Increase performance by 25% or more with sales effectiveness.
Outsourced sales effectiveness consulting services pay a dividend.
Have you defined stage exit or progression criteria for each stage of your sales process?
Are the stages of your sales process aligned with those of your customers' typical buying process?
Are you measuring sales effectiveness in each stage?
Do you have data to calculate your historical conversion rate from each stage of the sales process?
How sales effectiveness consulting services increase results:
1. By defining, reviewing, and improving the sales process.
Establishing a sales process that is aligned with the common stages of the customer buying process, increases sales consistency, predictability, and performance.
The default sales stage settings in CRM software are not helpful if they don't align with a typical customer's buying process.
We improve effectiveness by identifying the common stages in the way your customers buy. Then guide the adaption of the CRM system to mirror the buying stages.
2. By documenting, monitoring, and reporting sales stage KPIs.
By collecting historical data and aligning it with buying stages, we can identify the historical percentage of sales opportunities that close, from each stage.
Historical data is then broken down by division, department, team, and individual salesperson provides invaluable feedback.
Communicating stage-based key performance indicators to salespeople and their managers creates an improvement incentive. People do what is measured.
Imagine how it would affect you in a sales role if knew how effective you had been in each clearly defined sales stage.
If a CRM system is to fulfil its promise, it must provide value to its users. Salespeople do want to know how they are doing at each stage compared with their peers. This alone may be enough to cause the 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 demands an off-the-job focus and time investment.
Instead of diverting resources to do this yourself, have us provide you with the necessary temporary expertise and effort.
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Sales Effectiveness Consulting Services:
- Define customer buying stages, in-stage sales actions, and stage exit criteria.
- Identify key performance indicators for each stage.
- Gather historical pipeline data and establish a method for ongoing presentation and maintenance.
- Facilitate or project manage CRM integration.
- Propose pipeline management and forecasting method improvements.
- Providing training and coaching as appropriate.
Free staff 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 your sales process, outsourced sales effectiveness services 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 custserv@salessense.co.uk for a prompt reply or use the contact form here.
