HAVING accumulated almost three decades of experience in sales and marketing, Wong Hon San believes business deals should never be lost due to poor follow-ups.
During his term as group sales and marketing director of the MHE-Demag group, he stressed the importance of having a systematic and professional approach in the selling profession.
“Never in my 30 years of sales management have I heard a salesman admit that a deal was lost because of poor follow-up,” Wong, now director of 3G Wireless & Software (M) Sdn Bhd, told StarBiz.
His passion to develop and market specialised tools for business development led to the creation of the Business Enhancement Method (BEM), the company's flagship Web-based software solution system.
“Selling as a profession has progressed from just quotations to one of planning and systematic follow-up. Our BEM application is designed to be used as a sales management tool to ensure that no sales projects are left unaccounted for or lost due to poor follow-ups,” Wong said.
Wong ... ‘With BEM, companies can achieve better productivity and growth through improved sales tracking and follow up.’ Citing a recent business survey in the United States, he said more than 60% of business deals were lost due to poor follow-ups.
“Following up with a prospect is easier than making contact in the first place. Unfortunately, studies show that almost 50% quit after one call and that only 20% continue making contact after four calls,” he said.
BEM tracks and monitors current and pending sales projects, measures sales performance, and provides a centralised contact management database to ensure close follow-ups with customers and prospects.
“Because the system is Web-based, sales people can easily make new data entries for projects, update customer database and track their sales targets while travelling,” Wong added.
The application also offers added features such as reminders, a search engine to track customer and project details as well as report generation tools.
Wong believes the application will help ensure businesses, especially small and medium-scale enterprises (SMEs), systematically track sales projects whether they are closed, lost or shelved.
3G Wireless & Software also has received backing from the National Productivity Corp (NPC), a statutory body under the purview of the International Trade and Industry Ministry, for BEM's ability to drive business productivity.
To create awareness and encourage more Malaysian SMEs to adopt information and communications technology, 3G Wireless & Software has embarked on a road show in collaboration with NPC.
The four-month event, which started in August, will cover locations where NPC has regional offices, including Penang, Kuantan, Johor Baru, Kota Kinabalu and Kuching.