Sales management in India means creating transparency.
How big is our market in India? Are we adequately exploiting our market potential? Is our company in India – objectively speaking – successful?
Can you answer these questions clearly and convincingly…? If you're hesitant here, you're definitely not alone! But that shouldn't reassure you!
According to the WB business climate index Only four out of ten companies achieve their sales targets in India. In addition, very few managers can realistically assess the market and their own performance in the industry (benchmarking). It always surprises us how subjectively and sometimes even naively European companies assess their own activities in India.
Chronic sales weakness & bad decisions
The reason for this is that lack of transparency, which is always latently prevalent in India. Information is often influenced, filtered, changed, misused or concealed - sometimes even by our own Indian management!
And if reliable data is largely lacking, it is difficult for foreign companies to evaluate and sustainably secure the success of their Indian business activities. Wrong management decisions are often made due to inadequate or missing information. Therefore, lack of transparency is one of the biggest challenges of corporate management in India.
Sales optimization through our own network, informal channels and external “informants”
In order to actively manage sales in India, you must not rely on the information provided to you, but must regularly verify it via your own network. In addition, you have to be active yourself and find out about yourself, mostly informal channels, develop insights that you wouldn't get otherwise. There is also the option of collecting data via an independent third party.
Our team at WB market solutions® specializes in identifying sales-relevant data (e.g. on specific business opportunities) that is not publicly available anywhere.
Through discussions with competitors and potential customers, we help our customers bring transparency to their Indian business. We always act with due care (integrity), valid methods (scientificity) and German thoroughness (data quality) - and if necessary, sometimes with you unconventional – but necessary for India – approaches.
You can find out more about this in our specialist article: Market Research in India: Formal and Informal Sources.
