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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Price Management vs Profitability

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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.

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