Optimising your sales

In sales there is a common belief that there is a strong relationship between the number of visits you make being directly related to the number of orders placed. This causes the sales force to visit as many customers as possible and in some cases the number of visits is a primary measure of performance. Our experience has shown that this behaviour can actually have a negative impact on the performance of the sales team, leading to:

• Many leads being worked on simultaneously without the time to adequately prepare and progress
• Sales process taking too long
• Leads being wasted
• Leads going cold or having to return to the start of the sales process
• Pressure on Marketing to produce more and more leads
• Cherry picking of which leads to deal with
• Leads being left warm without closing
• Sales force feel pressured to visit customers without moving them through the pipeline
• Sales force tend to hold onto leads even if the probability of success is very low

We believe the key to the rapid conversion of leads to sales is through focusing on a small number of good leads and managing these leads through the sales process. This management process is based upon Goldratt’s Theory of Constraints and through a visual prioritisation process, it allows the sales team to understand the progress of every lead. This provides a robust process to allow the sales team to understand where additional time needs to be spent with a customer to unlock the sale. This focuses the sales force to ensure that all leads are progressed delivering more sales - more rapidly.

If you would like to discuss how we can work together, please contact us.