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| Sales Management and Marketing Consultants | Sales Process Consulting |
| Sales
Process Consultation |
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Questions
About Your Sales Process Sales Success Ratio - Are you satisfied with the success ratio for your existing sales opportunities? Sales
Disparity - Does
a large percentage of your sales force develop a disproportionately
small fraction of the new business each year? That is, do 20-30% of
your sales people bring in 70-80% of new accounts? Process Ownership - Do you have a corporate sales process that individuals are trained to execute? Or is your sales process the sum of each individual's questions? Independent
Perspective - Would
it help you to have an independent source audit your sales process in
the same way your accountant audits the financial side of your business?
An audit can focus the strengths of star performers; help good performers
become stars; and identify staff who don't belong in sales. Buying
Motives - Do
you really understand the needs behind the needs that are motivating
your clients and customers to buy your products and services? Realizing
a Need - Are
you able to persuade prospects that there is a need for your product
-- or is your sales force simply educating those prospects with an explicit
need? Shortening
Sales Cycle - Are
you convinced that "your business is different" and therefore
shortening your sales cycle is not possible? Junior
Sales People's Performance - Is
it time for your junior sales people to step up and start being as productive
as the top performers? Sales Process - Can your people motivate your prospects to make early buying decisions? Sales Training
- Your
sales people have been trained to answer customer questions; but do they
know what to ask prospects to establish their own credibility? Control
- Do
you believe you have control over the rate at which your company receives
opportunities to quote or make a sale? Value - After your sales people make a first sales call, do they feel the prospect fully understands the value of your product? Can the contact sell your firm internally to his superiors after your salespersons call? Out Sold
- Did
you lose any major opportunities in the last year when you felt as if
you were "out sold,” when your story wasn't understood? Do you
know why you were not awarded the business? Intelligence
- Do
you have the names of the best prospects for your product or service in
every territory you now cover? Trade Shows
- Do
you come away from trade shows with an overabundance of “suspect
names” but without a strategy for closure? Changing
Profitability - Are
you interested in changing the profitability of your firm significantly? Financial Investment - What amount of money would you invest to generate an additional million dollars of sales in the coming months? What if the business came from new customers who would continue to buy the million dollars in goods and services again next year? What if the system we installed to help you gain the million dollars in this year's business could be used by you, without paying us more, to generate an additional stream of new business next year? Based on your margins, what would you be willing to invest to grow your sales in this manner?
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