int(1) int(2) What’s worth measuring - working with KPI in practice | Strategies for success | Sell it in English

A sales director announced to his team that the company expects sales to increase by 20% next year. From the point of view of salespeople, the current results seem optimal and the target doesn’t seem very realistic. See how it can be accomplished with the help of a simple Key Performance Indicators (KPI) tool.

I've been observing the work of sales teams for many years and I’ve noticed that salespeople are often satisfied with implementing their current sales plans. Ideally, they shouldn’t stop at this, but should strive for further development - constantly assessing their achievements, looking for opportunities to improve and make the necessary changes in their sales process. It may sound like too much to ask for, but every manager would like to have such salespeople on their team.

Do you know your client?

Even the best salespeople sometimes wonder if they’re doing everything they can to achieve their goals. It is worth analysing your activities and their effects from time to time, answering the following questions:

  • Do I know how much my best client buys from me?
  • Do I know how my sales have increased year-on-year in the last three years?
  • How can I further develop our relationship?
  • Do I talk with clients about their needs?
  • What is my competition doing better than me?
  • Do I devote the same amount of energy to acquiring new clients as I devote to regular clients?
  • How many and what new products/services have I introduced to regular clients in the last year?
  • Do I have enough knowledge about my products/services, do I know their strengths and weaknesses?
  • How is my offer different from the competition’s?
  • Do I prepare for meetings with clients?
  • How much time did I invest in my development last year?

This is just an example - you can prepare your own set of questions, depending on your needs and what you want to explore. Analysing your own actions will help you quickly improve your sales efficiency, provided that your actions are planned and systematically monitored.

What is worth knowing about KPI?

The main purpose of such planning is to use historical and current data to improve results, giving you the ability to replace ineffective actions with actions that will increase sales. On the other hand, monitoring aims to assess the effectiveness of actions as compared to your planned goals. KPI (Key Performance Indicators) are a tool for combining planning with monitoring. KPI cover various measurements which help you evaluate a company’s or a salesperson’s performance, and which help you gain information on which areas are inefficient.

Dostęp możliwy dla zalogowanych użytkowników serwisu. Jeśli posiadasz aktywną prenumeratę przejdź do LOGOWANIA. Jeśli nie jesteś jeszcze naszym Czytelnikiem wybierz najkorzystniejszy WARIANT PRENUMERATY.

Zaloguj Zamów prenumeratę

Zobacz również

Business English Video Course

Czytaj więcej

How to reliably demonstrate product advantages to a client

SELL_10_28.jpg

I once met with a person offering negotiation training - apparently the best in Europe. We sat down, and I spent the next hour hearing about the superiority, attractiveness, reliability and other advantages of their offer. After 10 minutes I was slightly surprised by their lack of interest in how our company works or what we need. After 20 minutes I was slightly bored, and after 40 I began to be irritated. At the end of the conversation, I knew that I wouldn’t buy anything from this salesperson. And it was not about his offer, but about the way it was presented.

Czytaj więcej

6 steps of monitoring the competition

SELL_10_24.jpg

Today’s clients are more aware of existing market offers than ever, which often means that it is they - not salespeople - who know more about what’s on the market. In such circumstances, monitoring the competition becomes one of the most important activities necessary to build an attractive offer.

Czytaj więcej

Numer bieżący

Przejdź do

Partnerzy

Reklama