Oftentimes, transportation companies see stagnating or declining sales growth. When sales figures are coming in less than projections, it can create serious problems for businesses. If your company is having this issue, then you should strongly consider looking more into revenue management strategies. Revenue management can be highly beneficial, and it can prevent your sales from stagnating or declining.
Effective territory management is one of the absolute best ways to make sure that your sales figures continue to stay high and do not take an unexpected dip. There are a number of key components of territory management that you need to be aware of. The first is your company sales playbook. If you do not have one, then let’s create one! If you do have one, then let’s see what is working and what isn’t and make a plan to fix what isn’t.
It is important for us also to examine your CRM of existing clients, dormant clients, and past clients. Further, we can use the IRS SIC code to target industry types. Defining sales boundaries is crucial as well. One approach that is used regularly is to use zip codes to outline individual sales territories. If the territory is larger than a zip code, the boundaries can be states or US regions.
In order to optimize your reps’ sales efforts, each existing and targeted prospect needs to be analyzed based on strength and fit for the good or service that is being offered. Only by prioritizing the best matches can your reps optimize their sales efforts. Collaboration on developing sales strategies is also key. Your reps need to view it as creating a desire to buy instead of selling.
The OPEN Model is another thing that can be extremely helpful for revenue management and boosting sales. The OPEN model relies on the following principles:
Teaching your sales reps to use this method regularly can go a long way towards boosting your sales.
Here at the Goat Rocks Group, we can teach you how to boost your sales and to improve your revenue management. Call us today to learn more about how we can help you!
9375 E Shea Blvd. Suite 100
Scottsdale, AZ 85256
Office: (480) 530-8058
Cell: (253) 230-9890
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