THE THREE KEY TOOLS TO BECOME AN EFFCIENT SALES EXECUTIVE

Sharing responsibilities

Every sales person has a role to play. But confined to his her role will not take you to the next level in your career. If you want to grow in your sales career, always learn to share 50% of your bosses responsibilities. What we mean here is not waiting for your boss to tell you what to do, you initiate the next move,By doing this you will learn the steps of (upper level) management. The advantages are that it will smoothen the operation and make your boss's life easier too. Also when it comes to promotions the management will realize that you are capable of being the manager because you are already there. It will help your boss to think and work more strategies and he will have time to take responsibility for his boss.

Objective Gap

Objective gap is the space left between the average sales you do now and given and freshly given sales targets. It is good to understand the objective gap to achieve your sales goals. Do your math and find out the percentage different to narrow the gap. Then start working to narrow the gap. The only way in narrowing the sales gap is to increase the number of outlets, increase the SKU and increase the volume of sales sold. Understand the % of growth you need to give and break down the to be achieved % into the above area to achieve your objectives.

The 3 P’s customer category

To make your selling life easier, always break your customers as per their behaviors to manage your sales approaches and time management. It is crucial to understand your customer behaviors. By their behaviors you can put them into below mentioned categories.

Profitable , Potential, Problematic

Profitable customers are the customers key to your company. They are the one that gives you the needed funds and the cash flow to run your company. including your salaries. So these individuals should be retained and nurtured with utmost care by spending time with them, attending to their issues., making them understand that they are important to you and to your company.

Potential customers. These customers are with you for a long time but they make many demands to be with you onboard. Like asking for more credit, demanding more discounts and bonuses etc. even though they make more demands you should not lose them because they have the potential to give you some business for you and never know they may become a more profitable customer once day to you.

Problematic customers are the people who don't make payments as scheduled, fraud, and do not respect you, the company or the products. Even though they give you some small sales they will waste your time by returning goods, not making the payment as scheduled, etc better avoid them because they will waste your time, spoil your plans

As per my experience I guess these three stages should help you go up in your sales career. So from now onwards , learn to take a few responsibilities from your bosses, understand the size of the gap between the current sales average and the target you got. last but not the least to categorize your customers based on their behavior to be more efficient in achieving your sales goals.

Happy selling

Sales trainer - [email protected]