The most important indicators: the level of staff turnover, the time it takes for an employee to break even (average indicators), the volume of goods sold. CRM helps evaluate employees.
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Rationality of the load
By analyzing the manager's moj database working day, you can learn about the amount of time spent, for example, on sales, working with potential clients, and document flow. Based on the data obtained, it will be necessary to decide whether it is advisable to provide an assistant to increase the efficiency of implementation several times.
Using elasticity of demand
It is necessary to use situations in which the revenue volume increases to 100% due to a price increase, for example, by 10%. Let's say your managers were selling a certain product for 200 rubles. They decided to reduce the price to 180, but there are no results, the conversion has not changed. Then another solution is to increase it to 220 rubles. Again, a miss. Hence the conclusion that you can fix a high price. Such an experiment determines the maximum amount that the client is willing to spend on purchasing a product.
Monitoring the effectiveness of advertising, evaluating the channels through which information about the product is distributed
Every company should clearly know the path that customers take. Without assessing the effectiveness of advertising, it is impossible to increase sales.
This is a small part of the criteria that are related to the concept of efficiency. Competent management coexists with marketing, it is inseparable, because customers must be attracted and retained. As a result, customer loyalty has a positive effect on reviews and repeat visits to the company. In this area, it is important to monitor the work of competitors, adopt some experience from related areas. The work process of the sales department involves following a given algorithm, each step of which is thought out, reasonable and rational.
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Effective structure of the sales department
It is not worthwhile to structure the work of the sales department so that it is aimed at universality, as this can reduce competitiveness. The situation on the market is dynamic, in connection with this the company must be ready for changes (in the staff, in the duties of each employee, etc.).
Effective structure of the sales department
Separation of functions of managers in the department is a fairly effective method. For example, by sales channels: work with retail assortment, with tenders, with direct customers, dealer channel. It is also possible to separate specialists by principles: territorial (geographical), market segment, goods and services sold.
Distinction of managers, their structuring depending on the tasks set:
hunters , specializing exclusively in the selection of clients, free search. It is rational to use this type for cold calls. These employees are simply irreplaceable if the brand is little known, and the level of competition on the market is too high;
Closers , that is, sellers who do not lose customers and lead them to order a product or service;
farmers , that is, employees who work with regular consumers and are well aware of their requests and other data.
Proper organization of cooperation between departments brings considerable success. With such work, clients do not have the feeling that they have been abandoned or forgotten.