TIPS
Sales Managers and the law of 20/80
)
Sales Managers and the law of 20/80
Sales manager’s two priorities are to monitor sales and be reactive enough to adjust discrepancies and achieve monthly target.
Sales managers face different problems if they are located in different regions of the world but all of them have to deal with the 20/80 pareto rule.
- 80% of their company sales target is generated by 20% of their most successful sales people
- 80% of their company target is generated by 20% of their clients
- 80% of their clients repetitive orders are concerning 20% of their stock items
- What if sales managers can?
- Increase the performance of remaining 80% if their sales force by 20%?
- Increase the target of 80% of their clients target by 20%
- Push 80% of their clients to increase their orders by 20%
Four Steps to achieve your 20% sales Increase:
I. Identify which of your salespeople
1. has a potential for growth
2. is trainable
3. has the desire to do his job
4. is committed to his job
5. is responsible enough to deliver
6. has no money weaknesses
7. has problem solving skills
8. has record collection strengths
9. has emotion control strengths
II. Eliminate time wasters and find the time to
1. train and develop sales people identified above
2. coach them
3. motivate them
4. and hold them accountable
III. Discover what motivate clients to increase your sales targets
1. find out if you can grabs some market share within the competition
2. enhance your relationship not all interest are based on discounts
IV. Monitor closely their client’s sales nature and find creative ways to increase and diversify their orders
1. monitor your clients business weaknesses
2. find solutions to minimize them or eliminate them
3. train your sales people to empathize to your clients problem
Act out of the box while monitoring Pareto 20/80 law in all your sales management activities; focus on what speed up you sales generation, your business profitability and growth.
by Nada Bifani
WIN Sales and Marketing Programs
Your one stop shop sales solutions
Win Sales and Marketing Programs is More than a training provider it support your business with sales solutions tailored to your needs
Application
