The preservation of the flavor of the year
The sales LTC business regular meeting kanban is the starting point, and it will be effective as soon as it is grasped.
The following text is from a recent course recording. It is a summary of the practice of L2C work traders for three years.
In the past, it was not that we could not predict the opportunity accurately, but the process was not clear and the system was not easy to use, so it took three months to reconstruct the L2C process (the business starting point is the point where the team leader has a weekly meeting), focusing on how to hold a good weekly meeting, connecting clues, opportunities and accounts receivable, and polishing a Kanban that everyone can use and everyone feels is easy to use.
After that, it was a matter of promotion and operation, and we engaged in some special incentives for opportunity prediction, and finally we participated in the group's weekly meeting review (participated in more than a dozen) for the group that lagged behind in opportunity prediction. Now we are all ideologically unified in terms of sales management, and the person in charge must take the lead in speaking with data and creating an atmosphere in which all employees speak with data, otherwise they will not be able to grasp it at all.
The "Three Steps" of National Sales Action Alignment
1) Itinerary visit (stay diligent and grasp the quality of business records)
2) Opportunity Transformation (Ability Improvement, Opportunity Creation and Conversion)
3) Receivables management (identify abnormalities, and take responsibility for people)
Similar to the basic skills of wartime, there are three steps: shooting, fighting bayonets, and throwing grenades
Based on L2C, it is possible to effectively connect all customer-centric end-to-end processes.
In the course, the teacher talked about the identification of many abnormal items, such as the recovery of security deposits, entry without contracts, overdue milestones, superhuman days, and so on. Risk prediction is carried out in a structured manner. This is the advanced realm of operation.
With a clear starting point and a clear risk control point, there is a clear and transparent contrast between prediction and reality. It is even more targeted in terms of concrete actions.
This article is reprinted with the authorization of the Scene Society Author: Wang Jiajia