is something inherent that humans feel fear of unexpected or novel phenomena in general, the members the commercial area, in particular, sales executives, for example, so feel, but sometimes so paralyzing. The issue is not the fear we feel in certain situations and conditions, for fear felt by all, the issue is how we respond to fear: What we are able to cope, out gracefully from this situation, or there is an element or factor ; which we feel some doubt?
All sales executives, without exception, in some way or another, want to know how to respond (not react) to the imminence of new phenomena and business events to be faced in any case, no doubt. Things will never remain the same, there will be changes that could endanger any growth in sales volume, sales revenue or earnings that we consider.
In this environment, it is useful to consider a number of considerations or questions, it seems elementary but often are left out and that could affect our performance:
1. is good to ask, what may contribute, to contribute personally to every one of the vendors that make up the sales team? Who always give more? Who are indifferent to their input or contribution to the sales team, their performance being marginal or below average?
2. The way to respond to business events with which we face is something that each of us has to choose based on their own abilities, he has managed to develop or not. As a manager, am I aware of my capabilities and limitations?
3. The results in the next period will not be the same in times of boom, when the economy is in crisis . What are the external conditions that threaten our growth? What are the activities that we have to improve or replace with new ones, because if we keep doing the same thing can not keep growing?
4. Discounted our company has in mind offer something new, higher value and lower cost through better business process, what is it in terms of the sales process we need to improve and sellers, What skills have to develop?
5. Competitors will do everything possible to take away customers and clients will make every effort to spend less and find a better deal. What we thought to counter these threats and trends?
6. We need to remove the quiet and replaced by the pro-activity. Remember that hope is not a method, and the sales work is a verb, not noun. There is something we must always do ourselves, not others for us.
7. learn from the recent experience of Toyota. In boom times made large investments that have reduced profit margins to such an extent that a drop in sales 4% worldwide, has led to losses. His company, I am sure spends 10% of the value of fixed assets that are in your company, maintenance concept, how invested to increase, at least maintain, the sales ability of its vendors? Probably very little or almost nothing.
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