If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
A friend who does FMCG sales saw that I was doing self-media recently. Said: "Brother, I often see you sharing dry goods about the workplace on the headlines, but I rarely read your articles on sales. You have been in sales management in foreign companies for more than ten years, why not treat you like this in the sales industry. Share your years of experience with you.”
I thought about it and said, "It may be that I have been in sales for too many years, and everyone is tired. For more than ten years, I have been carrying numbers, orders, customers, KPIs, and participating in all kinds of meetings.
Sometimes when I'm free, I don't want to talk about sales anymore. Can't I share something other than sales.
But thinking about it, my friend’s words still reminded me that sales are good for me, so why not share some of my years of experience with those who really need it.
If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
Then I will share the first dry article about sales today [decoding the successful formula for doubled sales]
Some people find it difficult to do sales, and some people find it harder to do sales management. In fact, whether it is sales or sales management, as long as you understand a super simple sales equation, it becomes very easy to achieve sales.
Suppose we use the analogy of growing crops to make sales. In order to obtain the maximum grain yield, two conditions must be met:
- Expand the planting area
- Increase the yield per mu
The expansion of the planting area mentioned here refers to the transaction of more customers, and the increase of the yield per mu is to allow each customer to contribute the greatest value.
So how to expand the planting area?
First of all, you need to find more suitable land for growing crops - find target customers
Convince the owners of these lands that they are willing to let you grow crops - closing the customer
So how to increase the yield per mu?
Increasing the yield per mu is how to farm in a scientific way
——Distribution, display, sales assistance, promotion, price
If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
Through the above analogy of planting crops, we can easily derive the following sales multiplication formula:
Sales = number of target customers × transaction rate × single-point output
This is a multiplicative formula, which means that if any two of them remain the same, increasing the other factor will result in a rapid increase in sales. If all three increase at the same time, then sales will double and greatly increase.
If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
Therefore, combining the above formula and the sales characteristics of FMCG itself, it is natural to quickly arrive at a successful formula for doubling the sales of FMCG.
Sales = number of target customers × visit completion rate × transaction rate × single store volume
Target customer group - is the number of target customers that the salesperson plans to visit every day, which is actually the daily workload of the salesperson.
Visit Completion Rate - Refers to the number of target customers who actually complete a visit per day divided by the number of target customers planned per day. This indicator is related to two factors, one is related to the work attitude of the salesperson (lazy, neglect); the other is related to the work efficiency of the salesperson (skills, interference)
Closing rate - is the percentage of the number of customers that are traded on the day to the number of customers actually visited on that day. The performance of this indicator is mainly related to the ability of the sales staff and the proficiency of sales skills.
The quantity of goods placed by a single store - refers to the average purchase amount of a single store of customers who have completed transactions on the day. This indicator is actually related to two factors: one is related to the quality of the customers you choose to visit. If the quality of the customers themselves Very low, no matter how much energy and time you spend on it, you will not have much output; the other is related to the excellent execution in the store, the better the store execution, the more in place, the greater the natural sales .
The above sales multiplication success formula is actually a good explanation of how to maximize our sales. It's not like some sales people think, it only needs to rely on more customers to make sales. In fact, the improvement of any one of the four factors can make our sales increase rapidly.
If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
To be honest, in the actual sales work, how many sales people will pay attention to and pay attention to these factors at the same time? Most sales focus on closing the customer. However, it selectively ignores the visits of some customers, especially for customers who are difficult and have been rejected once or twice, and they are reluctant to visit again.
If you don't go, it means that this customer will never have a chance to make a deal.
Some salespeople are asked by the company how many customers to visit every day, and they always feel that they are forced to do so by the company, and the visits are perfunctory. In fact, you must understand that this is all you have to do to get more sales for yourself. Without more visits, where does the sales come from, and how can you better achieve your performance goals.
If you want to do a good job in FMCG sales, you must know the successful formula for multiplying sales
Due to space constraints, I am only talking about a part of the function of this formula. This formula is very useful and can also be extended to, how to select target customers, how to plan routes, how to improve visit efficiency, how to improve transaction rate, how to improve Single store output, etc.
Whether it is a FMCG salesperson who wants to do a good job of self-sales management, or a sales manager to manage the team, this is a very useful tool for managing and measuring performance sales.
Many big FMCG companies are using these data to manage their teams, but in fact, there are not many that can actually be implemented and used well.
Welcome industry sales elites to communicate with each other.