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When organizations have revenue issues they tend to blame sales first because sales is the division that is most closely associated with revenue and subsequently is the area that most companies try to improve first.  Most sales teams are measured by whether or not they achieve their annual goals.  But it is very difficult to know if these goals were well set, and even harder to compare sales organizations from one company against another.  As a result, most sales organizations operate between 10-30% below their potential and some even more.

Create Buyer Alignment & Sales Methodology
The first objective of a sales team is to manage and measure the sales cycle from lead to close. With this objective it is imperative to align the sales process with the customers buying process to ensure the process as a whole is effective and efficient.

Opportunity Tracking

  • Define the degrees or stages of sales progress and ultimate disposition options.
  • Prioritize each opportunity based on size, close date, strategic value or timing.
  • Capture each disposition and the degree of sale close and report 1) closed business and 2) forcast of opportunities.
  • Review the forecast against actual results and identify where and why opportunities where lost.

Funnel Modeling

  • Identify the trending and ultimate impact of the opportunity tracking reporting.
  • Isolate and prioritize correlations between volumes and associated activities with results.
  • Build a Forecasting model to reflect and isolate future revenue.
  • Compare Forecasts with actual results and validate changes with customers.

Sales Process

  • Define the interactions and activities each buying role requires to efficiently meet its buying objectives.
  • Prioritize its importance in accelerating the sale.
  • Train team members on the activities and performance expected.
  • Proactively review win, loss, and closed-won tracking data.

Selling Methodology

  • Document the buying objective of each unique customer.
  • Prioritize the buying objectives based on organizational difficulty.
  • Define the underlying methodology needed with direct links to the opportunity tracking stages.
  • Proactively review direct feedback from customers and employees to identify and validate changing buying objectives.