One of the main pillars of any successful company is the sales department, especially in this stage that we are going through, where the crisis is hitting hard on objectives and results. After four years of uncertainty, change and adaptation to new technologies, the time has come to give the Sales Team a greater role in their daily work, as they are currently facing the new challenge of knowing how to provide satisfactory responses to the needs of the current market .
We are faced with a market that has changed more in the last decade than in the entire 20th century. Salespeople need to provide solutions and seduce customers, but the arguments and communication they use lack the basic ingredients to achieve this. That is why the Elevator Pitch has become a strategic tool to differentiate ourselves from the competition and thus define the differential element of our company.
So what can we do?
To begin with, let's not forget that successfully organizing, managing and controlling a client portfolio is one of the most complex tasks that exist today. Salespeople operate in a new environment and many companies have been caught off guard by the change of cycle, as sales are not what they expected. In short, to successfully position ourselves in an increasingly changing and competitive market, we must take a step further, enter the frontiers of Smart Sales and become fully customer-oriented.
And… are we ready to achieve it?
The answer will be given to us if we carry out an Express nepal whatsapp data Commercial Audit in which all the areas that may affect the commercial efficiency of the Sales Team must be examined. This external and impartial analysis should lead us to an Action Plan that allows us to improve the productivity of the Team and, consequently, the profitability of the company.
Experience shows us that, just as in other professional activities, such as the MOT for cars, there are some key and precise points to test, in the Sales Teams of companies there are some variables that must necessarily be evaluated. Below I begin the lines of analysis and intervention as a checklist:
Knowledge of the client portfolio. Analyze the information we have about them.
Level of knowledge of the market and competition. Knowing the level of knowledge you have of the market in which you operate.
Is the company's Elevator Pitch known? Level of utility that the seller contributes to the company's differential value.
Customer loyalty level. Find out to what extent customers are loyal to us.
Analysis of the product offered. What benefits and solutions are provided to the customer?
Pricing policy followed by the company. Level of competitiveness and flexibility that exists in this area.
Analysis of the communication that is followed. Determine the image that is perceived of the company both on and off line.
Strategic assessment of your team. SWOT analysis, BCG, value chain, …
Integrated quality systems. Do products comply with the quality standards implemented in the market?
Level of adaptation to new technologies. Sales teams are the showcase of companies. Tools, CRM, Web,…
Sales team assessment: Are the different sales department managers really competitive?
Training systems that are followed. Sellers must have training programs and adapt to market changes.
Monitoring and motivation criteria followed. Alerts and reports on the degree to which commercial activity is being carried out.
Assessment of the marketing policy followed by the company. The marketing strategy directly influences the commercial objectives.
Do you have a sales manual ? A document that provides the seller with the methodology to follow in their activity.
In short, and as a final summary, I must say that to successfully position ourselves in an increasingly changing and competitive market, we must delve into what is known as Smart Sales and carry out an Express Commercial Audit on an annual basis .