7 Tips for Building the Right Sales Strategy for Your Business

Written by Adam Grossman

An ordained rabbi, who has founded multiple ventures focused on workforce development, he is a cofounder and the Chief Development Officer at The Selling Factory.

No two businesses are alike, so it makes sense that each would require its own unique sales strategy in order to be successful. However, many small businesses don’t take the time to develop a custom sales plan, instead opting for one-size-fits-all tactics that may or may not work. 

If you want to make sure your business is putting its best foot forward, then it’s important to build the right strategy for your specific company. Here are a few tips on how to do just that.

1. Know Your Target Market

A sales strategy is only as good as the market it targets. If you don’t know your target market, you’ll never be able to make sales. Knowing your target market means understanding who your potential customer is, what needs they have, and how your product or service can meet those needs. It also means understanding what motivates your potential customers and what objections they may have to buying your product or service.

Without this knowledge, you’ll sell blindly, and your sales will suffer as a result. The good news is that there are countless resources available to help you learn about your target market. You can start by talking to current and former customers. It’s also a good idea to conduct surveys and do research online.

Armed with this knowledge, you can develop a sales strategy that will help you close more deals and grow your business.

2. Understand How to Define Your Product or Service

When starting a business, it is essential to have a clear understanding of what product or service you are offering. This may seem like a simple task, but it is often surprisingly difficult to come up with a precise definition. A good place to start is by asking yourself what need your product or service fulfills. What problem does it solve?

Once you have identified the need that your product or service addresses, you can begin to craft a more specific definition. What are the key features of your product or service? How does it differ from similar products or services on the market?

By taking the time to clearly define your product or service, you’ll be in a much better position to succeed in the competitive world of business.

3. Set Realistic Goals

Achieving sales goals is challenging, but setting realistic goals is an important first step. When developing monthly sales goals, consider the factors that will influence your sales. Think about the seasonality of your product and the size of your target market.

Once you have a good understanding of these factors, you can develop a sales plan that realistically reflects what you can achieve. Additionally, it is important to remember that sales goals are not static. As your business grows and changes, your sales goals should be updated accordingly. By setting realistic sales goals, you will be better positioned to achieve success.

4. Manage Your Time Accordingly

As a sales professional, time management is critical. There are only so many hours in the day, and it’s important to use them wisely. One way to do this is by prioritizing your time. Make a list of the most important tasks that need to be completed each day, and focus on completing them first.

Another way to manage your time is by delegating tasks. If you have a team of salespeople working for you, delegate tasks accordingly. This will help you focus on the most important aspects of your job and free up your time to focus on other aspects of the business.

By managing your time wisely, you can ensure that you’re as productive as possible.

5. Research Your Competition

Before developing a sales plan, analyze past sales reports to identify any patterns or trends. Once you have a good understanding of your sales history, you can begin to develop goals and objectives for your sales team. Then, after you’ve established your sales goals, you can begin to develop strategies for achieving them.

This may involve creating new sales materials, training your sales team on effective selling techniques, or developing incentives for reaching sales targets. By developing a well-rounded sales plan, you can ensure that your team is equipped with the tools and knowledge necessary to succeed.

7. Implement and Track Results

After developing a sales plan, it’s important to put it into action. This may involve training your sales team, creating new marketing materials, or establishing processes for tracking sales results. Additionally, it’s important to set up systems for measuring the success of your sales strategy.

This will help you identify areas that need improvement and adjust your strategy accordingly. By tracking your sales results and making changes as needed, you can ensure that your business is always moving in the right direction.

Get Started With Your Sales Strategy

If you’re ready to implement a surefire sales strategy for your business and boost sales, let us help you. At the Selling Factory, we have the tools and knowledge to take your business to the next level. We provide on-demand sales support and more.

Contact us today for a free consultation, or give us a call at 352-559-4090. We look forward to helping you boost your sales and reach your goals!

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!


Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.


Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.


Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.


Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.


Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.


Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!


Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!


Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.


Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.