If
your sales team is not realizing the profits they forecasted, it is time to
take a close, and very analytical, look at your sales process. You need to
figure out, and fast, where the sales process is breaking down.
Here
are 3 questions to ask put together by a group of solution selling training experts.
1.
How well are you
filling your pipeline? Do you have a process for finding new opportunities and
for qualifying leads? You need a robust system to prospect for potential
customers. Whether you use an inside sales force or an effective referral
system, make sure it is replenishing your sales funnel regularly with qualified
leads.
2.
Are your deals
stalling mid-stream?
Then you probably are not doing an adequate job of gaining the kind of
commitment from the buyer at key customer buying points that will advance the
sale in a way that makes sense.
3.
Do you struggle to
close? Go
down the following checklist:
o
Did
you create value all along the buying cycle to those who matter most?
o
Did
you address risk and manage objections?
o
Did
you gain consensus?
o
Did
you gain agreement on next steps?
Once
you know the general sales stage with the biggest problems, you can focus on
fixing it.
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