What will determine the success of a commercial? What can he do to improve his commercial performance? How to quickly get upgrades?
Volume
The more you enter into your pipe of business opportunities, the more you can expect to achieve a high level of sales. By opportunity, we mean qualification appointments1, proposal appointments2, appointments with prospects, and business appointments with customers.
Volume is the quickest and easiest key factor to mobilize. Think about acting on this factor first.
Organization
The organization is seen under two aspects: the organization of time on the one hand and the quality of your actions or choice of actions on the other hand.
The organization of time the principle is to organize to free up as much time as possible for sales actions. We can also think about how to make more appointments each week.
As for the quality of your actions, it is a question, even if it means using time, of employing it with or for customers with the greatest potential and/or probability. We can also call it qualification, in prospecting or in customer management.
The Organization can be quickly improved but sometimes requires a significant effort depending on the subjects and the personality of the sales representatives. It will depend on discipline and motivation.
Commercial efficiency
It’s your ability to move through the stages of the sales process. Ability to obtain an appointment with prospects ability to detect purchase projects and obtain a request for proposal, ability to transform your proposal into business.
Commercial efficiency is the most difficult and time-consuming factor to improve since it involves working on the behavior and skills of the salesperson.
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Road to business success
