During my time as a sales executive with a tractor company in Lucknow, I managed four districts. One day, we received news that our new National Sales Manager (NSM) would be joining us for the month-end review. Naturally, my colleagues and I started preparing the usual presentations—data on deliveries, payments collected, and other performance metrics. On the day of his visit, the NSM arrived, and after brief introductions, the meeting began. The sales manager of the Gorakhpur belt presented first, followed by the manager from the Allahabad belt. Midway through the second presentation, the NSM suddenly stood up and interrupted. "I’m not interested in the number of tractors delivered or the money collected. To me, that’s not sales," he said. "What you’ve shown me are just historical figures. I want to know what's happening right now. The sales process remains active in the field while we're sitting here. I want to feel the pulse of that." He continued, "Sales is about demand generation, prospect conversion, and delivery—three key stages. Deliveries and payments are the dealer's responsibility. Your job is to optimize the prospect conversion process continuously. I want a detailed review of each stage of this process at every month-end meeting." His words hit us hard. We realized that we had been doing a transactional job, simply reporting deliveries and payments, while neglecting the controllable factors that drive real sales. From that day on, our approach changed completely. The first step was creating a calendar for demand-generation activities. We also implemented enquiry registers at each dealership, ensuring they were updated daily. Our reviews with dealers shifted focus to discussing each prospect's progress, the challenges in converting them, and learnings from unsuccessful attempts. This shift in mindset empowered us. Instead of merely delivering results, we began controlling the process. We could track our efforts better and were able to achieve our goals with greater consistency and success. #SalesSuccess #SalesStrategy #TractorIndustry
Inspiring
Inspiring
Very insightful. thanks for this sir!!
TERRITORY MANAGER At Confidence Petroleum India Ltd
1moGud one sir