Dear Sankush,
Your challenge is different and the solution you would like to adopt is different. Your main challenge is low strike ratio of the sales calls. Strike ratio is calculated as (Number of Sales Conversion*100/Total Sales Call made). If you want to increase the strike ratio, then you need to train your salespersons properly.
As far as sales training is concerned, let me ask you few questions. These are as below:
a) What is your product or service?
b) Who are your customers? How have you categorised your customers?
c) Is there absolute uniformity amongst salespersons as far as handling of the sales call is concerned? If given a chance to dozen salesperson to handle particular sales call, will they handle exactly in same fashion or will there be variation?
d) This question is based on (c) above. Sales productivity depends on the customised sales process that the salespersons implement. Do you have well-researched, well-documented sales process? If yes, then how do you measure the process compliance?
e) To improve the sales productivity, have you generated knowledge assets as to why customers buy and why customers do not buy, as to why sales call fail and why sales call succeed?
f) Lastly, what is total sales expenditure? Of this, what per cent is petrol allowance?
Putting a cap on petrol allowance is poor way of controlling sales expenses. What you need to do is
train your salesperson and improve the sales productivity. Rather than saving on tidbits,
think of selling lavishly and earning lavishly!
Thanks,
Dinesh Divekar