The main problem of the business of our time is not the production of a product, but its distribution. With an abundance of goods and services, only a company that can successfully sell its product can become competitive. To control and improve the performance of trade, it is necessary to correctly assess the available data, i.e. be able to analyze the effectiveness of sales.
Instructions
Step 1
Analyze quantitative indicators, this work is usually not difficult, because all data can be visualized. The main thing is to highlight the main indicators for analysis, reflecting the effectiveness of your particular business with its specifics. In some types of businesses, this may be the number of phone calls, in others, the number of partners-buyers found. Working with numerical indicators allows you to estimate the amount of resources required to fulfill the sales plan. If you increase the number of calls, partners, and employees, your sales figures will certainly grow. However, the analysis of quantitative indicators alone is not enough to adequately assess the work.
Step 2
Analyze qualitative indicators such as professional and personal performance of your employees. Such an analysis is more difficult than comparing quantitative indicators, but it allows assessing the situation at a different level. Why can't you ignore it? First, the sales market has boundaries, you need to work with it constantly, looking for opportunities to make the best use of the market situation. Secondly, external conditions may change that are beyond your control. For example, a competitor has a new product in the same price range as yours, but of better quality. Now, to sell a unit of goods, you will have to invest much more resources, for example, instead of 10 calls you need to make 15. In a situation of intense competition, the advantage is gained by a company whose specialists clearly formulate quality indicators and develop methods to control them and work to improve these indicators.
Step 3
Analyze the work of employees at different stages. This will allow you to identify at what stage this or that seller is having difficulties. Some find it more difficult to present themselves and the company, while the other finds it difficult to work with objections. Thus, you will have an individual profile of each employee before your eyes. You will be able to deal with the difficulties of each of them, improving the qualifications of the employee, developing skills that he does not possess at the time of the assessment.
