WHAT IS SALES ACTUALLY MEAN?

STRATEGIC THINKING FROM SALES VIEW

TABLE OF CONTENTS

01 SALES IS BASED ON GUT FEELING?

02 DATA-DRIVEN MINDSET IN SALES

03 HOW DOES A SALESMAN DRIVE COMPANY

01 SALES IS BASED ON GUT FEELING?

1. Route to market:
- Channels? Sub-channels? Channel role?
- Prioritized channels?
- How can we increase distribution with optimized cost?
- Which activities in each channel?

2. Sales operation:
- How can we develop sales team to serve for business objectives
- Which skills do they need?
- Which are their expected deliverables?
- Sales scheme?
02 DATA-DRIVEN MINDSET IN SALES

BUSINESS GOAL

KEY METRICS (KPI)

EXAMPLE
Education:
Business view: No. of students served as % of potential students, Customer turnover rate, revenue/customer, cost per customer
Dept view: No. of customer reached out, No.of customer submit form, No.customer confirm payment, No.customer successfully
converted,etc…
E-commerce:
Business view: E-commerce formula= traffic*conversion rate*order value
Traffic (số visits mà website nhận được trong a given time frame)
(Unique visitors # visits # pageviews - view trang sản phẩm)
=> How to increase visits: Campaign page (4.4, 8.8), partnership to acquire more visits
Conversion: số lượng đơn hàng/số lượng truy cập sản phẩm đó
⇒ How to increase: Hoạt động sàn tốt, hình ảnh sản phẩm, quảng cáo về sản phẩm,etc...
Order Value= Average order value= Total sell out/ total number of orders
=> How to increase: Promotion to increase size of order
03 HOW DOES A SALESMAN DRIVE COMPANY

1. Customer insight understanding

2. Product understanding
3. Match the products with the insight (interested brands, places, packaging,
promotion type)
4. Sales type which no company want to hire:
+ Based on gut feeling
+ Not adaptive with technology
+ Not proactive (in terms of finding new places/customers)