sales teams are different, but their activity is very similar, regardless of company size, structure and sector in which it operates, distinctive products sold in the markets they serve and the competitors they face.
There are some assumptions that must be seen in daily practice sales executive, and should serve to guide their activity:
The results are on the market, defined by the customer. So we need vendors who can identify and locate the real potential customers. In this sense, education is important Commercial vendors entering and form sales teams. His current vendors, business education do you have? Do you know the principles and fundamentals of sales?
exploitation of opportunities is what creates results, not the solution of problems. A define market opportunities therein; always there may be few but are perhaps very profitable to those who can exploit them. So, our sales force to learn and engage in discovering opportunities. If you have a team member who takes refuge in saying that the market is already saturated, no longer the seller you need.
resources to produce results, must be allocated to opportunities. The sales executive must do everything possible to identify or market channels, profitable customers, they should strive to allocate the best resources at its disposal. Mainly be assigned to vendors who have demonstrated competence in their work fed daily.
The results are only achieved by doing something better than competitors, not by mere fierce competition or rivalry. The sales executive needs to do, the sales process to follow its vendors, a competitive advantage to enter a price war, via the granting of discounts for higher volumes of sales, suicide is a practice that will lead the sales team and the business to fail quickly.
sales processes and activities that make them up, quickly become obsolete, are products of yesterday, require updating, continuous improvement. That is why the activities involved in the process should be reviewed constantly to improve the activity ceased to be distinctive. Or probably discover that it was time innovation throughout the process.
Concentration is the key to results. Prioritize, focus on the smallest possible number of products, channels, markets, target customers that will produce the most revenue. Instruct its sales force to try to sell everyone that the idea is to add, even if slowly, is an indication that market do not know what our company is mainly directed. Who goes to everyone, not directed at anyone.
The previous recommendation suggests the need to classify our customer base under the law of Pareto or ABC analysis. But rank does not mean to discriminate, but to determine the type of actions and activities to be carried out on each class of customers. In each of these classes, we must take expectations with their plans, whether debugging, maintenance or growth.
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