Boost of sales™
Boost of sales™
the program of effective increase of sales
Current primary task: how to increase sales volumes using available resources
Current subtasks:
- to increase your company capacity
- to eliminate existent disagreements and mismatches in customer support
- to provide executive discipline in working with orders
Program realization:
1. Audit and diagnostics. Interview with staff. Interview with clients. “Smart indicators”.
The plan of future actions.
2. Preparatory or structural-functional stage. Sales market description. The design of business scheme of sales and mistakes correcting of which will lead to the necessary results. Elimination of internal contradiction. It must be done to
make it happen. Function is charged with everything done. Function is responsible for the result. Function answers for internal transformation,
taking place according to the place and time. Some functions can conflict with each other, opposing each other. The main task is to obviate contradictions and conflicts of functions. Contradicting functions applied at the same point and time block or even level each other.
3. Business process compression. Shortening of time a customer spends in the “service channel”. Service process comprehension. “Simply-Quickly-Easily”.
4. Procedures and regulations of customer service. How to make a customer want us? Channel management. Benefit is pleasure. Procedures are actions according to the event. Regulations are actions according to the time: reports, vertifications. Corporate regulations development.
5. The implementation of service rules inter personal contact.
Dividing customers into various types. Development of behavioral models and methods of communication with customers. Staff trainings on behavioral models and customers service. Caring communication. Rough acting – critical requirements. Soft acting – wishes. Separation of personality from the position.
Sequence of diagnosis steps
1. Current symptoms and needs. Personal interview: describing the current state of affairs.
2. Joint problem area formulation and problem statement.
3. Analysing the work of the enterprise. Interviewing the personnel: “the natives”, “the brains” and “the dispatchers”. Current state of affairs record: sales practice, sales accompaniment, existent customer service processes. Customers interviewing
4. Finding and recording the gap between the initially announced demand and the revised one
5. Searching for reasons that impede success or do not allow to:-increase the sales rate;-make the company function more self – sufficiently in order
to give the boss some extra time to bring new plans to life-rationalize companies’ sales services work.
Establishing order and discipline in the sales process
6. Recording the working process. Analysing the workplace activities. Confirmation of the reasons that had been found out
7. Creating a detailed plan of measures to be taken in the next two or three years
8. Structure of the report and the prospective plan on removing the obstacles on Your way to success:
-at the owners’ and board of directors’ level. What should the owner (chief executive) do about the sales and what kinds of activities should be avoided.
-the structure level of sales. Business development: different markets – differents sales approaches. Quantitative and qualitative indicators. The “All to one” and “One to all” marketing strategies. The locomotive “position”. Key competence. Stability economy. Company development – horizontal sales functions allocation: search, engaging, provodong service, accompaniment. To collect, to preserve, to multiply. Sales infrastructure development: eliminating rival flows. Separating the import and export sales flows. The “push” and “pull” markets.
-Process sales level. Correspondence between sales techniques and goals that had been set. Customer service process. Order processing period.
The number of activity coordination with the customer. Customer interaction level. Attitude to customers and customer relations.
The rules of establishing contact with the customer. What decisions does the involved peson make? What decisions influence profitability directly?
-Personnel and executor level. Sales managers’ behavioural patterns. Motivation
for meeting the sales plans. The order and discipline of accomplishing the plan.
Report size – 3 to 5 pages.
9. Sequential implementation of the plan.
10.A compliance audit once in two months according to the approved plan.
The aim of program implementation:
a) high trade profitability
b) establishing company’s market position and providing company’s market share increase
Why our offer is unique: we take what you already have and make it work at least twice faster, therefore boosting the sales.
You are familiar with such terms as “inertia”, “innovation denial”, “lack of time for transformation” and so on; these are what we will overcome together.
The side effects of the program implementation are:
- establishing the rules of of marketing definition and further search for new market outlets for goods and services;
- sales business process aimed at process acceleration;
- reducing time spent on delivering the service to the customer and customer support;
-
staff reduction ;
- reducing the importance of personnel for sales to nothing;
- a
possibility to hire new sales assistants in the shortest possible time if needed;
- creating business rules for processing the order within the company;
- providing a general basis for further automation of the process (for example, by implementing new software for communicating with the customer and receiving feedback)
These measures will have cumulative effect which means
it will be developing gradually and lead to a major sales boost.
Throughout the whole program we carry out:
- development;
- installation;
- adjustment;
- accompaniment.
Target audience
This product is designed for the three leading players and those who intend to become one of them.
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Absence of guarantees is a great chance.
