It’s all about the sale
To gain the best sales return, every company needs to create a solid sales structure & activity.
Success hinges directly on the measurement & management of the desired activity.
?So many companies create a myriad of meaningless reports to complete & in so doing, bog their salespeople down & blunt their effectiveness. Simply put, “analysis paralysis”!
?Create systems with measurement tools for only the ACTIVITIES you want salespeople to perform & the results follow automatically. Remember that sales people generally hate & are subsequently poor at admin.
Follow a policy of “READY – FIRE – AIM”! [once you are ready, DO IT – you can always adjust your sights later].?For any systems you deploy, keep it SIMPLE!
?BUT - the old adage that Reps should be allowed to have freedom to do “their own thing” is long dead. The true professional of today is highly structured, plans meticulously & executes every call to meet a set objective.
?Core sales functions -
External sales – the company scout; their role is to identify growth opportunities at existing accounts plus sourcing prospects within their sales area. ?The best salespeople do NOT think as a salesperson but rather as a business owner - a business within your business.
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Internal sales – phoning each Customer on a regular basis. Each call made should be made with a clear sales objective in adding Rand value to every order.
?Unless you are growing sales, through adding new Customers & lines at existing accounts - you will go backwards. Sales is like a bucket of water; it leaks!
Your sales Team’s job is to minimise the drips & continually keep topping up the bucket.
Simply, adding more then you lose = sales growth!
?Revenue is the reason you have a business. Without sales you have nothing!
?Happy SELLING!
Richard