Stage of stabilization and retention of market share

Stage of stabilization and retention of market share At this stage, priorities change, quantity needs to be converted into quality. By this time, the manager usually already has enough statistical data for planning, making forecasts on customer behavior, etc.

If the market is already established, grows slowly or tends to become saturated, the struggle for the client becomes especially intense. At this stage, sales managers should pay special attention to profit, since c level contact list  there is a risk of moving towards competitive advantages to the detriment of the enterprise’s income (reduced costs, deferred payments, large discounts, etc.). The effectiveness of the sales system can be assessed by the following indicators:

Source: shutterstock.com Stage of stabilization and retention of market share

1. Sales volume (in monetary terms or in units). This indicator also characterizes the organization’s market share. If you know the market capacity, you can easily understand what position your company occupies.
2. Return on sales = Profit / Sales volume x 100%.
3. Average profit per order = Profit / Number of orders / Number of transactions.
4. Number of complaints from consumers.
5. Average deal/contract size = Sales volume / Number of deals
6. Percentage increase in sales for VIP clients (regular) = Sales volume a survey conducted by Adobe found that if  (for a specific group
7. Number of lost customers. In conditions of tough competition, this parameter is critical.
8. Share of complete deals = Number of deals with a full range / Total number of deals x 100%.
9. Sales performance = Actual sales volume / Planned sales volume x 100%.
10. Accounts receivable turnover = Sales revenue / Average accounts receivable for the period.This indicator shows the operational efficiency of sales.Average monthly accounts receivable = _1/2 ^V at the beginning of the month + V2 + V3 + V4 + ^1/2 V at _the end of the month / 4

    Where V is the amount of accounts receivable at the beginning of the month, the beginning of the 2nd, 3rd, 4th week and at the end of the month.

    Source: shutterstock.com

    With an increase in the turnover of accounts receivable, the operating cycle of the enterprise is shortened, and the efficiency of financial assets increases.

11. The efficiency of the sales department’s HR (compared with the numbers listsThis indicator allows you to track the increase in the efficiency of the sales department depending on the change in the number of employees.

12. Selling expense efficiency

13. Average customer