The sale constitutes the key variable that defines the success of any business and independent activity.
Its importance is such that if the expected results are not obtained in a timely manner, a domino effect is generated in the organization that will drag its finances, its production, its stock, its members, its profitability, etc., as well as compromise the future or its survival in the market.
If we want to increase sales, there are several paths to take based on the situation and condition of whoever asks this question.
The answer will be found by the reader by positioning himself in his situation and condition, reflecting on the aspects detailed below.
Selling involves providing a service for meeting the needs or solving problems of others that coincide with the products or services that you want to market. But it does not mean waiting for them to buy from us, but rather acting efficiently to achieve them.
Although this concept is the essence and value that must govern each action of the person who performs the management, it should not be overlooked that the success achieved is always measured inexorably in quantitative terms in each period of time.
In the case of consistently achieving and exceeding monthly sales goals and providing satisfaction to current and potential customers, it is the clearest sign that professional sale management is being carried out.
This is not only the result of owning a good product or service, but of the success in defining the way forward (strategy) and in the way to do it correctly (management methodology) so that it turns out.
It will then be understood that the most important thing in any management that wishes to achieve such achievements lies in the strengths that the person who manages the management possesses and how he provides and generates them in his collaborators to carry them out.
It happens that when sales management does not achieve the minimum expected results, the first thing that comes to mind of drivers is "let's take a course" or "train sellers" to learn to sell more and better, or simply motivate them holding a convention.
In the rush to obtain unsuccessful sales, and since the financial situation is not optimal, the shortest and least valuable courses in the market are usually used, without delving into the most appropriate content and excellence and trajectory of whoever carries out the activity.
For training to be truly effective, what must be taught to vendors depends on the content that is intended to be provided for their operational strengthening. This includes key concepts and foundations to increase their fundamental knowledge of the profession and the skills and abilities that they lack or carry out with mistakes so that they acquire an efficient and effective performance in their management.
In addition to what has been previously described, the course should teach them to do what is defined as the "strategy" and the "effective management methodology", that is, "the what" and "the how" to do an efficient and effective performance that achieves consistency in the quality and productivity of its management.
conclusion
If the answer to the question in the title of this article has been answered, there is another question that also requires your answer: what am I willing to do to achieve this?
We know from experience that everything good in life has a price in money or effort, which must be invested if we really want to enjoy what a product or service will provide us.
Who does not want to make good investments?
But before deciding what and how much to invest, there must be a clear concept of what is required and a firm desire to improve, perfect or professionalize what is being done. And if it is the aspect that defines the success of any business or activity, with even more reason.
However, when they do not make a good decision, it usually ceases to be an investment and becomes an expense because nothing will be improved as a result of said choice.
Indeed, it is not a matter of spending money and wasting human time and effort on something that will not provide us with what we want; No one thinks or wants this to happen. The theme is to invest effort, time or money only in what will give us a certain return on what we contribute to our investment and provide us with a good return over time.
An old saying reminds us that "cheap is expensive" but when you think wisely before investing in the right thing, the effects and results you get correspond to what you wanted to achieve.
"The order of the factors in the sale alters the result."
This means that the first investment to improve sales management would be to carry out a clear diagnosis of current management that allows identifying current operational impediments to achieve the expected results in each period. This can represent 3 to 6 hours of consulting with an expert.
This stage is fundamentally with those who lead the management and eventually with the team members (see, so that after redefining the strategy and tactics, progress is made in the most appropriate methodology that will allow achieving the desired productivity for each particular case.
Remember that between desire and reality, there are the right actions that will materialize it.
© Copyright 2010, by Martín E. Heller.
