relationships, and close deals in a mostly virtual setting. Combining both in person and virtual are essential for industrial sales teams to stay competitive hitting industrial sales targets. 

Strategies for Meeting Industrial Sales Targets

Use technology: CRM systems, marketing automation tools, and virtual meeting platforms help reach your industrial sales targets and stay connected with your prospects. It also allows you to set alarms and track your communications so you can be sure you stay in front of prospects with critical messaging.

Customization: Good salespeople educate their industrial customers and add value throughout the prospecting stage. With the digitalization of industrial sales, salespeople needs to show how their industrial solution fixes or addresses their business need. 80% of customers are likely to purchase a service from a company that offers personalized experiences. 

Stay agile and adaptable: Be prepared to pivot your sales strategies quickly in response to changing market conditions. Stay flexible and adjust your approach as needed to meet evolving customer demands.

Connections: Creating a growth plan for each account is a great way to establish collaboration and connection. Identify key objectives along the way. Get your client to agree on these milestones and create a partnership that is beyond services. 

Quality vs. Quantity: Tracking and measuring the number of successful connections are important to replicate these behaviors and meeting industrial sales targets. Finding quality within quantity is not complicated. Focus on setting an effective plan and make sure that the value is immediately visible to the industrial prospect.

Thriving in Industrial Sales

While the shift to digital sales in combination with in person offers many opportunities, it also presents challenges that the industrial sales teams must navigate. You get the opportunity to decide whether or not to embrace change and make the most of it, or not. Virtual industrial selling can sometimes feel impersonal, making it harder to establish trust and rapport with your industrial prospects. Additionally, competition in the online space is fierce, requiring industrial sales professionals to differentiate themselves and stand out from the crowd. To overcome these challenges, industrial sales teams can use personalized and targeted communication strategies, create engaging virtual experiences for their prospects, and prioritize building strong relationships based on trust and authenticity. This can be of a value to in person selling and keeping in touch on a more regular basis. All of this combined will help hitting industrial sales targets.