Archive for the ‘Sales Management’ Category
Some years ago I had a meeting with general manager and sales manager for a software development company. The first was quite unhappy with the performance of the second and explain very simply what I had to do to get more sales.
He said the more contacts (calls, emails, meetings, etc.). Have with customers and prospects have more sales. If a seller makes 400 calls per month to new customers, get maybe a 5% interest on the part of this and I will make a proposal to 20 clients a month.
But guess what if a seller spend 40 calls a month, hopefully perform two economic proposals that do not know if they convert to sales. By this I mean that this is the less contact with mathematical chances of selling down considerably.
The sales manager indicated that 20 calls a day was too much for a seller who had other tasks such as preparing budgets, preparing contracts, monitoring and public relations to current customers.
Then the general manager without hesitation said, “Your role is to sell. The other tasks we delegate to other areas for most of the time a seller are sales. If sales do not improve then the problem is the vendors or our service. And you have to understand where the problem if we sell more. ”
The problem with this company is that customers had achieved and was asleep is his laurels. Vendors visiting existing customers, offering them other services and not seek new customers so that contact with new customers was minimal and that translated into sales.
Every company to start using their network to sell and well, without clutch, if only your friends are your clients going to reach a limit and you will not be able to generate more revenue. It is very important to seek new customers, a) to keep the business alive and increase revenues and b) to prove that what you offer has value. Because not only those who know you will buy.
Posted in 
Tags: