Nagpur: A sound sales strategy is the backbone of a business enterprise. A poor performance can often lead to downfall of the company while a good show plays a big role in its growth.
The importance of sales and ways to boost it were explained in a unique way by Krishna Kumar, founder and CEO of GoMoTech, Management Consulting at a seminar cum workshop on 'Seven simple steps in boosting sales through systems and processes' organized by Vidarbha Industries Association's Marketing Forum (VIAMF) on Monday.
Explaining the reason for organizing the seminar, Shilpa Agrawal, chairperson of VIAMF, said, "Demonetisation and GST have changed the way business is conducted in our country. Earlier, many businesses were done in an unorganized manner. Many businessman were not used to maintaining proper record without which systems and processes cannot be applied. The situation has changed now and maintaining records is important."
Kumar compared the importance of sales to an organization with the role of a housewife. "Much like a housewife who can either make or break a family, a business too depends on its sales performance," he said and added that the seven steps to boost sales are sales audit, plan, pitch, process, kit, training and organization, and structure of sales.
He shared interesting anecdotes from his life to explain the importance of setting targets and reviewing performance of a company. "One should look at different verticals of sales so as to sell new and old products. Also, understanding competitors and even sometimes collaborating with them is necessary."
"For a better sales performance, every one in the company should be well aware of its philosophy and the product. Identifying core customers and collecting metadata about them play a significant role as well," he added.
Kumar further gave details about the various elements in sales such as inclusion of FAQs, flyers, presentation, demos, stringent training of salesperson and a well-organized sales structure. "Sometimes hierarchy in an organization does not serve the purpose. A good salesman can be a bad sales manager and hence identification of skill sets is essential," he said.
Kumar concluded the workshop by explaining the 5T's of sales, namely target, tools, tracking, team and training. The simple examples helped the attendees to grasp the concepts.
Akash Agrawal, chairman of VIA Entrepreneurship Forum, Shikha Khare, convener of VIAMF and Hetal Gaglani, co-convener of VIAMF were also present.
