As soon as the sales department receives the first data, it needs to be analyzed immediately. It is foolish to miss the opportunity to immediately see which clients are ready to cooperate with the company for a long time and productively, and which ones are simply wasting the company's resources. To find out, you can use ready-made reports in CRM or build tables manually in Excel.
To conduct ABC analysis, you need to have statistics on clients for a specific period with notes on who exactly cooperation brought the company more money. The second is taken into account according to data for one transaction or by the final profit. Then you need to divide clients into three categories: those bringing 80% of the profit, 15% and 5%.
It would not be superfluous to conduct additional research. The XYZ analysis is carried out in the following way: three categories of clients are sorted by the number of transactions for the same period or by the amount of time spent. So, X is the most profitable, Z is the most expensive in terms of the efforts applied.
When connecting the category twitter data package letters, you get a division of clients by the overall profit and time spent indicator. The most profitable ones are located at the top left of the table. Those from which the profit was the smallest are at the bottom right.
With such a clear table in front of you, you can change the way you work with your client base, putting more effort into working with solvent and most loyal customers. Over time, you can completely move away from contact with the most unprofitable clients.
Identifying barriers to improving company performance
There may be a specific reason that prevents the sales department from working to its full potential. For example:
Unrealistic sales plan. If management approached its compilation too subjectively, it becomes practically impossible to implement. Imagine that the sales amount in the work area simply does not allow employees to provide sufficient revenue. It is necessary to urgently adjust the sales plan, focusing on the average indicators of managerial work.
Difficulties with management. Conflicts, constant increase in workload and many other things can prevent sales managers from doing their job well.
Lack of proper motivation and lack of competence. If the relationships within the team are not the best, if there is a clear shortage of employees, if the selection of personnel is not carried out very carefully and obvious non-professionals are included in the staff, then any of these reasons can become significant in the problem of the company's lack of success.
Organizing the recruitment of new employees
So, what else is needed to build a sales department is a high-quality organization of hiring additional specialists. This is necessary not only for increasing the scale.
This way you can maintain a healthy spirit of competitive struggle in the team. Those who have been working for a long time will not relax and shift their responsibilities to newcomers. And newcomers will try to present themselves in the best light and show that they are the same professionals in their field as the "old-timers" of the company.
Hiring provides additional motivation. The more the staff grows, the more experience department heads need to keep everything under control.
There is no need to even talk about such an obvious thing as building a business economy with an eye on further growth and future scaling.
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