How is the sales process going within your IT company? We know that properly structuring the sales process can make all the difference in maintaining income and success within your business . The sales process for IT service providers is one of the most important tasks within companies in this segment, mainly due to the increasing competitiveness they have been experiencing in the market.
Structuring this process will help your employees to establish improvements in the products they offer and the way they provide services and will help your company achieve a higher quality status in this environment. Due to the growth of IT outsourcing , improving the way products and services are offered will help your company achieve superior results compared to the competition.
According to Statista Market Forecast , there is an estimate that the IT outsourcing service will demonstrate a revenue growth rate of 8.20% for the next 5 years. Find out how this type of service provision works:
The importance of the sales process
Sales management within IT companies is one of the fundamental processes to provide the organization's growth and allow the company to achieve the expected financial results . It is through the sales process that the efforts of the entire team can be transformed into effective results.
Structuring processes that help guide the customer, from the first contact to the completion of the purchase, is a differentiator for modern companies. As more and more organizations are seeking outsourced IT services, standing out in this market is essential for MSPs who want to be successful.
The sales process is even more important in the case of consultative sales , as is the case with IT services. With so many options available on the market, customers expect an increasingly surprising shopping journey, seeking customization in the solution offered.
How to structure the sales process within the IT sector?
As we have seen, structuring your IT process is essential to help your company achieve the results it expects. There are some factors that help to understand the importance of sales management within IT services companies:
- Establish clear and objective processes to guide your team when approaching and serving customers;
- Optimize the use of resources so that sales management is carried out correctly and with a good cost-benefit ratio;
- Generate more sales opportunities by maximizing results;
- Deliver more quality to consumers.
That said, here are some tips we have prepared to help your company structure this process and ensure increasingly better results:
Convey authority
For consumers to trust the services offered by your company, it is necessary to convey authority. For this reason, more than having a visually pleasing and intuitive website, it is necessary to have clear and assertive communication with your consumers.
Since modern consumers are increasingly demanding, it is necessary to look for ways to position your company ahead of the competition . Your business needs to deeply understand your target audience and anticipate their needs, so that when this potential consumer searches for products and services related to your company, your gateway is well structured and provides easy communication.
Determine who will participate in the sales process
Just because your employee presents the best results and great technical knowledge does not mean that this employee will be the best solution for your sales sector. Although this representative must have information about the services and products that are offered, it is essential to have a team member who is prepared to serve the consumer in the best possible way and be able to clarify all their doubts throughout this sales process.
In addition to transmitting authority and knowledge about the products, your sales manager must be prepared to provide differentiated service to consumers who come to your company . This employee will be the spokesperson for your business, and must be chosen carefully so that they can convey the entire vision and values of your company to the consumer.
Focus on demonstrating the solution
Although IT customers expect differentiated service when contacting your team, there is a practical side that must also be respected. This consumer is looking for an efficient and complete solution that can reach and meet their expectations.
Because of this, it is very important that your sales process includes a product demonstration stage . The solutions offered by your business must be easy to use, intuitive and have differentiated support service.
This demonstration must take into account what this customer's pain is, that is, what they expect from the solution and what problem must be solved. For this reason, the focus of demonstrating the solution must be on consumer expectations, and in a second part, on additional services that can add even more value to what is offered.
Invest in after-sales
Although the consumer journey tends to end after purchasing the product or service, the post-sales process within the IT sector is fundamental to increasing consumer satisfaction. Completing the sale is just one of the steps in this process , and it is necessary to invest in quality after-sales that keeps the customer satisfied with their solution.
No matter how simplified the service offered to your consumer, doubts may arise when adapting to this new tool . For this reason, your company must be prepared to add value and ensure that this consumer is able to extract the best results from the acquired solution.
Invest in training your team
Employees responsible for the sales process must be prepared to answer questions and demonstrate products in the best possible way. For this reason, your sales team must go through a training and qualification process not only to prevent vulnerabilities and cyber attacks , but also to be prepared to answer questions and demonstrate products in their entirety.
The main objective of structuring sales management within your IT company is to help the business achieve the best possible results. The preparation and competence of these employees involved in the sales process must be a priority within the business.
Show your business’ competitive advantage
As we said previously, the IT sector is one of the most competitive on the market . With so many companies offering similar services, it is necessary to find that difference that will help your company stand out in this market.
This means that it is necessary to go beyond the basics, finding solutions and tools that help optimize the provision of IT services and ensure that consumers have all their expectations met. Adopting strategic solutions may be what you need to optimize your products and services.
BONUS: Commercial KIT for IT Service Providers
As we understand more about the sales methodology for IT service providers and how to structure it, the importance of optimizing processes becomes clear.
To achieve this, there are tools that can help with your routine, increase your team's operational efficiency and the quality of negotiations. For example, the Commercial KIT for IT Service Providers to facilitate the structuring of your sales process.
In this kit, you will find editable proposal and contract templates in different formats (.doc and .ppt) , depending on your business needs. In addition to transmitting trust and credibility to customers and partners with well-designed models, you will save hours and be able to focus on what really matters, delivering excellence in the provision of IT services.
Remembering that it is through managing the sales process that the efforts of the entire team are transformed into effective results and, consequently, greater profitability for your business.
Continue offering the best in IT services to your customers and improve your commercial approach by conveying professionalism and in compliance with current legislation . In addition to having a simple and intuitive customization tool at your disposal with up-to-date insights and design for your business.
