A MORE EFFECTIVE MEASURE OF SALES KPI's

A MORE EFFECTIVE MEASURE OF SALES KPI's

Sales KPI's (Key Performance Indicators) has long been measured by meeting sales targets, quantity sold and acquiring new businesses to begin with.

Relationships on any level (both personal and business) will eventually reach a standstill and start to crumble, and hence why many organisations continue to offer incentives, loyalty programs, discounts and promises.

So what then, is a true value of any sales team efforts and marketing efforts a fair measure for good performance indicators and goals to reach?

The Cutlery Example:

Customer A orders one fork. The salesperson is happy to take/process the order and asks how many the customer wants (meeting a customer's need/want/request).

MANY TIMES, THE RELATIONSHIP STOPS THERE...

What about this instead:

"Why not purchase a knife as well, because it works hand in hand with a fork and chances are it's better to have a set. While you're at it, complete the entire kit with the spoon, and if you purchase the entire collection (Measure of increased quantity), i'll throw in these "exclusive" set of napkins for you (emotive - future - fulfillment).

Customer A will probably think about (and process the additional information).

"But you know what, seeing that you're considering it at this stage, if you get the complete set i.e. plates, bowls etc.... i'll even throw in a limited edition glass set (extra incentive), usually valued at $xx amount (monetary - practical - comparison).

Note: Not every transaction will allow for such a practice to be displayed or offered, but the moral of the story is to upsell, suggest and gauge a response to continue a conversation. Even if the customer refuses, it doesn't hurt to try and ask.

We all fear rejection, in everything that we do in life, but the key to success comes out of a win. You will probably grow tired of asking, trying to up sell and fail miserably 99 times in a day. But that 1 big win, will do wonders for you.

DON'T FORGET TO FOLLOW UP!

This applies more for B2B, but can be relevant to B2C should a customer return.

Asking questions in regards to their purchase, the products, the service all provide decent indicators of relationships. Customer service should never begin after a transaction has been made, but from the minute an opportunity presents itself.

Sales is good. But don't reach for the sky, when the universe still awaits.

Kind regards,

Daniel-Jacob Santhou

The Creative Strategist
www.thecreativestrategist.com.au
www.facebook.com/thecreativestrategist
@thecreativestrategist
@djsanthou

Melbourne, Australia

Daniel-Jacob Santhou

A Creative Strategist that is passionately curious.

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