An established instrument for improving the existing structures and business processes than on good sales management courses fall, is the comparison of the performance.
Your suppliers to ensure adequate? It is designed to optimize the business of the company? Are you with the right marketing and presentation? If this is your way before the competition?
Benchmarks to help answer these questions. They allow you to compare their performance with that of other companies.
In principle, a reference analysis has two objectives:
1st You know your sales could be better organized and structured and the knowledge of its competitors, which are much better. They are therefore looking for ways to improve and want to motivate your sales compared to other companies.
2nd must go So in a new direction it for new ideas and concepts will be looking to improve their sales and necessity.
Choose the most appropriate reference point to achieve their goals:
Internal benchmarking is the comparison of the sales department with sales departments in other companies. Of course, it is relatively easy to understand these data, but only a very limited perspective.
oriented competitive benchmarking is to make comparisons with direct competitors. It can be very difficult to get to information on relevant areas of different industries.
Despite functional benchmarking is better to find new ideas and concepts, and benchmarking internally oriented competition is best suited for the development of detailed plans for improvement.
The comparison of the sales departments of companies in other sectors of the industry is much more costly and difficult than the other two methods.
All benchmarking project has four phases:
Decide what should be the subject of the comparison. It depends on what aspect to analyze your sales, or sales outlets.
It is recommended to have a very limited approach, otherwise the information obtained will not be very significant. The project should focus on benchmarking:
the acquisition of the distribution of product development or monitor contracts
You should not attempt to examine all issues at once! Focus on the areas of the process by most of the resources.
Internal analysis. Before the examination of other organizations, you should know exactly how the process of analyzing the functions within your organization. Given the above, identify any weaknesses in your company! This is an important area to take into account the time and it is essential for good management courses.
You could check for example whether they your customers. Do you know the general indicators such as average processing time of a sale, the average sales volume in pounds in relation to the time taken to sell or a job number will make important information about weaknesses in their sales. This example is based on the analysis of the assessments and specifications.
The choice of a suitable enterprise for a comparison. Who has the highest sales in their industry, you know? If so, then you have already found a potential partner of benchmarking. This idea may sound ridiculous, but many competitors with regularity in some programs only to achieve their goals. Just think of the programs of joint ventures in the automotive industry, where the big car manufacturers to pool forces, Market Intelligence and Research to co-produce a new vehicle. Many of them are great competitors in its industry. Interesting for functional benchmarking partners suppliers and customers. You have less work in the analysis stage, if your choice has been the benchmarking partners carefully thought out.
The analysis of the benchmarking partners. This is the most delicate phase of the process. Your partner must now open their doors for you, and you have a look at your organization. At the beginning of this phase, you should indicate the objectives and, above all, present the advantages of the benchmarking project again.
Reduce requests for information to the really important and standard measures, such as billing by the seller, the cost of sales as a percentage of sales, the number of sales outside of the house of meetings per day, much time it takes to be a sale, etc process.
completed even after the benchmarking process is the search for new and better ways must be commenced as part of the process of continuous improvement, encourage, management courses, and the competition is not standing still.
Richard Stone, director of Spearhead, which specializes in management training courses to improve business performance.
2010年7月28日星期三
Expansion of the sales presentations on a budget
Le low cost creative activities to help you lower costs and more sales leads? Of course! Find out how to increase it to reduce the cost per lead, effective presentation skills and transform their sales results.
One of the moderators of the turnover for neglected and looked into his face. Virtual Events.
Yes, certainly, you virtual events to keep the products, services and solutions to discuss. You and your team are working hard: Product and tons of data. They are against the clock to give "X" number of virtual events in the week.
This is not an exact recipe for success.
Instead of virtual presentations geared to sales, change their approach. Focus on added value for customers. Put your customers first and shoot results - for a few cents.
Remember, to be highly effective, virtual their sales presentation skills grow in four ways.
1st As an opinion leader
Position yourself as a leader in its market. This can be achieved through the development of open solutions for topics of interest. For example, if a client had a great presentation, that is, his story has helped me brainstorm ideas, sketches and whiteboard interaction.
The customer has the public presentation and the wind.
This naturally has led more work together. to do by providing my client's position as an opinion, always add value and leadership.
A leader without a little goes a long way!
2nd Solve a problem
They know the bug-a-boos their struggle with the most customers. Look there.
For example, if you're in marketing - consultancy, which helps customers provide to solve a problem of concern. This is a basic method you can use in every industry and every market.
What do is the real problem is bigger than his customers out? Help fix them with checklists, tip sheets and special reports. The effort you put into the creation of these contributions are payable in the coming years.
3rd Make an extra effort
Take the solution to the next level. Organize a free Webinar. Explain how you use the test to help your clients to gain more profit.
One wonders whether this will translate into business? Of course! If you have passed an opinion leader in his field, the solution of problems and get out of their way to help people - what do you think?
The people will remember!
When they need a trusted advisor, strategic partner or a supplier who is calling you. It's much more satisfying than beating the pavement and working conditions of the phones.
4th Present To Shine
Present your information, solutions and ideas for implementing new and different. Help your customers when you shine you need to sell, that decision-makers in your company.
This may be one of the best creative practices. Help your customer presentations effectively. The quickest way to do this is to your customers the tools they are simple to make, very good to see.
Consider the profound impact of this. If you make it easy to sell your boss, you look very nice - and you too.
At a stroke you are building an ally, and ensure that their services marketed effectively to decision makers. Still think it's not your time worth?
Well, here's how to do this - even with a tiny budget.
Send a map to show how to use the solution in various situations. Send a visual guide that the steps 1-2-3 to identify problems shows. By present your customers and prospects their ideas, which are positioned as a valuable partner.
What comes to these boards? You are not really sales of specialty products o. They are customer focused. If you put customer needs first, they will remember and want to do more business with you.
This is a perfect transformation of a Sales Consultant enduring appeal. This low-cost presentation tips to work in a troubled economy - but they have recovered the same value as the economy.
Milly Sonneman is a recognized expert in the visual language. She is the founder of the hands on Graphics, Inc., a leader in visual training and author of the popular Guide: Beyond Words, and his newest book, the real message was received worldwide, in collaboration with Thomas Sechehaye author. Milly helps to attract business people to give presentations, via online training presentation Presentation Storyboarding.
One of the moderators of the turnover for neglected and looked into his face. Virtual Events.
Yes, certainly, you virtual events to keep the products, services and solutions to discuss. You and your team are working hard: Product and tons of data. They are against the clock to give "X" number of virtual events in the week.
This is not an exact recipe for success.
Instead of virtual presentations geared to sales, change their approach. Focus on added value for customers. Put your customers first and shoot results - for a few cents.
Remember, to be highly effective, virtual their sales presentation skills grow in four ways.
1st As an opinion leader
Position yourself as a leader in its market. This can be achieved through the development of open solutions for topics of interest. For example, if a client had a great presentation, that is, his story has helped me brainstorm ideas, sketches and whiteboard interaction.
The customer has the public presentation and the wind.
This naturally has led more work together. to do by providing my client's position as an opinion, always add value and leadership.
A leader without a little goes a long way!
2nd Solve a problem
They know the bug-a-boos their struggle with the most customers. Look there.
For example, if you're in marketing - consultancy, which helps customers provide to solve a problem of concern. This is a basic method you can use in every industry and every market.
What do is the real problem is bigger than his customers out? Help fix them with checklists, tip sheets and special reports. The effort you put into the creation of these contributions are payable in the coming years.
3rd Make an extra effort
Take the solution to the next level. Organize a free Webinar. Explain how you use the test to help your clients to gain more profit.
One wonders whether this will translate into business? Of course! If you have passed an opinion leader in his field, the solution of problems and get out of their way to help people - what do you think?
The people will remember!
When they need a trusted advisor, strategic partner or a supplier who is calling you. It's much more satisfying than beating the pavement and working conditions of the phones.
4th Present To Shine
Present your information, solutions and ideas for implementing new and different. Help your customers when you shine you need to sell, that decision-makers in your company.
This may be one of the best creative practices. Help your customer presentations effectively. The quickest way to do this is to your customers the tools they are simple to make, very good to see.
Consider the profound impact of this. If you make it easy to sell your boss, you look very nice - and you too.
At a stroke you are building an ally, and ensure that their services marketed effectively to decision makers. Still think it's not your time worth?
Well, here's how to do this - even with a tiny budget.
Send a map to show how to use the solution in various situations. Send a visual guide that the steps 1-2-3 to identify problems shows. By present your customers and prospects their ideas, which are positioned as a valuable partner.
What comes to these boards? You are not really sales of specialty products o. They are customer focused. If you put customer needs first, they will remember and want to do more business with you.
This is a perfect transformation of a Sales Consultant enduring appeal. This low-cost presentation tips to work in a troubled economy - but they have recovered the same value as the economy.
Milly Sonneman is a recognized expert in the visual language. She is the founder of the hands on Graphics, Inc., a leader in visual training and author of the popular Guide: Beyond Words, and his newest book, the real message was received worldwide, in collaboration with Thomas Sechehaye author. Milly helps to attract business people to give presentations, via online training presentation Presentation Storyboarding.
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