SLAES CLOSURE

Focused on ROI

Figuring out the value of lead generation

Inside selling process

Sales pipeline:

completion

Quick follow up the suspects to convert them into valuable prospects

Salesperson has made contact 10%

Budget , authority and timing has been established 30%

Technical explanation 50%

Decision pending by prospect 70%

Sales complete

100%

USE OF CRM
Central database Helps in customer connect and engagement Understanding the consumer behavior To train the representatives Ease of data

Future strategy

Unique Two-Tier distribution system

Solution: Less focus on newly launch product Need of additional sales force

Team of product specialist having 10 members

Focused on apportion of new products

Product bundling named as product suit to increase the sales volume as well as revenue.

Issues :->
Distribution strategy Distributors Value added resellers(VA Rs)

Product proliferati on:

Inability of sales reps. To handle more products

Future strategy

Company wants to enter into enterprise selling

Problems:

Opposite to their current strategy of high volume , inside sales.

Inexperience in outside selling

Ineffective VARs

Change in target market so change in firm culture

Costly enterprise Salesforce

Cont.

Reasons to go for enterprise sales

Much faster revenue generation

New scope for product development and sophistication

A gap between quests high end products and script logics low end product

Product features has now been actually scaled for the enterprises.

Preparedness for future competition

MERITS OF MINING THE EXISTING CUSTOMER BASE

LOWER OPERATIONAL COST

OPPURTUNITY OF CROSS SELLING

CUSTOMER LOYALTY

INDIRECT CHANNEL OF MARKETING

Recommendations
1. We can filter the product as per market share and set more commission on low shared products to motivate the reps. For more effort.