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Friday, 16 November 2012 08:56

9 Key Actions this Quarter for better Sales Results

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9 key actions this quarter for better sales results

  1. 1. Analyse your sales patterns. Look at last year's sales results. Where are your lows & highs? Why have they occurred?
  2. 2. Check your 80/20. Which 20% of customers brought in 80% of your results? Are you focusing on the right areas?
  3. 3. Segment your products. Which customer brought what product categories? What’s missing? Where are the opportunities?
  4. 4. Adapt your value. How can you extend your offerings? Ask your best customers what new offering they want to see?
  5. 5. Business attribution. Which business streams are you likely to lose this year? Sales territories decrease 15-20% each year. What are your plans to replace this?
  6. 6. Success factors. What are the common ingredients when you win business? Make a list and use these as a check list to qualify new opportunities.
  7. 7. Think before selling the latest. Existing customers buying a new offerings is 8 times easier than finding new customers to sell the latest technology.

  8. 8. Proposal possums. Which proposals were deferred last year? Requalify the original 'need'. You may find new opprotunities have re-appeared.
  9. 9. Territory GAP. What conditions will affect your results this year? Attribute -5%  or + 5% of last year's total for changes you predict in following categories:

PESTEL (Political, Economic, Social, Technological, Ecological & Legal).

Read 9565 times Last modified on Friday, 16 November 2012 09:09
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