Summer 2015: the first half of the year has barely ended and you are already being asked about business development. You are already being asked to think about your 2016 sales projections and to start preparing next year's budget. Times are complicated but you are optimistic. So you are predicting moderate growth for 2016. September arrives. Your superior explains to you that with the innovations the company is launching on the market and the team's dynamics, you can do better. qatar whatsapp data
You willingly let yourself be convinced. Especially since to justify your new (strong) growth projection, you are promised additional resources. At the end of November, after 2 months of negotiations with the financial management, the group's general management or the shareholders, the budget for 2016 is validated. Bravo, we expect a strong increase in sales from the sales management but without additional resources.
Doing more with less. A mission for the superheroes of Sales 2016. But how to remain (become?) the superhero of your BtoB business development in 2016? Here are 5 ideas.All Sales follow a process. What is yours? Your Sales process can go through direct Sales forces, professional distributors or digital. But you have a Sales process. Formalizing it is very useful to identify bottlenecks; and it is not always the lack of salespeople. It can be the lack of leads, the ability to quickly write offers, etc. The process approach also allows you to identify your strengths and weaknesses to improve your overall productivity. In other words, improve your sales performance and maximize the use of your sales resources. Finally, a significant advantage, formalizing your Sales process will allow you to determine relevant criteria (KPIs). This will allow you to measure yourself and to factually measure the performance of your salespeople.