Are we failing in sales ?

The process of sales starts from the function marketing. In marketing function, managers and executives should understand whole concept of the commodity they are presenting to the market. For example, in capital equipment marketing, executives should fully understand the product before venturing into the market by understanding the complete functionality of the equipment manufacturing activities right from the process of design to ready-for-delivery condition i.e. design concept, raw material procurement, process of manufacturing using different kinds of machineries used for manufacturing like conventional as well as CNC machines, different testing process for accuracy of results.  One can become a successful manager or executive by presenting full scenario of the company’s mission and vision, quality of manufacturing, quality processes adopted etc by visual presentation using LAPTOPS, TAB’s etc. Today’s buyer needs complete information about the product they are buying i.e. for manufacturer of another product, the equipment they are willing to purchase from the supplier is integral part of their business and they should completely comprehend the specification of equipment, its application, output etc. In case of domestic users, products should be of good quality, reliable brand and proven in the market as word-of-mouth plays very important factor. One unsatisfied customer will spread about the quality of that product to their friends and relatives like rage. 

One of the major reasons for failing in getting good orders against the competititors is continuous follow-up with the prospects as well as existing customers. During my tenure as Assistant Manager – Business Development, I made a follow-up plan for each and every product manufactured by the company. These follow-up regimes is still continuing in that company and are getting good orders from Indian companies as well as international organizations, educational institutions and well-known R&D laboratories. 

I would like share one of the best techniques known as RGB technique i.e. RED, GREEN & BLUE colors are to be used to prioritize the follow-up job. Let me explain the in detail.   My habit is to write all the tasks for the day in the diary every day morning with the blue ink pen only, and used to complete the task one after the other in the series. My Manager called me in between and given me a task of sales analysis for last month and told me to complete it on priority. I noted it down as the last task in my diary and continued to do the task in hand and forgot the task entrusted to me.  At the end of the day, I realized that important work is pending and which is not so important is completed. After this great mistake, I thought of RGB technique and started writing all important tasks which are to be completed on 1^st priority in RED color, 2^nd important tasks in GREEN and rest all in BLUE color pen. Think that you already written 6 tasks, 3 in RED and 2 in GREEN and last one in BLUE, your superior has given you the task which is to be completed as 1^st priority, write it down in RED. First you are going to complete all RED’s, secondly all GREEN’s and finally BLUE’s. 

By using the RGB technique, one can flourish in the business of the company.