Douglas_Max,_Robert_Bacal]_Perfect_Phrases_for_Se

151

Goals in this section can be used with people supervising

or managing sales functions in organizations.

Generating New Sales/Customers

■Improve sales to 18-24 demographic by 5%.

■Reduce cost per customer acquisition to $25.

■Coach sales staff in improving initial approaches to cus-

tomers.

■Monitor cold calls to potential customers and provide

feedback to staff.

■Coordinate conference presentations to generate a

minimum of 10 new customers per appearance.

■Promote new products through media appearances at

least six times this year.

■Conclude at least one new distributor agreement

involving at least $1,000,000 in sales.

Managing Current Sales/Customer Relations

■Increase average expenditure per visit by 10% across

the department.

■Ensure delivery of sold products on schedule 97% of

the time across the department.

■Contact all key accounts at least once every month to

obtain feedback and offer help.

■Retain at least 95% of current distributors.

Sales Strategy Development

■Identify major reasons why sales aren’t closed and sug-

gest strategies to improve close ratio.

■Collect, summarize, and analyze customer input; gener-

ate suggestions for new products and submit them

annually to the product director.

Sales and Business

Development—Management

Copyright © 2004 by The McGraw-Hill Companies, Inc. Click here for terms of use.