Know-How Exchange : Strategy

It's pretty normal to have a range of sales skills in your organization.

Sometimes it is a training issue. I always say "Train 'em until you can trust 'em then turn 'em loose".

Michael

We have done studies of sales people in small organizations and have discovered most people can not differentiate between lucky territory and sales skills. This leads to issues with tracking performance and building logical measures of success.

Here are areas that I would measure and set goals based on:
1) ability to find accounts who might be interested in your products (and services) - set goals for discovery
2) ability to identify the quantity of your product purchased by the first group - set goals for discovery
3) ability to get a first order from group 2 - set a goal
4) ability to predict the rate at which customer sales volume can be moved from group 2 to group 3.

This is a very simple target process. Companies who use a well defined targeting approach are 47% more likely to reach their financial goals.

Contact me via my profile if you would like to learn more.

Logistic market environmet based on price competetion so most of the customers move to other firms who offer less rates so it s too diffucult to sign yearly contract. So each of the sales team turnover differ each month so is it logical to set some clear financial goals in a service company ?

Measurement is key. I personally like the saying, "you don't get what you expect, you get what you inspect."

In addition to measuring results, which are unfortunately not 100% under the control of the salesperson, I suggest that you also measure and reward activities which lead to results.