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Performance decomposition formula
This formula can basically cover 99.99% of industries, and I can't figure out which industries are the remaining 0.0 1% for the time being. I just don't want to say everything. Judging from this universal performance formula, if we want to improve our performance, we should either increase the number of customers, increase the amount of one-time consumption (some industries call it customer unit price) and increase the frequency of customer consumption, or the three should go hand in hand. Let's start with the number of customers. As can be seen from the formula, the "customer" here refers to the trading customer. But friends who have done sales know that most of the energy of sales staff is spent before the transaction. Without the efforts and efforts before the transaction, you can't pick the fruits of the transaction. The sales funnel model and the 20/80 rule tell us that 1 clinch a deal customers are generated from five intended customers, and five intended customers are generated from 25 inquiry customers. (Add a sales funnel chart) Suppose 1 sales transaction 1 customer every month, then he still has 24 unfinished customers. There are 288 unfinished customers in one year. Some of these unfinished customers left their phone numbers, some left their mailboxes, some added WeChat, and some left nothing. The ideal state is that everyone can add WeChat to facilitate communication at any time. However, most of these customers' WeChat messages are in employees' personal micro-signals. Please note that these 288 customers were acquired at the cost of the enterprise. Suppose an inquiry lead 200 yuan (a form lead 150-200 yuan, the actual cost is much higher than 200), 288 * 200 = 57,600 yuan. This is equivalent to the company storing 57,600 property in the hands of employees. Enterprises indirectly manage this part of the property through the management of employees. And this property has been increasing. As long as the time is ripe and the operation is proper, these 288 unfinished customers will definitely be transformed into clinch a deal customers. The premise is that the sales have not left the company and the customer resources remain in the company. However, if the sales leave, it means that the company immediately lost the property and directly lost 57,600 yuan. Therefore, in order to prevent such losses, some companies have specially equipped their employees with work mobile phones, bought calling cards and applied for WeChat, requiring all customers to add WeChat to their work mobile phones. However, because we use personal WeChat, the control is in the hands of users, so we often hear the regret that customers on work phones are emptied when they leave. Therefore, at present, the most effective way is to use corporate WeChat, which can make friends with personal WeChat, and employees can use corporate WeChat for internal and external communication at work. If an employee leaves his job, he can hand over the employee's customer to other employees with one click. In this case, the company's assets of 57,600 yuan have been under the control of the company, and can continue to increase with the opening of the business. Of course, the number of customers can continue to increase.
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