Commercial Acceleration is a process that seeks to generate change or adopt new commercial strategies in the organizations where it is applied, with the goal of improving sales results. Such change is generated solely by incorporating knowledge, process improvement, and innovation, as well as control mechanisms that require the full support and commitment of management.
PHASE 1: Diagnosis of your business situation.
It consists of an assessment of your current business performance and situation, evaluating compliance indicators. This assessment evaluates the following criteria:
- How many clients do they have TODAY vs. How many should they have TODAY?
- How many repeat the purchase TODAY vs. How many should repeat the purchase TODAY.
- How many new customers do you have vs. How many new customers should you have?
- What is your market share today?
- What are your existing value propositions or competitive advantages in your product/service?
- What are your existing loyalty strategies?
- What are your current sales channels used?
- You know what your competition sells and how they sell it.
- You know which are your most profitable products/services.
- How defined is your Buyer Profile or Buyer Persona?
- What is your sales team organizational chart vs. what should you have?
- How defined are your job profiles in the sales area?
- What are your direct and indirect sales channels?
- What are your online and offline marketing strategies?
- How defined are your sales processes in terms of procedures?
- How defined is your sales cycle and what techniques do you use to achieve a master close?
- What are your KPIs or business performance indicators?
- What is your bonus or commission scheme for your sales team?
- How to make your sales planning or forecast.
- What is the income obtained from sales vs. the investment managed in advertising media?
All of these points are of utmost importance to evaluate in order to determine:
- If it is necessary to reinforce this commercial strategy,
- If it is necessary to eliminate that trading strategy,
- If it is necessary to redesign that business strategy,
- If necessary, combine with another trading strategy.
It's not what you sell, it's how you sell it and what niche market you sell it in!
By Guillermo R. Cerón Argüelles, CEO of Frontin 5.0 and expert in business strategies.
