Less is equal to More

  In, business when the going gets tough one always encounters less working capital, less customers, less production, less profit and so on. How do you convert this situation of “LESS” into “MORE”? The problem of “Less Customers” can be countered by making More no of sales calls. (MNOC = Min no of calls per…

15 Insights into Sales Function

Recruitment, Retention and Results from Sales persons is not possible without a structured process of Sales Management. The Sales Manager must be very clear about the Sales Metrics which needs to be Monitored, Maintained and Measured respectively, failing which it is often a wild goose chase. Salespersons across the world need a daily dose of…

“Liars have a big nose which sticks out to announce that he is a liar.” I often find that this stigma is attached to salespersons. For sure it is totally out of place and with malice. Why should salespersons lie? What is the need for salespersons to lie? If some of them do, it cannot…

Choose your Distributor Carefully

SME Owners who resort to Channel of Distributor for sales and distribution of their products very often end up choosing the wrong kind of channel partners and getting stuck up in their business expansion plans. What should we look for in a good channel partner? Beat , Routes and Journey Cycle should be well defined.…

Basanti in Dogs ke Samne Mat Nachna!

I strongly co-relate to the characters in the very famous Hindi Movie – “Sholay”. On a lighter but serious note, I always tell my sales team members that in the game of sales there are only two characters – “Gabbar” and “Basanti”. If the salesperson wags his tail like a happy dog and dances to…

Jhonny Jhonny, Yes Papa!

Jhonny Jhonny, Yes Papa Doing your work Yes, Papa! Getting Good Results No Papa! Why throw money? They fooled me Ha Ha Ha! In the course of my profession as a Sales Management Consultant, we have come across Small and Medium Enterprises (SME) where the Gen Next is trying to take over the mantle of…