Do you know the Pareto principle? The Italian thinker, Wilfredo F. Damaso Pareto, through his remarks, designed a mathematical formula with which described the way in which distributed the wealth in his country. It concluded that 20% of individuals were 80% of wealth. From these reflections, the Pareto law is used in various fields related to society and the economy. At present it is an effective tool in business. If we apply it, the formula is as follows: 80 percent of your revenue comes from 20 percent of your customers. And, how you can work in that 20%? If your income comes from 20 percent of your customers, it is clear that from this premise (80/20) watch all aspects that are behind your sales success.
He thinks that 20% of sellers performed 80% of sales, and that only 20% of your sales strategies shall have effect in your winnings. Then, what media use to have sales successful? How do you manage to retain your customers? An effective tool is to manage the sales funnel. It is a practice that will help you to identify in which stage of the process (buying and selling) is every prospect. To ensure that you manage your sales the right way to funnel, follow these simple steps: 1. identifying each of the steps in your sales funnel. Lists all the steps you and your sales team make from the moment in starts and closes the sale. 2 Verify that your sale steps match the steps of purchase of your market. For example, if your market goal much used the internet, developed a web site and keep it updated.
Remember, the rule: help your market purchase. 3 Create a simple system that identify where in the process of selling your prospects are found. 4 Implements key performance indicators for measuring your conversion rate. The measurement of the KPIS will take you to get your percentage of conversion from prospect to sale. 5 Develop a test system for your sales process. Analyzes this part, answering questions such as: what happens when prospects call? What advertising material sent to stakeholders, sales are aligned to the same process? Strategies that you decide to use will surely bring benefits to your business.