Indian Retail Forum
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Activity:
Question posted: 06 17 2011 04:02:07 +0000,
3 answers, 328 views, last activity
06 17 2011 10:20:07 +0000
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If technology helps increase sales, can this increase be attributed to part of lost sales prior to using technology?
No. I would take it as "opportunity lost". The bench-mark of sales before implementation of technology would have been the same and would have been taken as the optimum sale output given the constraints. If technology enables excess sales, then the benchmark also changes in tune with the technology implementation. In no way, one can take this to make up the lost sale!
Thanks for referral Mr. Kastury.
There could be many reasons for loosing sales or an opportunity, where Technology crunch is one of them. One thing I would say, if we compare the results before technology enhancement and after it, we can get the good ROI on technology. there is always a room for improvement so try to fix your sales before it would be lost. I would like to say, Never forget your mistakes, due to which you have lost but also don't compare your client on previous results...try to be fresh every time you deal with your clients....
I am in complete support to what Mr Muralidharan mentioned above. It can not be derived to be lost sale as you never knew it existed in the first place, or you didnt have the bandwidth to service that open opportunity.
If at all you knew that there is an opportunity, you would have done everything possible to grab the same assuming that you had the bandwidth to service it.
Now, coming back to the point, and assuming that technology enabled you to pull the opportunities which were not reachable by your team because of the limitations and knowledge, it still opens an opportunity door for the team and not a sure-shot sale.
Best Regards,
Ashish Gandhi
http://www.postboxcommunications.com
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