In order to emphasize the significance of a product, we often use comparisons, for example: "THIS is so important, it is like a car engine, we cannot move without it", or "THIS is like the earth gravitation, without it we'll just be floating in space". The analogy is clear, but let me give one more example: "A good sales department is like lungs. When air (=applications, leads) enters them, they process it and saturate the blood with oxygen (=payments), making it possible for the whole body (=university) to continue moving, growing and living. They also help to get rid of carbon dioxide (obejctions, unsuitable applicants, etc. )."
If we are going to build such a department from scratch or perk up the existing specialists, let us start with a simple checklist. In our work, we adhere to the following principles: Determination and effectiveness.
The sales department must have clear objectives and strive to complete them, using effective methods and tools. Communication and team spirit.
The sales department employees must have good communication skills for maintaining relationships with colleagues and customers, exchange experience and knowledge, work in a team to achieve common goals. Expertise and professionalism.
Sales staff must be experts in their field, have deep knowledge of products and services of the company, as well as of the market and their competitors. Analytical approach and risk management.
The sales department must know how to analyze data and predict market trends in order to make the right decisions and minimize risks. Customer orientation and satisfaction of their needs.
The sales department must understand the needs and desires of customers, offer them the best options and provide the top-tier service. Innovation and continuous development.
The sales department must be open to new ideas and technologies, strive for constant improvement of processes and results in order to remain competitive.