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There is a standard representation about the so-called funnel of sales reflecting a principle of distribution of quantity of clients at different stages of the transaction: calls — orders — sales (in various information systems graphically it is represented in the form of a funnel which top part shows how many clients were at an initial stage, bottom — how many have concluded the contract; from here and the name). Sale can take place if all stages since the very first are correctly built. The employee of department of sales should be able to balance this funnel. For example, it is necessary to begin with certain quantity of calls to achieve demanded quantity of sales. So, if instead of hundred calls the employee will make ten the effect will be close to zero, and if 300 quality will decrease. In this connection each company builds the model of sales.

There is such boundary of wages after which 10 % do not play any role. For example, if there are two variants — 1500 US dollars and “barracks” or 1300 and work with interesting people — 60 % of employees will prefer the second offer.
The optimum parity of shipment and payment is not present, it depends in particular on financial possibilities of each enterprise. As a rule, at the companies possessing means, shipments prevail over payments, thus production price joins percent on delay. The given kind of service (a payment delay) is even more often used recently as competitive advantage.
The main problems of department of sales and its employees.

* Absence of the qualified experts in the field (or difficulties with search of such professionals) — 52,97 %.
* Absence of strategic planning of activity of managers on sales — 36,88 %.
* Absence of system of control indicators (except sales volume indicators) which would allow to define the personal contribution of the seller — 34,84 %.
* Absence of professional heads of departments of sales (or difficulties with their search) — 32,5 %.
* Absence of orientation to the client, direct “pushing through” of the goods or service — 27,34 %.
* Absence of highly effective training techniques on preparation of managers on sales — 18,44 %.
* Absence of system of search of reserves (hidden and obvious) managers on sales — 17,5 %.

Many functions (for example, logistics, legal support, accounts department) the company can transfer for execution to the foreign organisations (outsourcing). This domestic concern of each company to understand with which it is necessary personally for the General director. Thus it is necessary to understand that department of sales — only a company part, and sales — a problem of all organisation (services of marketing, quality, etc.). Therefore if there are problems with sales it is not necessary to concentrate exclusively on profile department, it is necessary to analyse as in the company all basic business processes are organised. Despite the fact that what the person of the seller has huge value for direct sales, nevertheless their efficiency is not reduced only to people.

Today it is quite simple to find a good business 2 business connection – this is where a professional appointment setting can help you a lot.

And a final piece of advice – today the web technologies give you a truly unique chance to choose exactly what you need at the best terms which are available on the market. For example, search for appointment setting services. You will be surprised how fast you can find set of products and prices for them. Strange, but most of the people don’t use this chance. In real life it means that you must use all the tools of today to get the info that you need.

Search Google and other search engines. Visit social networks and have a look on the accounts that are relevant to your topic. Go to the niche forums and participate in the discussion. All this will help you to build up a true vision of this market. Thus, giving you a real opportunity to make a wise and nicely balanced decision.

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