Rajendra Singh Sisodia 
Executive Director-ex Indian Oil Corpn Chairman, Bitumen India Forum
Focus on Sale in “Others Category” with application of 80:20 principle is bound to make you achieve the Targets
Focus is always on major or high volume customers to achieve the Target Volumes & Market Share In all high level review meetings either the focus is on to increase the sale/ Market Share
To clinch the Business deals, Sales person has to display his skills like, Communication, Knowledge of customer’s business, Interpersonal relationship, Negotiations etc… effectively.
In today’s dynamic market, everyone wants to clinch the deals quickly.
Today I am writing about big customers who always set new benchmarks for commercials as well as service. A sales person always finds it difficult to keep on meeting up these benchmarks.
In this case the volume of the customer is around 20% of the total sales target. Hence if this customer is not in his fold, the salesman can neither meet his target for volume nor market share.
So called good customers provide a short-term ease but difficult customers provide an opportunity for improvement & sustainable growth in business for long term.
In a sales review meeting with the team, the new CEO finds that there is a huge drop in market share in one of the products.