There is a fairly popular term sales funnel. Its meaning lies in the fact that the number of customers at the entrance (first contact) is always greater than the number of signed contracts. For all sorts of businesses view this funnel may vary. The ideal option would be a rectangle of sales and should seek to ensure that the number of customers at the entrance to a minimum regardless of the number of contracts at the output.
Let's look at the diagram. Number of clients / contracts deferred to the X axis, the number of days - on the axis Y. Suppose, on the day we make contact with six potential customers (a). Sales cycle takes about nine days. During this time, for various reasons, some clients drop out of our interest. Nine days out of six is three clients with whom we sign a contract.
What is the difference just from a good seller seller? The fact that a good salesman foresees a situation in which he will have three contracts of six potential and, before you sign these contracts, continues to seek new customers. In the diagram, the lower part of the funnel (b).
Sales cycle, like I said, is different for different types of sales, but in fact this type it is standard. One product can be sold for three months and the output is 1 / 10, another commodity - 3 days and the output is 2 / 5 (out of five contacts - two sales). The pattern revealed by experience, is subject to fluctuations, but it still is.
So, a good seller anticipates this situation and begins to search for customers before selling the first "party" is completed. Thus we get a steady stream of orders (c).
Here, we gradually approach the subject of sales planning. There is a common opinion (which, incidentally enhanced by promoting themselves sellers), that the sale of this work, the sales are subject to seasonal fluctuations, etc., in other words you can not plan for the sale. You can. And once the sales department of your company that is successfully engaged, then you might as well plan their work.
Carefully analyze your sales process: the number of initial contacts, opening hours, the value of signed contracts, interest, and reason for the "dump" clients. You will get your numbers on which you can build your sales funnel and plan the work.
The funnel of sales can work in the opposite direction - say you earn 1% of sales and want to earn 50 thousand rubles. The volume of your sales must be 5 million rubles. The average sale you have 100 000, so sales should be 50. The illustration is from a distance. The term of the sale 21 days, the percentage of blade - 70% (out of 10 contacts, you get three of the contract). For the 50 contracts have (50h30%) 167 contacts. Divide this number by 24 days and we get about seven contacts per day. Seven cold calls or meetings.
See how easy? Of course, I realize that not everything in life as on paper and the influencing factors can be very much on the bad weather, before a tax audit in the enterprise customer.
The purpose of this post - to convey the idea that sales can and should be planned. In order to avoid such a situation, when you dumped a network client, and you throw all the power to sign contracts with them and forget about their daily duties. Of course on a network customer can pick up good money, but when the project is complete, you are risking some time to stay with no sales.
Let's look at the diagram. Number of clients / contracts deferred to the X axis, the number of days - on the axis Y. Suppose, on the day we make contact with six potential customers (a). Sales cycle takes about nine days. During this time, for various reasons, some clients drop out of our interest. Nine days out of six is three clients with whom we sign a contract.
What is the difference just from a good seller seller? The fact that a good salesman foresees a situation in which he will have three contracts of six potential and, before you sign these contracts, continues to seek new customers. In the diagram, the lower part of the funnel (b).
Sales cycle, like I said, is different for different types of sales, but in fact this type it is standard. One product can be sold for three months and the output is 1 / 10, another commodity - 3 days and the output is 2 / 5 (out of five contacts - two sales). The pattern revealed by experience, is subject to fluctuations, but it still is.
So, a good seller anticipates this situation and begins to search for customers before selling the first "party" is completed. Thus we get a steady stream of orders (c).
Here, we gradually approach the subject of sales planning. There is a common opinion (which, incidentally enhanced by promoting themselves sellers), that the sale of this work, the sales are subject to seasonal fluctuations, etc., in other words you can not plan for the sale. You can. And once the sales department of your company that is successfully engaged, then you might as well plan their work.
Carefully analyze your sales process: the number of initial contacts, opening hours, the value of signed contracts, interest, and reason for the "dump" clients. You will get your numbers on which you can build your sales funnel and plan the work.
The funnel of sales can work in the opposite direction - say you earn 1% of sales and want to earn 50 thousand rubles. The volume of your sales must be 5 million rubles. The average sale you have 100 000, so sales should be 50. The illustration is from a distance. The term of the sale 21 days, the percentage of blade - 70% (out of 10 contacts, you get three of the contract). For the 50 contracts have (50h30%) 167 contacts. Divide this number by 24 days and we get about seven contacts per day. Seven cold calls or meetings.
See how easy? Of course, I realize that not everything in life as on paper and the influencing factors can be very much on the bad weather, before a tax audit in the enterprise customer.
The purpose of this post - to convey the idea that sales can and should be planned. In order to avoid such a situation, when you dumped a network client, and you throw all the power to sign contracts with them and forget about their daily duties. Of course on a network customer can pick up good money, but when the project is complete, you are risking some time to stay with no sales.
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