How do I classify my customers?
Well, setting definite and convincing sales targets will help your sales team work confidently, consistently and with a clear understanding of your expectation. Setting realistic sales targets also helps you measure how effective each member of your sales team is. Besides, this will help achieve performance related to commissions and bonuses which are essential to get the best of each sales person. Although setting sales target has for a long time been known to be the best way to achieve profitable business desires, establishing customer targets is also important in this game. And here are some customer targets:
New customers targets
Many companies have the sales tools that are of interest to many different market segments and target customers. Although these tools have proven to work, one thing that has been missed out is the user experience for products that can attract new customers. New customers are simply people who have never previously purchased the product or service. So, to identify and bring the new customers successfully on board, you need to find out what things they need and try much hard to extend their engagement.
Existing customers
They are also often called the current customers. These customers are continuing to purchase your services and products and maybe during their engagement to your products they have tried other brands too. So, as a smart entrepreneur, you should work hard to identify those things driving them to remain loyal. They are always less likely to leave your products, hence you should continue to offer them the best customer service.
Past customers
These are clients who came as new customers, remained loyal to your organization and later because of some disappointment or change of interests, they simply chose to go for other brands. For your business’ successes, you should work hard to bring the lost customers back.
Once you can identify each customer target and how to deal with them, you can now move in to educate members of your sales force on how to treat each target. Although managing sales for each target may be a bit difficult for some reps and managers, Blitz helps in offering ideas on how you can achieve maximum performance through classifying customers and commission tracking for your sales reps.
Source
- The Marketing Donut - Six steps to defining your target market
- Queensland Government - Setting targets for sales staff