Running a great sales campaign

Launching a sales campaign is a great tactic sales leaders employ when making an end-of-year push for those quarterly targets. It rallies teams around a specific, short-term goal that’s normally linked to larger yearly objectives.

Alternatively, sales campaigns can look to take advantage of temporal or seasonal trends within an industry such as summer, Black Friday and Christmas.

So essentially, a good definition of sales campaigns would be:

A set of targets organized around a specific, often temporal sales objective within a limited timeframe.

And it’s this timeframe that sets a sales campaignapart from regular “sales work”; it provides rep’s with an enticing opportunity to sell and customers with an incentive to buy.  

What is the sales campaign process?

The first thing to ask yourself when setting up a sales campaign is why you’re doing it, what do you hope to achieve (objectiveswho is going to execute it and for how long will it run.

So let’s start with the first question – why?

Why have you decided to run X campaign?

Are you aiming to take advantage of a seasonal holiday such as Thanksgiving or Christmas? Do you believe there will be heightened interest in your product or service as people flock online looking for deals? 

There must be a good reason for you setting up a sales campaign before you dive in. 

Before making the choice, I’d definitely dive into your CRM to see if there’s any crossover between sales peaks and certain times of the year. If there’s precedence it could be a good indicator as to whether or not it’s worth going ahead with your sales campaign (plus data-backed decisions are always better than simply going with gut-feeling).

If you don’t have any real-time sales data available you could try using a tool such as Google Trends.

Published by Raffaele Felaco

I am an enthusiastic leader with strong background in direct and indirect sales with an exten- sive experience in both retail and wholesale business. I have been fortunate to have worked alongside teams in structured environments both in Italy and abroad over the last 20 years, en- abling me to develop strong leadership skills, a natural approach in effective communication, the ability of positively influencing others and master complex business negotiations.

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