QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about human resourcesMaximising the average sale per customer should be a key focus of most marketing strategies. The salespeople that interact with the customer whose sale is to be maximised are central to increasing the average sale per customer. Without the […]

QUESTION – how do I maximise the average sale per customer?THOUGHT – think strategically about human resourcesMaximising the average sale per customer should be a key focus of most marketing strategies. The salespeople that interact with the customer whose sale is to be maximised are central to increasing the average sale per customer. Without the right people with the right skills, the right attitude, and right understanding in sales positions, it is simply not possible to maximise the average sale per customer. A recent study found that 60% of salespeople believe that they are good at identifying customer pain points and matching the value proposition to those pain points. This finding leads me to ask two questions: What about the other 40%?To what extent do direct evaluations meet reality? If 40% of salespeople cannot identify customer pain points and match the value proposition or propositions of the product, there is…