Code of Conduct – Sales Dept

This is a golden opportunity. Let us use the new year to infuse a code of conduct for our Sales Dept. A written code of conduct which is monitored at individual level for all members of Sales Dept has yielded great results in promoting the right “Karmas of Sales” in the team, Dos Uphold and…

Hold the Bull by its Horn

There are some big customers who try to bully you just because they have a huge order in store for you or maybe because their order is going to make or mar your sales month. The behavior of such customers bears analogy to the behavior of a bull – unreasonably forceful and demanding! If you…

The Sales Manager’s Everyday Checklist

This is the daily check list for a front line Sales Manager who works in FMCG Channel mode of distribution. Report to office 30 minutes before others reach office and visualise your plan for the day with your eyes closed. Submit reports and meet your boss for 30 minutes. Leave office premises latest by 1030am…

Discuss 2 Deal in Sales

Debate, Argue, Dispute, Differ, Fight, Challenge and other such emotions are taboo word in Sales. The only road to success for a salesperson is his /her ability to create a discussion on the relevant topic. The more a discussion will happen, the more are the chances that the salesperson will get a chance to pitch…

The RFV Factor in Sales

RFV is an acronym for Recency, Frequency and Value. When we design marketing campaigns, we have to customise these campaigns to specific target groups for best results rather than running a general campaign for all customers. RFV tool when used judiciously helps us arrive at the following combinations: What is the Frequency(F) of customers whose…

Salespersons are Selfish & Hungry

Selfish (What is in it for me?) and Hunger ( How much is enough?) are two guiding principles of any successful sales professional. What is in it for me? How do you generate leads from “Whats in it for me” marketing? If the salesperson goes to each of the following categories of Target group and…

Holi colours for Salespersons.

  The Hindu festival of Holi has a lot to teach to sales professionals. In fact, our forefathers who started the culture of Holi understood the core concepts of Customer Relationship Management so well. May be the management gurus took a leaf out of our forefathers and launched the concepts of CRM and Customer Service…

Good to Start?

I come across lot of youngsters who carry their head over their shoulders and have the awareness and acumen to “Think Fresh” and “Think Big” about their future. They are toying with some brilliant ideas of entrepreneurship and keep on asking themselves this question: Question: Is it Good Enough to Start? Answer: I need some…