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Brown and Kirkwood Sales Training, Sales Consulting

Assessing The Sales Cycle

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Consider these opportunity areas for your sales or consulting organization.

What are our salespeople doing to differentiate beyond price?

How do we leverage our technical teams to identify qualified leads? Do our email and voicemail messages motivate prospects to respond?

Do our 30-60-90 day forecasts serve as a tool to challenge salespeople to take control of the "maybes" and drive their time management to the higher return opportunities?

Do we effectively differentiate by truly operating as consultants, or are we seen as vendors in consultant's clothing?

Do we work as a customer-centric sales team or as functional silos, throwing customers and orders back and forth between sales and operations?

Where are we duplicating efforts that slow the sales cycle?

Do we raise buyer interest and urgency by effectively tapping into the emotional needs that drive buyer decisions?

How do we focus our sales team to help our customers maximize the satisfaction of their customers?

We spend a lot on sales training, why aren't we seeing performance improvement?

 


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