Number of customers visiting strangers
How to make a deal with a customer without a strange visit? Everyone knows this. Our cooperative customers or potential customers are all found and screened out from the strangeness of Wang Yang Sea. The more customers you visit, the more customer information you have, and the greater the possibility of finding cooperative customers. This requires salespeople to be professional, tireless, not afraid of rejection, sincere and straight to the point. It is understandable that the new salesman is timid, but he can't tolerate it. The ugly daughter-in-law always wants to see her in-laws. You can't be timid when she sells this bowl of rice. Enterprises must make a mandatory requirement of visiting strangers in the assessment, and stipulate the lower limit of the number of salespeople meeting customers within 1 day or 1 week. With these hard indicators, your sales staff will be forced to work hard to complete the specified requirements, so that the company can assess the performance of sales staff in detail.
New customer development
The number of new customers developed is the most basic index to measure a salesperson and the full embodiment of a salesperson's professionalism. If an enterprise wants to develop, its market share will continue to increase. How to increase sales without new customers? Enterprises should stipulate the number of customers that sales staff develop every month or every three months. Of course, the determination of this index should be scientifically formulated according to the background of sales personnel, and it cannot be across the board. The new salesperson index can be low, and the senior salesperson index will definitely go up. Some enterprises make great efforts to sell dragon and tiger charts, and their monthly sales results go directly to the wall. Every sales meeting will give awards and certificates to outstanding sales staff in a big way to achieve the effect of motivating sales staff. If a sales employee develops a small number of new customers, it may be because of slackness in work, problems in sales methods and skills, or Cao Cao's desire to change jobs; Of course, it may also be that the incentive mechanism of enterprises is not in place; In short, enterprises should take timely measures to deal with these situations.
Number of old customers lost
Old customers are an inexhaustible source of happiness for salespeople. A salesperson has several old customers at hand, and that life is quite moist. Old customers have long-term cooperation, products are familiar with each other, and sales have been stable, so some salespeople ignore the management of old customers. Sales staff should also visit old customers regularly, listen to some suggestions, have dinner together on holidays, and send invitations to him for any activities of the company. These are trivial things, but they can't be ignored. After all, people are emotional animals, and it is often those factors outside the product itself that really maintain the cooperative relationship. When dealing with old customers, salespeople should be as enthusiastic and passionate as new customers. Some salespeople suddenly found that one day the sales of old customers began to decline, or the products stopped selling or even were not used at all. At this moment, he called in a hurry. So the customer told him a puzzling reason. Does he believe it? He believed it, which meant that he lacked a thread in his head. This is the result that you don't care about customers. We may not be able to make up for the loss of an old customer with two or three new customers. The loss of old customers not only makes us lose stable sales, but also has a negative impact on the products and reputation of enterprises. Our competitors took advantage of this opportunity, and we lost this market for nothing. Isn't it sad? If a salesperson loses one customer after another, not only himself, but also as a responsible enterprise, we should calm down and write a "diagnosis" for him.
Sales growth rate
How easy is it to increase sales? But if the sales volume of an enterprise does not increase, what are the benefits of recruiting a group of sales staff every year? Where does the huge business expenses of salespeople come from? In the long run, the most important indicator of sales staff assessment is the growth rate of sales. The growth of sales volume can be decomposed from two aspects: one is that the development of new customers brings new sales volume, which need not be elaborated. What about the other one? You may have overlooked the sales growth brought by old customers. Many salespeople are only satisfied with the stable sales of old customers, so they just smile, but forget that old customers will bring him new performance growth points. Some salespeople take the initiative to ask for answers for old customers: they have already used it and can't add it. Put yourself in others' shoes. As long as you are developing, will your customers stop developing? Even if the customer is saturated with this product, can't you try another product? Business opportunities are everywhere. On the basis of existing product sales, a salesperson expands the trading scope and recommends other products or new products of the enterprise, which is the embodiment of his professionalism and wisdom. Some salespeople are only satisfied with selling a product to customers for a long time, so how can his sales come up? We should know clearly that it is ten times and a hundred times easier for us to recommend a new variety based on the good interpersonal relationship of our old customers than to recommend it to a strange customer. In addition, shortening the service cycle of products and increasing the number of customers' use are also good ways to increase sales.