How many times his subordinates told him "he did not buy me", several times, without a doubt, in reality the salesman must have told him "I did not know how to sell him".
How many times do you analyze the performance of each salesperson, many, without a doubt, then you control the number of visits or calls, orders, productivity, units sold per orders, average weights per orders, etc. and that is very good.
But I have learned that the success or failure of middle management and leaders is 80% due to the follow-up or lack of follow-up that was given to the seller's management. Here are some questions that you should ask yourself, read them, reflect and act accordingly:
Do you know how many customers are buying from you? Do you know or analyze how many customers stopped buying from you in the last month, in the quarter, in the semester or last year?
Do you know the causes of desertion?
Did you contact them again to find out?
Do you know the potential by clients, by zones or by client payroll?
Do your largest customers buy based on their potential? Do you buy more or less from your competitors than from you?
Your salespeople "market their customers" - "teach them to sell more of all products, but especially yours"?
Do all your customers buy most of the lines that you sell? What plan do you plan to implement to make this happen?
Do you know the competitors that compete with you on your main customers?
Do you know the strategies they use?
What strategies are your competitors using that you could improve?
Do you keep in touch with customers who stopped buying from you?
Do you know the causes that made them leave you as a supplier?
Are your salespeople ready to represent you in times of crisis?
Do you have a training plan for your salespeople to incorporate new tools to sell professionally?
How long has it been since you planned a chat with your best customers to motivate them to keep counting you as a supplier?
You can and must do everything you need, the market will tend to be more demanding day by day and as Kotler said: “In the 21st century, there will be no shortage of products or services… Only Customers will be missing. Look for them, without them there is no business, Success !.
