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How To Assess Your Sales Intelligence Quota
Written by: Colly GrahamArticle Overview: Answer the following questions. If you answer "No," you could be missing a strategic advantage that you could incorporate in to your sales system to make it more effective. 1. Do you know exactly how many calls it takes to make a sale? If not, perform an analysis. 2. Do you know how long your sales cycle is?
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How To Assess Your Sales Intelligence Quota
The definition of a sales cycle is that time that elapses between the first inquiry and the sale. Depending on the type of business or organization you have, the sales cycle could be started when someone enters your facility. Also, it could be complete in one visit if your products are commonly used.
On the other hand, your sales cycle might start with an inquiry based on a magazine ad. Based on the type of products or services you offer, that inquiry could start a process that takes months or even years to complete. You must know the length of your average sales cycle so you can define marketing communications and follow-up strategies.
3. Do you provide your sales people with a defined and tested prospecting method?
Just because you hire experienced salespeople, don’t assume they know how to prospect for potential customers/clients for your organization. It’s your job as strategist and manager to quantify what works, and teach that method of prospecting to each salesperson. For instance, if cold calling is part of your sales process, do you have historical records that show how many cold calls it will take to produce a prospect? Do those records also indicate how many prospects must be located to make a sale? And, exactly what happens along the way?
The quantification and analysis of the daily activities of your sales organization provides you with the statistical data necessary to spot problems and fine-tune your sales process to make it as effective as possible.
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Article Tags: cold calling, cold calls, fine tune, job, marketing communications, prospects, quantification, sales cycle, sales organization, salespeople, salesperson, statistical data, strategist
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About the Author: Colly Graham RSS for Colly's articles - Visit Colly's website  Click here to visit Colly's website   THE RAINMAKER HUNTER FARMER SALES ROLE Three Points of Need or Buyer Pain Nine Hidden Buyer Questions Building a Steady Flow of Customers Identifying Decision Making Strategies |
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Re: Online Sales and Marketing vs Traditional
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I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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