Posted on 15/04/2015, 12:06
For most SME’s growing sales is often seen as the holy grail; steeped in mystery and shrouded in myths surrounding the art of selling and ‘gift of the gab’. In reality Sales are like any other business process when approached in a systematic manner.
With a structured sales process any business can improve their sales performance and better understand the critical issues inhibiting sales growth and identify specific improvements in their product or service delivery to align their offering more closely with their customer’s needs and ultimately get their customers to ‘buy’ rather than be ‘sold’ to!
So what are the 5 key areas that a structured sales process needs to address?
The effects of even relatively modest gains in each of the last 4 Key Areas above will generate exponential gains to your bottom line….. by improving each by just 10% would result in an overall increase in gross profit by 46% ; improve your leads by 10% as well and your gross profit would be up by a massive 61%!
In or last article, “Measuring What’s Important” we discussed key performance indicators or KPIs. There are lagging KPIs such as financial measures that tell you what just happened and leading KPIs that indicate what your financials are likely to look like.Read More
Following on from our previous blog in this series, “The Most Important Thing”, the next step is to translate your goals into action. For this, setting your targets and measuring your performance against them is vital to making them happen.Read More
What do you want to achieve in your business? Every owner manager had their reasons for why they started out on that journey – what are yours? And more importantly, are they still valid, are you on track, or are your hopes and desires being frustrated?Read More