Sales guys need to battle with every
internal stakeholder to capture an order, so how do you manage this challenge?
“Your Approach will differentiate and
decide Your Success in Sales”
Sales man need to battle many odds
within the company he work:
Ø Price you need to offer to your prospects or existing customers
will depend mostly on company policy and not on market dynamics. If your
segment has more players then you will be on tenter hooks as thoughts on how to
manage price war will drain you mentally.
Ø Time management for price approval: Your order realization will depend
on how quick you derive customer expectations from your decision making
authority, if you are given that liberty to decide pricing you are the luckiest
sales manager/account manager, if you do have to expedite to different levels
above you are in a danger to loose customer’s timeline to win the order. In
turn you will be questioned on why you didn’t follow up meticulously.
Ø You bagged customer order but arranging Stocks will depend on
inventory management as SCM team will weigh its options to support all
respective locations. If you have the luck you are through with supply else you
are game of pulling other stakeholders who are involved will start as SCM
sometimes doesn’t own or manage your pain.
Ø Margin demands: Margin/contribution/profits on executing order will
be a silent killer as some companies do not open this affair to the salesmen
but try to hide around the point frustrating you.
Ø Managing Customer contacts: Now a days purchasers/operations/SCM
teams of customers need manoranjan (entertainment) which need to managed
parallel to the official dog fight for sale, this process is more disputed and
most discussed, battling this issue is not easy when your company has strict
compliance on extra affairs with customer.
Ø Dispatch: Last mile you have to set up your dispatch team to align
with customer callups as you are the frontline customer contact you will have
to follow up for deliveries, transporter will keep reminding you that his
vehicle is arranged, truck driver will keep chasing you for customer contact
and will ensure that you guide him till he reaches the delivery location.
Any other odds that bother you???
