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Lembaga Konsultansi dan Pelatihan Plus-One Solution menawarkan berbagai pelatihan sales in-house
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how to deal with
the SE7EN DEADLY SINS
in the SALES EXECUTION
• why a great sales strategy fails ?• does it due to the poor strategy development? or poor
execution?• how to secure the execution to make a strategy works?
1. RESULTS RATHER THAN PROCESSES
• focus to the end results and then question why they are not as expected
• disregard processes behind the results
• disregard capability of the people accountable for each process
2. NOT-MADE-HERE SYNDROME
Kalau mereka bisa,kita juga harus bisa ....
kita kan beda ...
• hesitate to learn from others• emphasis on the differences rather than
similarities• lack of open-minded attitudes
3. MORE PEOPLE MORE SALES
kita harus spreading seluas-
luasnya
• lack of productivity tracking• standard operation is not set nor reinforced• people capability development plan is not in place
siyaaaap ...... !!!kita perlu tambahan pasukan .......
4. UNCLEAR DIRECTION
JUALAN YANG
OPTIMAL .... !!!
si ... si ...siyaaaaaaap ...
• always ask for generic, un-quantified results• lack of guidance of what to do and how to do it• rewards and consequences are not in place
5. HANG LOOSE
few hours later .....
early morning, in the sales office
kita harus bekerja keras demi nama baik
perusahaan,saya yakin kalian bisa ...
• try to be a motivator during the team biefing• lack of follow through and direct supervision• field auditing is not in place
6. TAKE IT FOR GRANTED• harganya mahal
• belum ada yang nyari
• tidak ada promosinya
• stock masih ada
• toko minta diskon• toko minta promosi• barang kita kurang
laku
• lack of customer and product understanding• unable to convert features into benefits• capability to overcome objections is not implanted
7. PROMOTION OVERDOSE
MAKSIMALKAN JUALAN,
TARGET MASIH JAUHkita butuh tambahan
promosi
• root causes are not identified• thorough data analysis is not in place• opportunities are not harnessed in the plans
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