we all need sales right now ~ here is HOW to go about rebuilding them!
Like our own business, I guess yours too, is in need of sales more than ever, after the terrible times imposed upon us, in these covid times.
Let’s ask ourselves the classic questions –
1.??????WHERE
2.??????WHAT
3.??????HOW
4.??????WHO
5.??????WHEN
WHERE
Where will these sales come from? There are just 5 ways we can grow sales revenue.
a)??????sell more products/services to an existing Customer
b)?????add new products/services to our basket offering
c)??????capture market share & open new accounts
d)?????identify & create new market segments
e)?????slash pricing in the hope of stimulating more sales??*only recommended under extreme circumstances, such as sitting on too much stock etc. ?
?WHAT
What activity/ies will we need to engage in to build sales
a)??????establish products not being purchased by a Customer & expose these to them
b)?????sourcing complimentary lines that make a good fit to your basket. Identified by your Sales Team when visiting/calling.
c)??????focus on competitors’ weaknesses & drive hard to exploit them
d)?????seek markets that may now have needs you can offer solutions too, as the new norm demands changing needs
e)?????be wary of price cutting simply through panic
?HOW
How should we approach each to achieve sustainable needs?
a)??????identify lines not being purchased by Customer A, where others in a similar industry are buying them. Why are they purchasing it & not Customer A? Persuade Customer A of the benefits.
b)?????introduction by your Sales Team, of new lines, pointing out outcome benefits to the Customer. NB – not only as a handy addition, but there is a danger of allowing a competitor into your account when a basic line is missing from your basket.
c)??????only through your scouts (Reps) having their ear to the ground, great Customer relationships & a good understanding of your own & Customer markets, will you be armed to craft an approach to dislodge a competitor.
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d)?????a deep understanding or your product/service offering & benefits to Customers, coupled with a natural inquisitiveness will uncover new market segments.
e)?????cutting a price may be used as a tool to gain entry into a Customers’ account, but never used as a simple discounting measure. Professional selling is “I’ll give to you, if you give to me” – ie trading.
?WHO
Who on your team is best suited to perform the various tasks outlined above?
What are each of your Sellers strengths & weaknesses?
Where best should each Team Member be deployed to return them most ROI on focused activity?
How do I establish which task/s to give to which Team Member?
Achieving success & sustainable sales growth follows a process, with the first step having a full appreciation of the effectiveness of your own “troops”, your Sellers.
Like all good professionals, they need to be skilled & correctly armed for the “battle” ahead. Shortfalls in skills, should be rectified/coached/trained to prepare your sales Army for any upcoming campaign.
Success depends directly on the preparedness of your Team.
WHEN
When should you launch a sales growth campaign?
NOW, would be an ideal time!
While the competition is huddling in defensive laagers, with all the doom & gloom around us, it is the agile, motivated company who takes the spoils.
As per Alexander the Great – “the best form of defence is attack!”
?FREE OFFER
To help you on your way, here is a no obligation, FREE offer from BizGro.
The Sales Managers toolkit identifies the skill level of your Sellers & Team.
A GAP analysis pinpointing area of individual & Team needs; including even your Rand growth expectations, based on the current level vs your envisaged destination.
NEED HELP?
BizGro, leading Sales skills training & strategy Practice, offers Clients affordable group & individual sales growth training & coaching; both face-to-face & virtual.
Need help to grow your business? Call the best!
The only training practice who places a guarantee on our courses to help you “grow your business”.