Selling in the Rains

The compensation of a salesperson does not change in any ways with seasons. If this is true, the input as well as output expected from the salesperson by the employer across seasons will be same. I have seen that in “Rainy Season” the efficiency and effectiveness of salespersons drop down although I do not see…


Strategy Can Dictate Sales

Sales Strategy comes out very clearly in the Barrett Strategy Model shown below :   Together with Marketing Strategy, it comprises of Business sales strategy. In order to completely implement the same, the Methodology adopted and the Sales Metrics measured/tracked becomes very important. The Sales Strategy Framework   a) The Journey from Efficiency to Excellence…


5 Steps to Cross Selling

Cross Selling happens when the buying behaviour of a sales transaction drives another sale transaction. Primary Sales Cross Sales Category 1: Pizza Category 2: Beverage Cheese bust, Dips, Sauce Category 1: Saree Category 2: Ghaghra Designer Blouse, Fall of saree Category 1: Car Category 2: AMC of 3 years Foot mat, audio system, 3M polish,…

sales management

8 Great Qualities of Sales Management

  All great salespersons are not great Sales Managers All Great Sales Managers are also Great Sales persons Any company which invests in its good salespersons to make them great sales managers are always blessed with more and more sales.   Ability to empower the sales team tomaximize the no of sales calls everyday. More…


Does your customer trust you?

  It is very important that your customer trusts you. What are the levels of trust that a customer can have on you? Level 1 Trust: Commodity :The customer pays money for a product or service that you deliver. Level 2 Trust: Transactional : The customer does more than one transaction with you and trusts…


Deal with Emotions, not Products!

Salespersons are human beings and customers are also human beings. When the two meet and talk , it is an exchange of emotions first and then finally an exchange of facts, figures , product and technology. Isn’t it? If yes, Do you empower yourself to handle your emotions as well as align the same to…