A talented business executive in San Francisco with a background in sales and strategy, Vishal Grover is the president and CEO of Systime Computer Corporation, a business application and implementation services company. Since joining the company more than 15 years ago, Vishal Grover of San Francisco has grown the business from $1.5 million in revenue to over $60 million and helped it become the largest JD Edwards/Oracle solutions provider in the world.
There are plenty of things business owners in any industry can do to improve their sales. The process of improving sales starts with developing and clarifying a mission and strategy. Determine how much sales should grow within a given time and develop a plan for reaching that goal. Take into consideration how much customers will pay for a product or service, areas where competition may be lacking, and opportunities that might be currently overlooked. From there, the strategy must be broken down into specific goals. This creates a sort of structure that ensures the strategy will function properly. It can consist of small goals, such as calls per day or other activity goals, or more large-scale ones, such as sales per month. Figuring out the structure of a strategy also helps with determining what type of work and people are needed to reach the company’s sales goals. Throughout this process, it’s important to focus on people more than the product itself. Consider what customer needs are and place more emphasis on how a product or service fills that need. Additionally, remember that sales teams are a major part of increasing overall sales. Make sure the right people are being assigned to the tasks best suited for them. Once strategy, structure, and people are figured out, a company can start executing the plan and, hopefully, reap the benefits.
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AuthorVishal Grover operates his own management consultancy based in the San Francisco Bay Area. Archives
May 2017
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