Increasing sales performance through sales effectiveness improvement.
If you already have the stages of your customers typical buying process clearly defined in writing and measure the performance of each sales person in each stage, you are already in a good position to mange sales effectiveness. People do what is measured so if stage based key performance indicators are reported to salespeople and their managers, you will have created an improvement incentive.
Establishing a sales process that is aligned with the common stages of the customer buying process and ensuring it is used, increases sales consistency, predictability, and performance.Yet so many organisations struggle to take advantage.
The 'out of the box' default stages and percentages that come with a CRM system are worse than useless if they are not aligned with the real customer buying process.
If you have defined your sales stages and integrated them with your CRM system, the next step is to measure the effectiveness of what happens in each stage. At the crudest level this is the historical percentage of sales in the stage that close.
It is no use just accepting the default settings of the software. To make full use of this function you need historical data that can be broken down by division, department, team, and individual sales person.
Imagine how it would affect you in a sales role if your organisation could tell you how effective you had been in each clearly defined sales stage.If your numbers were weak in any area, wouldn't you pay more attention and do something about it?
if your performance wasn't matching your aspirations, you would be highly motivated to pay more attention in the stages where your conversion statistics looked weak.
If a CRM system is to fulfil its promise, it must provide value to its users. Sales people do want to know how they are doing at each stage compared with their peers. This alone may be enough to cause sales staff to make better use of the sales process and the CRM system.
The reason that many businesses don't do this is that gathering the data and presenting it in an effective manner is very difficult to do.
If this is an area where your business would benefit form better understanding or extra resources to get on the first rung, we can help.
Support we can offer includes:
Facilitating the definition of sales stages and alignment with the customers buying process.
Project management of CRM integration.
Gathering historical data and establishing a method for presentation and maintenance.
Identifying and reporting on key performance indicators for each stage.
Providing a proven pipeline management and forecasting method for sales leaders, managers, and staff.
Providing training and coaching as appropriate.
This would leave your staff free to focus on the day job of filling the funnel, progressing sales opportunities, and closing business.
If you lack the time or resources to improve sales effectiveness, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs or talk through some options. Alternatively send an email to email@example.com for a prompt reply or use the contact form here.