Quarterly Sales Review: Why Did Sales Drop in the North?

Come in, Tom. Have a seat.

Thanks, Graham. I think I know why I'm here.

Well, let's look at the numbers together.

Revenue in the North fell twelve percent this quarter.

I know... we missed our target by a long way.

Hmm, and your forecast said we'd grow five percent.

So what happened? Did we get fewer leads?

No, actually, the number of leads was fine.

Well, the problem is our conversion rate.

Really? How low has it gone?

It's dropped from thirty percent to eighteen.

Eighteen? That's a huge drop!

There's a new competitor in Leeds and Manchester.

They're offering a twenty percent discount on everything.

Ugh, so they're buying customers with cheap prices.

And... there's something else I should tell you.

We've lost Harper's. They moved to the competitor last week.

Harper's? But they're one of our key accounts!

I'm sorry. I should have told you sooner.

Okay. Don't worry, it's not the end of the world.

Right, let's look at the pipeline. What's coming up?

There are three big deals we could close soon.

Good. Those three are your top priority now.

But we won't match their discount.

Then how do we win customers back?

With better service. Visit your key accounts every month.

Oh, that's a good idea! They love face-to-face meetings.

And let's add a new KPI: customer visits per week.

Thanks, Graham. Honestly, I thought you'd be really angry.

Ha, everyone has a bad quarter sometimes.

Just keep me updated every Friday, alright?

I will! Next quarter's going to be much better.