Sweating the small stuff

The simple week was anything away from being simple. As one of the steps, I decided to investigate the roots of the unending list of unfinished, incomplete things. With a little push from my better half, I decided to look at the last 6 months sales reports and what was revealed was no less than a jolt for me.

The analysis put forth an alarming fact that 80% of our sales were coming from 30% of our projects. The remaining 70% of our projects were bringing the 20% sales.

70% of our projects were significantly small in revenue. They helped us gain a long list of customers and enhance our portfolio, but they were also a big time drain. They expected and received the same service like our big project customers.

Our service to our cream customers (80% sales) always suffered owing to the chaos created by the huge number of small customers.

The chaos which was result of the pressure put by huge number of small customers was building frustration with the team members, management and customers equally. At the end of a hard day, uncompleted work, annoyed customers was nothing than a nail in the coffin.

We kept on adding people to complete the unfinished work and ease the pressures, but they inturn ate our profit margins by inflating our cost. Their was no change in the situation of customer satisfaction or growth in sales , only a dry pocket.

It is high time to rethink our strategy towards sales.