Here are what should be the main focus of Sales department in a CCE….
In an ideal product centric enterprise, all attention is focused on how the organization can increase sales cycle and get their products to the market as fast as possible. They are more interested in how they can increase sales volume and not what customers are really looking for. In a customer centric enterprise on the other hand, the attention of the sales department is focused on how to find out what customers are really looking for. They are always making sure that new products and services are released as they put customers’ feedback into consideration before it is been rolled out.
Next best products
The sales department in a CCE need to focus on customer needs. They tried to focus on sales trend that is common to all their customers. They always come up with products and services that matched their customers’ profile. They always ask the question “What is the next best product to give customers?” They used to come up with products and services that meets their customers’ specification. How to introduce the next best product to customers should be the focus of sales department in a customer centric enterprise.
It is also the duty of the sales management in the organization to assist the sales force in understanding customers’ profile and coming up with products and services that match customer’s profile. They also try to see how they can personalize general products in order to meet a particular customer needs.
Periodic account review
It is also the duty of the sales team to review the account of current customers on a regular basis. This will help them to know where each customers stands and find ways of working on the unprofitable customer segment. They will also be able to come up with strategies that are meant to retain the profitable ones.
On a regular basis, it is also the duty of the sales department to train and retain their staffs. This will help to introduce them to strategies of building relationship with customers. They will be able to train them also on how to identify profitable customers and raise exit barrier for them.
It is also the duty of the sales department to introduce to their sales force; some techniques of selling that really match up with customers’ demand. They will be trained on how to deliver solutions to customers as well as how they can have active listening skills which will enable them to introduce the current solution to customers. Introducing the best sales strategy that takes customers into consideration should also be the focus of sales department in a customer centric enterprise.
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