Most of us civilians have grown up hearing stories of bravery while our soldiers have braved the enemy facing them at the front. This pandemic has probably showed us at every step how is it fighting a battle at our doorstep, in our locality, protecting our loved ones and for the 1st time probably gave a sense what really is the experience of our soldiers at the front.
In the last decade of the 20th Century, When I was in college and contemplating my future career prospects, I wanted to explore a lot of new avenues, Apart from secured government jobs, MNC’s were the new entrants who were offering fat salaries and exciting job opportunities.
Sales was a field which was very attractive for the youngsters like me, who used to like travel, explore new territories, wanted to try different foods , meet new people and at the end of the day generate sales for the continuity of thispleasure.
When I was trying to understand the sales job, I was told by my predecessors that Sales is nothing but selling a comb to a bald person. I was very curious to know why a bald person would buy a comb. I could not find any logical reason, so I concluded that he will buy a comb for his family and friends for gifting purpose.
Conventional approaches to product development maximise chances of success by building all possible features that could fulfil the maximum number of customer needs. Startups don’t have the luxury of investing the same time and money. That’s why the MVP approach is better suited for startups.
What’s the most difficult job in the world? The answers to could range from Astronaut, Bomb Disposal Technician, Construction Worker, Diver – and the list could go on. I wouldn’t be surprised if “Startup Founder” ranked somewhere at the top of that list.
Have you ever wondered why we only ever hear the term “Non-Resident Indian”, and not “Non-Resident any-other-nationality”? Perhaps there is a technical answer deeply embedded in India’s complex tax laws. But viewed from another lens, this group does merit a dedicated terminology. After all, they do constitute by far the largest group expatriates resident abroad1! International assignees are a major sub-group of NRI’s, and the subject of this article.
Dr J Robert Oppenheimer, the Father of the Nuclear Bomb, the Director of the Manhattan Project on the 16th of July 1945 famously chanted “Now I am Become Death- The Destroyer of Worlds” from chapter 11, shloka 32 of Sri Sri Bhagavat Gita while watching the massive fireball covering the entire sky at the first nuclear bomb test site at the State of New Mexico, USA.
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.
In a pre-Covid world, we would not be talking about how integral virtual technology is to interpersonal communication. This is because earlier interpersonal communication was not completely dependent on virtual technology. Before Covid-19, only around 7% of U.S. employees regularly worked from home collaborating and connecting virtually. In Europe, most countries had only up to 10% of remote employees. Countries like Sweden, Netherlands and Denmark have comparatively had a much higher ercentage of remote employees, of around 20%. However, in India, the concept of working from home and using virtual platforms had not been very popular. Cut to 2020, a post-Covid world changed the entire story.
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.