OVERVIEW

For most organizations, sales forecasting/financial planning is a difficult task as it involves a lot of manual processes and static spreadsheets.Usually the sales forecasting done by such methods become out of date very soon.There are various challenges that organizations face today in terms of accurately predicting sales figures as against the plan,accurately understanding how sales figures will impact company’s revenue figures etc.

GCT with help of analytics assist clients forecast and plan faster,keep the sales and finance aligned and synced,identify risks early,and improve the overall execution of sales and earnings target as against the plan.

Data are just summaries of thousands of stories – tell a few of those stories to help make the data meaningful.

- Chip & Dan Heath -

OUR SERVICES

  • Setting targets

    When setting goals and targets, we try to strike the sweet spot between "go big or go home" and the reality of the market situation.

  • Sales Force Optimization

    We construct scenarios that predict the incremental revenue per salesperson which allow us to determine how many salespeople are needed to generate various levels of revenue and maximize ROI.

  • Incentive Management

    We help execute the corporate strategy, motivate the “right” Sales behaviors, and deliver the “right” customer experience.

  • Store Sales Driver

    Our approach relies on rigorous execution that teams drive from the field with significant guidance from top managers.

  • Inventory Management

    We provide valuable information to the organization including updated sales, production, inventory and new product development plans.

  • Store Layout Planning

    Product placement, fixture choices, aisle widths, and checkout locations are just a few of the many things we consider in a store layout that welcomes customers and encourages sales.

  • Retail Store Location Analysis

    We leverage our geographical insights and assist in the realisation of appropriate customer propositions and marketing strategies.

  • Account Planning

    We create an account plan based on your customer’s business priorities that the sales team will then commit to execute over a given time period.

  • Telesales Optimization

    Globcon Technologies follow Global best practice for Telesales Optimization.

  • Branch Productivity

    We use scientific approach for effective branch productivity.

  • After Sales Support

    We create post-transaction touchpoints and after-sales service practices that ensure they’re offering the best experience they can to their customers, all while keeping their brand top of mind.

MARKET TRENDS

Sales people that are inside or field based should always have a plan. Since most sales teams are measured on monthly, quarterly and annual goals, the question is always “How are you going to get there?”. Sales people need to have a plan that encompasses their entire strategy around hitting their number and building a healthy pipeline that can bring in deals for the long and short term.


Even with a pipeline and a list of target accounts you need a written plan. Having a written plan is the baseline for any successful sales person. If you do not have your plan written down, there is a higher chance that you will miss opportunities and lose focus.


Components of a sales plan.


  1. Situation (Whats going on?)
    • Targets. (Who are my target companies)
    • Environment. (Is the industry hot or cold?)
    • Competitive landscape. (Who’s the competition? Do they have an advantage because of market share, informed sales people?)
    • Friendly contacts. (Do you have partners to help with the goal)

  2. Sales mission

    This is an explanation of what you plan to accomplish. Not a short summary of what you want, put some thought into it and write out a couple paragraphs of ‘what’ you want and ‘why’ it NEEDS to happen.

    My goal is to saturate my sales region with information about the InsideView product learning the details of the businesses I come in contact with and understanding their needs. Working with them to solve their pain by implementing a solution that gives them business clarity and a means to create a new leads and explain the value of sales intelligence vs. sales data.

    By doing this I will gain new contacts in a growing industries by selling awesome products and gaining market share for my growing company insuring my long and profitable career in sales. That’s just an example.


  3. Execution (this is where the rubber meets the road.)
    • Concept of the Plan (Understanding line item 1 how are you going to position yourself?)
    • Specific tasks. ( How many calls are you going to have to make? How many hours are you going to put into it? Brainstorm on everything you can think of that will bring about the result you want.)
    • Coordinating instructions. (What marketing campaigns are being executed that can be leveraged? What features are being released? Create a starting point.)

  4. Support (Who’s going to help you?)
    • General. (Who do you report to and how do you close the deal?)
    • Material and Services. (What tools do you have available? White papers, demonstrations, communication tools?)
    • Damage control. (When something goes wrong in the deal, who do you turn to?)
    • Personnel. (Do you have product marketing or engineers to back you up?)
    • Miscellaneous. (Every other support platform you can use.)
    • Actions on close. (Send out an email on the win and ring the bell)

      This seems like sales 101, but I’d venture to say that 60% of the sales professionals I know do not have a clear written plan of what needs to be done and how they plan on achieving the goal, and the other 30% never follow through. The 10% of high achievers in any company will have some variation of this report handy and revise it as needed.


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