Knowledge Of Sales Performance System That Garment Industry Should Know

For sales, it is nothing more than three missions.

First, do more, that is, as many as possible to sign more customers; second, bigger, that is, as much as possible to tap the sales potential of each customer, using cross selling method, to achieve the maximum sales of individual customers; third, do thick, that is, as far as possible to reduce the cost and cost of sales, to each single, each customer's profits to be thick in a complete industry life cycle, different stages of the company's strategic objectives are different, then sales personnel

The guiding principle should, of course, be change.

I. Introduction period

At this stage, customers are relatively unfamiliar with products in a certain field, lack of cognition and lack of experience. The primary factor to consider in purchasing decisions is how to avoid risks.

Competitors may not have appeared yet, and the sales department is actively combining with selected targets for a partial breakthrough.

Because the market is still in its infancy, it is impossible to harvest substantial sales.

Therefore, a high base salary combined with a bonus can be used to offset the income risk of salesmen and motivate salesmen.

Two. Outbreak period

After a period of market cultivation, customers began to accept products, realized the value of products, and began to enter the explosive growth period.

In order to guide

In order to achieve such a goal, in addition to sales targets, market share indicators such as the number of customers, regional coverage and market segmentation must be included in the assessment.

At this stage, sales commission is very stimulating for salesmen, and can be changed to a way of supplemented by base salary and commission.

In short, doing more is the main direction of sales, and performance appraisal is based on results and behavior is secondary.

Three. Maturity

After rapid horse racing, the number of competitors began to increase, and the differentiation of products is gradually shrinking. Customers are facing more and more choices.

At this time, competition has not only stayed at the product level, but is more comprehensive competition among various factors such as complex customer relationship, customer service, product price, brand power and so on.

Therefore, in order to win the competitors, we need to strengthen the sales personnel's behavior assessment, so as to ensure that the salesmen do the right thing, and can strengthen the control of the sales process.

But sales are obviously different.

The former serves for sales leads, and the latter is sales actions to suppress opponents, dig cross opportunities and improve customer loyalty.

Four, recession period

When entering recession, salesmen's performance pressure is increased, and the decrease of commission income will lead to higher staff turnover.

Competition has also entered the white hot. In order to snatch the customers, there must be a low price competition.

At this time, the cost and expenses of the company are higher. In order to win in the end, and to accumulate financial resources for the company to open up a new battlefield, the sales performance oriented is to pursue profits, and sales personnel are challenged by huge and unrest. Therefore, the fixed income can be appropriately adjusted, and the variable income can be adjusted to a profit based royalty model.

To sum up, the three directions of doing more, making bigger and thicker are in the company or

In different stages of development, there should be some seriousness and urgency. Only in this way can we really guide the sales to achieve different strategic objectives at different stages.

How to arrange these three priorities need to be dynamically adjusted according to the battlefield situation of the market, the company and the competitors.