Grow the business and guards the bottom line

FOCUSSED - Grows the business and guards the bottom line
Zeta Campers was clearly an outlier. When the global pandemic had locked down most industries, Zeta spotted an opportunity in the crisis. Zeta sensed early on, the huge market opening up for personal virus protection equipment. Rejigging their production lines to shift from shoes and sports gear to making face masks, gloves and fluorescent “6 Feet” distance markers took just 2 weeks. They were located in a metro and that was another big help. It meant a ready market and zero distribution challenges. Zeta wrapped up the foray, tying up with companies in the city for supply of personal protection kits to company staff. Zeta was on a roll
Sales soared. The video review of sales performance should have been a mega celebration. It wasn’t. The CEO looked worried. He said “Team, I want to tell you a story. There was an ancient king called Pyrrhus. According to lore, Pyrrhus who was king of Epirus defeated the Roman army at a place called Asculum. But, he lost so many troops in the battle that he abandoned his plans of conquering Rome. So, he is said to have declared ‘One more such victory and we are all lost’. I know today what Pyrrhus must have felt. You have gone and swept the city’s personal protection market. But in your eagerness to close, you signed up many institutional deals much below our marked prices. Looks like we almost turned victory into a defeat. I want you all to go to a virtual training on Selling Price”
Any quota can be crushed if you close all your deals with discounts. But sales is never just about closing. It is about closing for mutual benefit. So, the successful sales professional passionately pursues the top line, with a sharp focus on the bottom line.
Action Question: What can you do to retain or better your bottom line when closing your next deal?
Related Reading: Mercuri Insight Document on Are your people struggling to sell price?

10.PERCEPTIVE : Knows when to speak
A perfect host knows when to fill the cup. An intelligent salesperson is perceptive enough to know when to speak. Such 'perceptive silence' is the hallmark of hashtag #Sales Resilience. Read on to discover why it matters and how.
29th MAY 2020Read more

12.Leads tactfully to maximize mutual benefit
Boss in the Virtual Sales Review: "Agree you have built up a healthy pipeline before the pandemic struck. But your closures, were very low. Looks like your pipeline is in need of a stent or by-pass"..
29th MAY 2020Read more
Explore your Knowledge Centre

Mercuri Mail
Mercuri Mail is a thoughtful compilation of meaningful articles drawn from Mercuri India archives, and from timeless management literature.
Read more
In Essence
In Essence documents are annotations of insightful publications in academic journals of repute, fostering sales excellence.
Read more
Selling is Beautiful
Whatever the size of the quota, your sales team can crush it, with these Sales Tarot cards, lived one at a time.
Read more
Build Your Library
Extreme Money: The Masters of The Universe and The Cult of Risk - Satyajit Das
Read more
Beyond Sales
“If banks cannot be truly Customer intimate, they are doomed to be just dumb commodities, acting behind the scenes, like utilities” – J P Nicols
Read more
MI Quest
How can the Sales Training Professionals of today design learning experiences that engage and inspire sustainable excellence in their audience?
Read more
100 WAYS TO SALES RESILIENCE
In this series "100 Ways to Sales Resilience" we share simple yet powerful ideas that you and your sales people can use to overcome sales challenges ahead.
Read more