Go To Market Strategy


It's very crucial to plan and follow certain strategies to establish & maintain an efficient sales system, effective implementation of various sales processes, and consistent execution of business objectives.

 Go to market strategy is all about managing the sales force and the distributors to deliver their unique value propositions ( skills, experience, dedication, passion, service, etc ) to the customers.

 Go to market sales concept is to drive customer service-oriented approach among the sales force and necessarily, they should put their best efforts with zeal and heat to serve the shopkeepers for a competitive edge.

 Ideally, the distributor should have a growth mindset and management capabilities. Apart from having sufficient available funds and infrastructural arrangements, they should be fully involved in business operations.

 Territory manager has to ensure sufficient warehouse area, proper in house maintenance and other relevant compliance.

 He has to ensure the computer/software system in place for prompt order billing, printing, and other documentation work.

 He has to ensure a sufficient number of Labor, delivery boys, and units for order packing and prompt deliveries.

 He has to ensure market working as per permanent beat plan. Essentially, beats should be designed considering geography, outlet type, channel, split price list, etc.

  Optimization of stock inventory -
Automate primary order placement through continuous replenishment system for better pack wise stock availability.

 Best trade service levels -

  • Order booking as per schedule.
  • Order supply on time.
  • Order supply in full.
  • Schemes and other claims settlement.
  • Damage/expired stock replacement.
  • Credit facility.

Territory manager has to groom and train his sales team to understand and implement various sales concepts, techniques, and processes proficiently.

 He has to manage and monitor the sales team efforts on a daily basis. He should ensure each and every team member is working on EDGE process with 100% compliance:
  • Salesforce should start beat working at schedule time.
  • They should carry product catalogues, samples, outlet lists & updated reports of channel programs and other activities.
  • They should follow all provided tools & techniques during sales call procedure.
  • Each & every call must be done effectively and efficiently to cater store requirements and manage time well.
  •  Essentially they have to cover all stores of the beat with the same rigor.
  • Sales force must avoid overselling to ensure timely bill clearance & continuous order booking.
  • Salesforce should have a day value target.
  • They should have a day bill productivity target.
  • They should have a day target of no of lines/packs/assortments.
  • They should have a day target of focus packs.
  • They should have a list of non-billed stores. Necessarily all outlets of the particular beat must be billed by 3rd week of the monthly cycle.
  • They should have channel plan targets.


 EDGE - every day great execution process should be implemented & monitored rigorously, and get achieved every day at the salesman level to execute desired business objectives.

 Trade marketing activities -

  • Analyze and counter competition
  • Manage shelves.
  • Do hot spots visibility.
  • Run and execute channel programs.

Establish and execute a robust sales system and processes through efficient sales team, and get the desired outcome!
Please publish your valuable comments.

Courtesy
PKGoel
 Sales Trainer
9319155888

Pkgoel_22@yahoo.co.in

Comments

  1. Ramesh mehraOctober 29, 2019 at 4:14 AM

    First call start in time 10 am and go to market with sample and brifing folder first call to last call show the samples and trade brifing folder

    ReplyDelete
  2. AnonymousOctober 30, 2019 at 4:06 AM

    Very good knowledge and way for Salesman or sales staff.

    ReplyDelete
  3. Narender BhasinOctober 30, 2019 at 4:12 AM

    Excellent information, awesome post.

    ReplyDelete
  4. Raj SinghOctober 31, 2019 at 12:16 AM

    Very simple and decent post, got clarity on go to MKT concept.
    Thanks a lot!

    ReplyDelete
  5. Vijay KumarOctober 31, 2019 at 1:00 AM

    Good contents, covered all aspects of the topic.

    ReplyDelete
  6. UnknownOctober 31, 2019 at 10:22 PM

    Marvelous... Goel Saab your blog is purely on practical aspect on how the day wise deliverable be done and also on daily navigation... Great stuff.

    ReplyDelete
  7. UnknownNovember 5, 2019 at 2:42 AM

    Excellent information

    ReplyDelete
  8. Ravi PandeyNovember 5, 2019 at 10:37 PM

    Very very useful article, this will help me significantly to learn and practice these concepts

    ReplyDelete
  9. ZealNovember 8, 2019 at 3:09 AM

    It was a very practical and lucid article. Would be very useful for new joinees across organizations. The article is structured and I enjoyed reading it.

    ReplyDelete
  10. C P SinghNovember 12, 2019 at 11:35 PM

    Fantastic write-up on go to market concept!
    It is really excellent

    ReplyDelete
  11. UnknownNovember 26, 2019 at 2:30 AM

    Excellent knowledge contents

    ReplyDelete
  12. UnknownDecember 3, 2019 at 12:50 AM

    High valued post,
    Excellent learning module.
    👌

    ReplyDelete

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