need sales results?

All companies set Sales targets.

These are a numerical figure, broken down to per financial year, per month & sometimes per week.

All well & good, but this only provides WHAT you need to achieve, never the HOW to……...!

Most CRM systems can track activity, which regularly becomes a box ticking exercise & doesn’t generate revenue growth in any way. 

The real secret to success that i have achieved in growing sales, has not been in merely tracking the numbers, but creating a measure of the activity required to achieve them.

This requires building a specific & measurable feedback system for your Team to follow.

NB: This exercise is NOT a budget based purely on monitory terms – but a real, everyday activity, which in turn will deliver your required revenue outcome.

It is ONLY through the implementation of a focused & measurable ACTIVITY programme that will generate revenue growth & achieving realistic targets.

Here is an example –

A B2B distributor of products. (this principle can be applied to any industry)

PHASE 1

1.      What is the Business’ monthly monetary target?

2.      Be sure that it is realistic? (if it isn’t based on prior & facts, it may simply be a pipe dream)

3.      Break this number down into sales portfolios/areas: prior sales + potential growth

4.      Create a formula to calculate each Customer’s monthly spend potential, for both existing & potential Accounts. (this will provide vital business intel of growth opportunities)

PHASE 2

1.      Reduce the monthly target, per Seller, into a daily one (smaller, maneageable numbers)

2.      Test each Customer’s current spend, vs his potential

3.      The difference between potential & actual, is the GAP

4.      Apply the 80/20 principal. You will find that only a few lines make up the bulk of your sales basket. (these are known as KVI’s – key value items)

5.      Identify which of these lines, each Customer is NOT buying from you; because he should be! (EG: if you supply refuse bags; we know everybody uses them. Is the Customer buying them from YOU?)

6.      Every time your Seller makes contact with a Customer, he needs to be offering one, or more (without choking the Customer), of these products

7.      Every time a Customer orders, upsell to him (eg: if he orders 5 of an item & there are 6 in a case, simply say that you will send him a case, for ease of control, for HIM: never to assist us, of course! (golden rule #1)

PHASE 3

1.      Setting your TEAM’s activity –

a.      Order value target; for each time you gain an order – upsell, upsell, upsell.

b.      What KVI category/product am I going to offer today, to each Customer, who isn’t buying that line?

c.      NB – this requires pre-call planning & setting a clear call objective for EVERY call.

d.      Track the results daily – monetary, as well as expected activity.

Revenue growth ONLY comes from a focused sales activity to driving sales peformance.

It is ONLY from the return on this activity, that generates return on investment.

Re-skill & measure the Sellers’ behavioural change & continuous improvement, is the Leader’s secret to sale growth success.

Need help to introduce a winning sales generation?

Talk to us……………………

BizGro can help you achieve unimaginable sales growth ~ we have done it on multiple occasions!