Check the Basis of Your Sales System

How I can sell more? Why aren’t customers buying from me? Am I losing out?

Friday, January 20, 2012

Any entrepreneur or executive needs to perform permanent and constructive self-criticism by asking questions such as "How I can produce and / or sell more? Why aren’t customers buying from me? Am I losing out ? ", so says Juan Vega Gonzales, director of PROMIFIN, a program sponsored by the Swiss Cooperation in Central America.

Administrators and businessmen need to make "permanent strategic analysis over what really is a priority for growth," the use of his/her time and whether it produces relevant results, Vega says in an article published by the digital version of La Prensa, Nicaragua.

The author recommends the following steps:

1 – You must consider how every employee in the company is distributing or using their time, and to what extent these activities will provide results in sales. Growing is not only about attracting but also retaining the customers you already have.
"If it grows by ten new clients a month, but you (lose) nine, the net increase is only one client. A lot of work for little results."

2 - Communication is key to improving productivity. Regular joint meetings on improvement and feedback with colleagues can help you create a good and motivated working environment.
"Clearly communicate to your employees what their role is, their responsibilities and what results are expected from each. It is even better if they have an agenda for each day of the week and month. Be sure to allocate time and priority to tasks that will provide more results. "

3-Define the strategy for improvement and then followed up to ensure that improvements are implemented in practice.
"As monitoring costs time (and money) the basic rule should be ‘little, but well done.’ It is worth making it random, independent and focusing on identifying opportunities for improvement that will allow for feedback, corrections or to empower their employees, products and processes . "

More on this topic

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Reality check: converting customers doesn’t just happen by accident. These days, B2B marketers need to proactively engineer the buyer’s journey.

Your ability to convert strangers into qualified leads often hinges on your ability to “light up” where you want people to go next as you nurture them from Point A to Point B.

How to Set Prices in 2018

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Planning adjustments to avoid the loss of profitability and redefining discount policies are some of the goals that companies should consider when deciding on their pricing strategy for the new year.

The last weeks of December are generally a good time to evaluate the results of the strategy implemented throughout the year that is ending, and to reevaluate plans for next year. Ariel Baños, a specialist in price management, recommends that companies commit to five principles in order to get the information needed to decide on plans for next year.

Price Management vs Profitability

June 2016

The answer to how often any of these ten situations occur in your sales department is a good way to diagnose the health of your business.

1) "It's very difficult to sell at these prices, this is the biggest complaint in relation to sales." Vendors argue that the company's prices are a major obstacle to making progress in the market.

Fixed Prices Bring More Profits

February 2013

How to boost profitability by making better decisions when putting a price on what we sell.

By Ariel Baños an Economist at fijaciondeprecios.com.

Some customers have rejected our quotes, and in sales outlets questions can be heard over certain prices. Our vendors warn about the aggressive competition.

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