Sales is a structured science: Sanjay Singh

Source: The Hitavada      Date: 16 Apr 2018 10:46:08


Business Bureau,

A WORKSHOP on ‘The Science of Growth’ for small and medium enterprises (SMEs) was held in MIA Hall recently. Rahul Dixit, Chairman of CII Vidarbha Zonal Council & Director, Midland Diesel Services Pvt. Ltd., expressed the resolve of CII to work proactively on making SMEs competitive in the tough business environment. Captain C M Randhir, President of MIA gave the welcome address and expressed his happiness over SMEs trying to take advantage of learning and development forums of MIA.

The keynote speaker Sanjay Singh, renowned sales consultant of national repute and an MDP faculty of IIM Kolkata engaged the audience with an interaction. He discussed the Mathematics, Physics and Chemistry of sales with the SME CEOs.

He said, “Sales is a structured science and should be looked upon scientifically to ensure results. Annual sales targets should be fixed on the ability of the organisation to sell and not on the ability to produce. For this MNOC/day (Minimum number of contacts/day) has to be enumerated by every organisation.”

“The Chemistry that one builds with the customers in terms of engagement leading to superlative experience has become the key differentiators amongst competitors today,” he noted. He further added that the moment of inertia of motion in terms of new customer acquisition must follow the laws of acceleration in Physics, if one were to lower the cost of acquisition for new customers in the system, he added. Overall, it was a very engaging session and highly appreciated by the audience.

Mayur Vyas, CEO of Digitally Right assisted Sanjay on the topic ‘Grow your business through the digital media.’ He spoke about the freeware available on Internet which can be put to immediate use by SME Chief Executive Officers to accelerate their respective business.
Chandrashekhar Shegaonkar, Secretary of MIDC Industries Association proposed the vote of thanks and expressed happiness over the feedback.