The Selling Machine (English version)

THE SELLING MACHINE

In a global world with increasingly interdependent markets more interconnected and more saturated with good offers on technologies, products and services the question is:

What can we do to sell more and better?

I think it's a question that should be done by the most senior managers in enterprises and businesses today.

What we expect from our sales network?

Each year is more difficult to achieve sales budgets in the conditions required by senior management. We are required to sell more technology, more products and services even with more gross margin than the previous year. We are required to increase the mix of products, selling more complex products, increasing the number of customers, increasing the size of customers, to sell through select distributors, to offer solutions, etc. etc.

It turns out that our competitors are approximately in line with, making the task of the sales people immensely difficult to carry out. The market becomes a daily struggle without barracks where the maximum accuracy and efficiency are required. No room for error and all commercial activities must be refined and adjusted to achieve the established objective.

All the commercial machinery should be coordinated to meet the fair needs and requirements of customers. I remarked "fair needs and requirements" without falling into servility many customers try to impose especially in times of crisis such as we are happily leaving behind.

A commercial machinery which does not distinguish between internal and external sales, or between marketing and sales or between direct and indirect sales to give some examples of frequently trade friction in commercial organizations.

A commercial machinery that has a common goal: sell more and better to meet the sales budget in all its aspects required and agreed with senior management.

In short, a commercial machinery to be a perfect "selling machine". So I wanted to headline this blog and I hope will be of your interest.