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?
About the series: This is the ELEVENTH in a series of 100 Posts that purport to build your #Sales Resilience.. as an individual salesperson, as a sales team, and as a sales organization. Because a Resilient India needs Resilient Sales.
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