Sales Pathshala Blog

GROOM YOUR OWN SALES TEAM Hiring good sales people is a big pain area for most companies. The solution lies in grooming your own sales team as ready made human resource is not available in the market. Even if good sales people are available they often come at an exorbitant price. Many businesses make the mistake of hiring from the competitors, this at times can backfire by creating severe retention issues at a later stage. The problems get aggravated with the fact that total cost of  hiring goes up on account of additional costs incurred on training and development. Even after incurring such heavy cost the retention remains a big challenge due to cultural mismatch of hired candidates with the hiring organization. Therefore it is best to hire candidates with the right attitude and groom them into sales professionals that gel well with the culture of your organization.  The author of this post is a business coach and is passionate about helping businesses grow sales by facilitat...

 Focus on Defining Ideal Customer Profile: Ideal customer profile must be defined in both qualitative as well as quantitative terms. The quantitative parameters would include the measurable and numerically quantifiable dimensions that the customer profile must possess. These would vary with the product or service being sold and the universe to which the target segment belongs. With insights based on decades of practical experience of dealing with large number and variety of customers in multiple industries I can vouch for my observation that qualitative aspects are even more critical than quantitative parameters while analyzing a customer profile.  Prioritize Qualitative Analysis over Quantitative one It is highly recommended that prospects be instantly dropped from the prospect list if they fail to qualify on qualitative parameters even when they qualify on quantitative parameters. It would be only wise to prioritize qualitative analysis over quantitative one. As soon as a pr...