Three “KEY” for the sales people

There is “KEY” for the sales people that have to watch out every time he made sales activities. These “KEY” are influence the sales performance, the costumer’s loyalty and the sales people career.

These “KEY” are as follow:

· “Key” Outlets
Key outlets are outlets that affect the most of the sales people sales performance, usually only have small amount of outlets quantity but with large amount transaction level.

· “Key” Persons
Key person is someone who responsible for the buying decision in outlet. Managing a good relationship with this type of person will smooth your sales and costumer’s loyalty to your product

· “Key” Performance Indicators
Key performance indicators are important indicator of your sales activities; it can be monthly, daily or weekly sales, the sales productivity or perhaps current activities running in your area.
The key message in Key performance indicator is play as reminder for you regarding several key point of your sales activities so that you know where you are, how far your position with the target and identify the gap.

Understanding the “KEY” above will improve the sales performance since if you could manage by giving more time and attention plus support to key outlets and key person, it will give you extra credibility and loyalty. Mostly loyal costumer will improve your sales performance; give you the insight on how the costumers see your product and some competitor information. Analyzing the key performance indicator will give you the right track to ensure your target achievement on sales activities key points.

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Checking on Costumer's Stock

Product availability is one of sales people responsible in every market. It will guarantee the product awareness, fully captured the product potency and limited the space for the competitors.

To ensure the products are available in costumer, sales people have to check the costumer product stock in every visit or call he made before taking the order. You could to the checking at early stage of your visit, after say hello to your costumer then ask permission to check on the stock.

There are two reasons why sales people have to check costumer’s product stock before taking the order as follow:

· Ensure the freshness of your product
Freshness of product is a must; your brand reputation is depending on it and it will increase your costumer’s loyalty. Check on the product expired date and take proper action for product that are closed to the expired date.

· Create order suggestion
After checking on your entire product’s SKU, you will find which products selling out are low, medium or fast by comparing the actual stock and standard stock the costumer must have. After identify the selling out type you could suggest the costumer to order based on it like decrease the order for low selling out type, regular order for medium type and increase the order of fast selling out type.

After doing those two steps above you could come to the costumer again for the next selling process like check on the advertising, the competitor activities until taking order which you already have the number.

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