& it’s all about sales outcomes

To gain best sales return a company needs to create a solid sales structure & processes.

Success hinges directly on the measurement & management of the processes set.

 Warning – so many companies create a myriad of meaningless reports to complete, they bog their sales people down & blunt their effectiveness.

This is known as “analysis paralysis”!

 Create systems with measurement tools for only the ACTIVITIES you want them to perform & the results follow automatically.

Remember that sales people generally hate & are subsequently poor at admin.

Follow a policy of “READY – FIRE – AIM”

In other wors, once you are ready, DO IT – you can adjust your sights later.

It is key to keep any systems you deploy, SIMPLE!

 BUT - the old adage that Reps should be allowed to have freedom to do “their own thing” is long dead.

The true professional today is highly structured, plans meticulously & executes every call to meet a set objective.

 Core sales roles:-

Field Sellers – your company’s scout, their role is to identify opportunities at existing accounts & new business within their sales area. They should NOT think as a sales person but rather they own a business within a business.

Internal sales – phone each Customer on a regular basis. Each call made should be to a clear objective chasing a set Rand target, PER CALL.

Ultimately, it is a TEAM effort though & field & internal Sellers should be linked to a joint area & target.

 Specials & promotions must be focused ~ not a “shot gun” approach. That is merely hope!

In a focused approach, you fill the gaps.

That is lines/categories from your basket a Customer is not buying but could/should be.

The primary measurement must be the number of Customers converted to the promotional line, & only second, the volume of sales.

Unless you are growing - by 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 minimize the drips & at the same time keep topping the bucket up! Adding more then you lose = sales growth!

 And sales, is the harsh reality of any business. The harsh truth is ~ without sales you have no business!

 Contact BizGro to learn more of our unique, winning short sales interventions to ensure your year is one of huge success!

Skills training sessions via face to face or TEAMS options.

 Pop me a mail & let’s get your year off to the very best start EVER! (richard@bizgro.co.za)